How To Attract Short Sale Listings Like A Magnet

Significa Short Sale Solutions

Processed over 350 Short Sales

7 Years in the Short Sale Business

Have A 30 Person Team

Growth in Staff and Files of 600% in 1 year

National Short Sale Manual with State by State Supplement.

Compassion

People don't care what you know until they know that you care.

Helps you connect with prospects to gain trust

Come from contribution

Know Your Market

Know who your looking to connect with

Know their language

Know which objections to overcome

Smart Way To Segment Your Market is...

Generations Needing Short Generations Needing Short SalesSales

Postwar GenerationPostwar Generation

Leading-Edge Baby BoomersLeading-Edge Baby Boomers

Trailing-Edge Baby BoomersTrailing-Edge Baby Boomers

Generation XGeneration X

Generation YGeneration Y

Postwar CohortPostwar Cohort

Born between:Born between: 1928-19451928-1945

Coming of age:Coming of age: 1946-19631946-1963

Age in 2012:Age in 2012: 67-8467-84

Population:Population: 47 million (21%)47 million (21%)

Postwar AffinitiesPostwar Affinities

Desire experience, not thingsDesire experience, not thingsEnjoying lifeEnjoying lifeNostalgiaNostalgiaSecuritySecurityStabilityStabilityResponsibilityResponsibility

Postwar TendenciesPostwar Tendencies

Will pay mortgage first and all other Will pay mortgage first and all other expenses after thatexpenses after that

Want to meet in personWant to meet in person

Respond to direct mail and door knockingRespond to direct mail and door knocking

Content with small homes within walking Content with small homes within walking distance of shopsdistance of shops

If you establish yourself as the authority, If you establish yourself as the authority, they will not question youthey will not question you

Leading-Edge Baby BoomersLeading-Edge Baby Boomers

Born between:Born between: 1946-19541946-1954

Coming of age:Coming of age: 1963-19721963-1972

Age in 2012:Age in 2012: 59-6659-66

Population:Population: 31 million (14%)31 million (14%)

Leading-Edge Boomer Defining Leading-Edge Boomer Defining MomentsMoments

Leading-Edge Boomer Emotions Leading-Edge Boomer Emotions and Affinitiesand Affinities

NostalgiaNostalgia

Challenge authorityChallenge authority

Social justiceSocial justice

Sexually experimentalSexually experimental

Generational communityGenerational community

Leading-Edge Boomer TendenciesLeading-Edge Boomer Tendencies

Used to challenging authority and have no Used to challenging authority and have no problem sticking it to the bankproblem sticking it to the bank

Bought the McMansions and now looking Bought the McMansions and now looking for smaller, ranch homesfor smaller, ranch homes

Respond to direct mail and phone callsRespond to direct mail and phone calls

Trailing-Edge Baby BoomersTrailing-Edge Baby Boomers

Born between: Born between: 1955-19651955-1965

Coming of age:Coming of age: 1973-19831973-1983

Age in 2012:Age in 2012: 47-5747-57

Population:Population: 49 million (22%)49 million (22%)

Trailing-Edge Boomer Defining Trailing-Edge Boomer Defining MomentsMoments

Trailing-Edge Boomer Emotions Trailing-Edge Boomer Emotions and Affinitiesand Affinities

CasualCasual

Politically ambivalentPolitically ambivalent

Distrust of government and institutionsDistrust of government and institutions

Overt materialismOvert materialism

Sexual freedomSexual freedom

Trailing-Edge Boomer TendenciesTrailing-Edge Boomer Tendencies

They always ask WIIFM: What’s In It For They always ask WIIFM: What’s In It For Me? Me?

They want to maintain their lifestyle and They want to maintain their lifestyle and keep material possessionskeep material possessions

Will stop paying mortgage while continuing Will stop paying mortgage while continuing to pay credit cards to finance their lifestyleto pay credit cards to finance their lifestyle

Do not trust banks or the governmentDo not trust banks or the government

Respond to phone callsRespond to phone calls

Generation XGeneration X

Born between:Born between: 1966-19761966-1976

Coming of age:Coming of age: 1984-19941984-1994

Age in 2012:Age in 2012: 36-4636-46

Population:Population: 42 million (19%)42 million (19%)

Generation X Defining MomentsGeneration X Defining Moments

Gen X Emotions and AffinitiesGen X Emotions and Affinities

Environmental concernsEnvironmental concerns

Global communityGlobal community

Free agency and independenceFree agency and independence

Friendships importantFriendships important

Cynical about futureCynical about future

Pursuit of quality of lifePursuit of quality of life

Gen X TendenciesGen X TendenciesWorried about providing for their kidsWorried about providing for their kids

Prefer smaller, more modern, green Prefer smaller, more modern, green homes (not interested in McMansions) homes (not interested in McMansions) near urban areasnear urban areas

Bought their first home at the height of the Bought their first home at the height of the marketmarket

Value their credit rating and want to buy Value their credit rating and want to buy againagain

Respond to emailRespond to email

Generation YGeneration Yaka the Millenialsaka the Millenials

Born between:Born between: 1977-19941977-1994

Coming of age:Coming of age: 1995-present1995-present

Age in 2012:Age in 2012: 18-3518-35

Generation Y Defining MomentsGeneration Y Defining Moments

Generation Y Defining MomentsGeneration Y Defining Moments

Generation Y Defining MomentsGeneration Y Defining Moments

Generation Y Defining MomentsGeneration Y Defining Moments

Generation Y Defining MomentsGeneration Y Defining Moments

Generation Y Defining MomentsGeneration Y Defining Moments

Generation Y Defining MomentsGeneration Y Defining Moments

Generation Y Emotions and Generation Y Emotions and AffinitiesAffinities

Everything is done on the InternetEverything is done on the Internet

Heightened fears about personal safetyHeightened fears about personal safety

Socially and environmentally awareSocially and environmentally aware

Street-smartStreet-smart

Intense patriotismIntense patriotism

Team playersTeam players

Generation Y TendenciesGeneration Y Tendencies

Prefer to rent, or live with parentsPrefer to rent, or live with parents

They like to be near others (condos, co-They like to be near others (condos, co-ops, townhomes, urban centers)ops, townhomes, urban centers)

Those who did buy homes are upside Those who did buy homes are upside downdown

Seek information on the InternetSeek information on the Internet

Respond to social mediaRespond to social media

They need to “connect” with their agentThey need to “connect” with their agent

Generation Y TendenciesGeneration Y Tendencies

Prefer to rent, or live with parentsPrefer to rent, or live with parents

They like to be near others (condos, co-They like to be near others (condos, co-ops, townhomes, urban centers)ops, townhomes, urban centers)

Those who did buy homes are upside Those who did buy homes are upside downdown

Seek information on the InternetSeek information on the Internet

Respond to social mediaRespond to social media

They need to “connect” with their agentThey need to “connect” with their agent

Psychology/Media/Message

Post War

Baby Boomer

Gen x

Gen y

Finding Short SalesFinding Short Sales

Baby Boomers most in need of short salesBaby Boomers most in need of short sales– Subdivisions built since 2004Subdivisions built since 2004– Most likely to respond to phone calls, direct Most likely to respond to phone calls, direct

mailmail– May take pleasure in “screwing the bank”May take pleasure in “screwing the bank”

Generation X also highly in needGeneration X also highly in need– Email campaigns work wellEmail campaigns work well– Pragmatic approachPragmatic approach

Bottom-Line

New Agent Approach

Experienced Agent Approach

Scripts

Adapt them to your audience

You Have Questions...We Have Short Answers

Thank You

Scripts and Presentation On FB Page

Next Webinar: August 21, 2012