Larson Educational Services is the premier education provider in SW Florida. We are a Real Estate, CAM and Mortgage Loan Originator School. Classes are available in Fort Myers, Naples and Online.
To learn more about LarsonEd's Florida real estate and Florida insurance courses, visit LarsonEd.com or give us a call at 239-344-7510.
About Larson Educational Services:
Utilizing 40 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online. We are an approved Florida Real Estate School (License #ZH1002299), Florida CAM School (License #PRE31), Florida Insurance School (License # 370501) and NMLS Approved Course Provider.
You could surprise a prospective buyer by
offering a non-exclusiveBuyer Service Agreement. Here are some examples of promises you
could make that wouldbuild loyalty:
I have accesstoReal Estate Listing Aggregatorsto keepme
abreast of any new listings–
not only from any MLS company – but alsoby
owner, by builder, and by developer.I watchdaily
for the following:
Houses
that sold quickly but are back on the market because the buyer did not obtain
financing
PRICE
REDUCTIONS (sometimes as high as $100,000)
New
Listings! The best homes at the right price sell within 30 days
I can forward detailsof
the property in a matter of seconds.In
addition to the standard MLS sites,I
subscribe to (list examples Trulia, Zillow, etc.)
New construction:We
have great builders if you wish to build a new home
Even if your buyer wants an impossible cloud-home, you get it done.
Bargain hunters:Iam
in a position to access bank-owned properties and short sales.I
can show you these, write and present your offer for you.
For Sale By Owner:I
canactas
your transaction broker.
I will spend 1-2 hours
with you, up front, just learning about your real
estate needs. We will determine:
What style of homesyoulike
Whatyouwould
like in extras
12 major areas to watch
when purchasing, to avoid a wrong decision
What price rangeyouare
comfortable with
Determine what a lender
will qualifyyoufor
What down payment is
comfortable foryou
What monthly payment
would fityour budget
What areasyouwill
consider
Answers to any
questions about which types of finance are best for you
The process of getting
a mortgage
If you have a house to sellbefore
purchasing, I will do aFREEanalysis
showing you what you have in equity
"Okay, guys, we can't get ahead of ourselves. All we did was put up a sign."
I give weekly reportsto
my buyers and sellers until the sale closes
I am a full-time agentwith
professional support services
I care about earning and KEEPING you as a
client
I enjoy marketing homes and helping buyers find
a home they can be happy in. Should I have the opportunity to work with
you I will do my best to serve all your real estate needs.
Let your
prospective buyers know this information and you will be more suited to meet
their needs in no time.
About Larson Educational
Services:
Utilizing
30 years of real estate training and professional education experience, Florida
real estate school Larson Educational Services is the premier provider of
Florida real estate licensing, exam preparation, post-licensing, CAM licensing,
mortgage loan originator licensing, and continuing education in Southwest
Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Now,more
than ever, SuperStar agents are focused on the needs of today’s consumer yet
constantly learning and understanding how the audience they WILLserve
is evolving and how their expectationsare
changing. Those agents who are among the most successful
embody a handful of traits that allow them to mold their approach to their clients’ needs on a case-by-case basis.
9.They are excellent
communicators: they know how to present
10.Their personality attracts
people: they have legions who send referrals
11.They get whattheywant by
giving the customers whattheywant:
they practice “what's in it for you” rather than “what's in it for me”
12.They have failed often:“Good
judgment comes from experience, and experience comes from bad judgment.”
13.They understand that
“selling” is not a nasty word:“Selling isn’t doing somethingtosomebody, itis doing somethingforsomebody.”
14.They don’t make excuses:“It’s a
tough market”is an example of an excuse
15.They live and operate
ethically: They“do the right thing”because it’s the“right
thing to do”
Follow
these 15 common traits and you too can become a SuperStar agent.
About Larson Educational
Services:
Utilizing
30 years of real estate training and professional education experience, Florida
real estate school Larson Educational Services is the premier provider of
Florida real estate licensing, exam preparation, post-licensing, CAM licensing,
mortgage loan originator licensing, and continuing education in Southwest
Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Here is the second half of the Top 10 traits and skills our sellers told us they are looking for in selecting an agent:
6. Sellers want to know the cost AND value of your service. Of course they want to know how much your commission will add up to, but they also want to know what they will get in return. If you are able to list off your qualifications upon request, the seller will be more likely to see you as an asset. 7. Sellers want you to appreciate their property’s attributes. This tells them that you are paying attention to the positive qualities in their house, which means you’ll be more likely to utilize these as selling points to buyers. 8. Sellers want to know that the property will be shown in the best light. It goes without saying that the better the property looks the more likely it will be to sell, but the seller also wants to know that you know how to stage a home properly (link to staging PR). 9. Sellers want to know that you will creatively market the property. Will you be active with advertising, both online and off? This will give the seller confidence that you will accomplish your task of selling the home. 10. Sellers want to list with an agent who has a good client base of potential buyers. The more buyers an agent knows, the more likely they are to find one that wants the seller’s house.
Hopefully these tips will help you become better prepared to meet client expectations for real estate agents.
If you have followed our prospecting tips Part 1 and Part 2, you should have a significant sphere of influence that includes a ton of prospects.
All of our prospecting tips so far have been focused on how to get prospects, this post is about how to maintain them. These are The 4 S’s of Prospecting, or what to do with a prospect once they give you their business card or other contact information.
1. See
See the prospects. Make face-to-face contact with them so you are in their mind when they need to sell a home. You don’t have to be pushy, but make sure they know that you are in the business of real estate so they know you are the one to call to help with their next purchase or sale.
2. Save
Save their information and mark them with leads to other people they may know who could be potential clients. Keep track of pertinent information they have given you, such as life goals, upcoming location changes, and housing needs.
3. Schedule
Set an appointment to meet with them and make sure you keep that appointment. If they are willing to give you their time they will be looking for you to prove that you are trustable. The best way to gain the trust of a prospect is to do what you say you will do. There is no faster way to lose a prospect than to be late for an appointment.
4. Sell
This is the ultimate goal, isn’t it? Sell them something. And if they aren’t buying or selling, maybe they have a friend who is or a family member who will. You never want to lose a potential prospect because of a bad interaction.
Don’t feel like reading? Perfect! Larson Educational Services has quick videos with prospecting tips available here and here.
Coming soon: Developing Your Farm Part 1––Selecting Your Sphere of Influence
If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.
Learn more about the courses we have to offer in Fort Myers, Naples or Online at the following link - http://www.larsoned.com/realestate/ -- or simply call a friendly Larson representative at (239) 344-7510.
Larson Educational Services looks forward to earning the right to be your real estate school of choice!
Now that you know what prospecting is and why it’s important, we can get into the details of how exactly to prospect for clients. Most of these tips require no special talent, only effort and organization, but they will put you on the fast-track to finding buyers and sellers who want to do business with you.
5. Practice proper phone etiquette
When you call to introduce yourself or check in with a prospect, ask if they are busy. If so, see if there is a better time to call them back. It’s important to be persistent when you’re selling homes, but if the prospect is giving you a stand-offish vibe, then it’s best to back off.
4. Hand-address any mail you send
Hand-written letters increase the likelihood that they’ll be opened because they add a personal touch. Mailing too many letters to hand-address? Choose a computer typeface that looks like handwriting and the effect can still be noticed.
3. Contact your best prospects first
Time is finite, and if you are doing your job right with prospecting, you will have so many people in your phone that you won’t be able to contact all of them for every listing. So contact your best prospects first, the ones who you know would be interested in a certain property and are pre-approved.
2. Build your email list
You can do this by sponsoring an occasional online contest. Tell interested prospects they must enter via email and will be notified the same way. Offer a good prize—a television or a dinner for two at a hot restaurant. For each contest offer a different kind of prize. Sooner or later, you’ll motivate most people to participate.
1. Ask prospects for just 5 minutes
Tell them that in exchange for a 5 minute appointment you will give them tips on how to increase their home’s value—and stick to it! When that 5 minutes is up, let them know that you appreciate their interest but the time they promised you has run out. More often than not, this show of respect will get them to invest even more time into you because they will see this as a trust-worthy attribute.
Coming soon: The 4 S’s of the Prospecting Cycle.
If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.
Learn more about the courses we have to offer in Fort Myers, Naples or Online at the following link - http://www.larsoned.com/realestate/ - or simply call a friendly Larson representative at (239) 344-7510.
Larson Educational Services looks forward to earning the right to be your real estate school of choice!
What is prospecting? Prospecting is the daily discipline of seeking out people who may be interested in buying or selling real estate. In short, this means meeting and staying in contact with people. Without prospects you will never have an opportunity to apply your skills and knowledge as a real estate professional. A successful agent is always prospecting—whether you’re at your kid’s high school basketball game or at the grocery store—and a successful agent knows and accepts that different groups of people have different needs. If you are prospecting correctly, you will come into contact with substantially different political, social, philosophical, and economic views. Your capacity to find clients will be directly affected by your ability to be understanding and empathetic.
Why is prospecting necessary? Prospecting is less a matter of getting listings and sales than it is a matter of developing sources for listings and sales. You need to be open to the opportunity to connect with people in all settings because you never know who is looking to buy or sell a home. And don’t disregard prospects because they aren’t currently on the market; get people’s contact information and keep in touch with them so when that time in their life comes when they need an agent, they can trust you. Prospects are the lifeblood of your career as an agent; without prospects, your business will dry up. Use imagination and commitment to build a wide sphere of influence through regular prospecting.
Why does prospecting scare most agents? Agents are afraid to prospect because people tend to fear failure. This apprehension is perfectly natural; we don’t want to be embarrassed by a rejection. However, any successful person in any field will tell you that failure is a prerequisite to success. You can help overcome these fears through good planning. Prospecting for clients is a game of numbers that requires an organized and detailed plan, but if you follow through, you can increase your odds of success. Remember: you’re just getting out there and making connections with people as you make your way through everyday life. Have some fun, roll the dice, and meet some people even if it means you fail sometimes.
COMING SOON! Fail-proof real estate prospecting tips from the Southwest Florida real estate education leader, Larson Educational Services.
If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.
Learn more about the courses we have to offer in Fort Myers, Naples or Online at the following link - http://www.LarsonEd.com/realestate/ - or simply call a friendly Larson representative at (239) 344-7510.
Larson Educational Services looks forward to earning the right to be your real estate school of choice!
