get in the game gen blue 2012
TRANSCRIPT
Get in the Game “Score Big in Real Estate
…and Have a Ball Doing It”
Sean Carpenter Ohio NRT Companies
Do You Believe in Miracles?
It’s not only what you say…
…but how you say it!
The Power of the “High Five”
My Professional Credentials
Waiter & Bartender Golf Professional – Brooksville, FL & Cleveland, OH Beer Salesman – Miller & Coors Became a licensed Realtor in March 1998 Branch Manager & Director of Agent Development
My philosophy of real estate…
Why We’re Here
Today’s Twitter Hashtag is…
#GenBlue or
@SeanCarp
It’s Time for a Progress Report
How’d did you score yourself?
Getting on Board
“Ladies & Gentlemen,
We’re ready to begin boarding
Success Airlines Flight 2012.”
Does anybody really want the “Regular, boring announcement”
anymore?
Are You Doing Something Unique & Different?
Let’s “Get In the Game”
What we can learn about real estate
from sports
The sports season is built
around the schedule…
…What is yours built around?
What to do…and when to do it Sunday Monday Tuesday Wednesday Thursday Friday Saturday
Business Meeting
& Tour
“Live your life and
let real estate
happen in the
cracks” ~ Sean Carpenter
Let’s talk
about our fans
“Doing what is required only prevents customer
dissatisfaction.
You must do more than is required to truly satisfy a
customer”
What are you trying to do?
Deliver great service?
Or provide a memorable experience?
“Your marketplace is tired of being
marketed to”
Caller ID
Spam Protection
DVR’s
It’s a new world these days…
It’s no longer
“find me, sell me”
…It’s now “know me, help me”
Do you have a “K.uL.T.–like” following?
What is a K.uL.T.-like following?
When they …Know U
…Like U
…Trust U
How to “C” that your fans will trust you
Confidence
Competence
Consistency
Who’s in the Game
Who’s in Your League?
Data Base Def. – “Anyone you have contact
information for”
How many names do you have in this category?
Who’s in Your League?
Data Base
Sphere of Influence Def. – “I know them
and they know me”
How many names do you have in this category?
Play the Numbers?
U.S Population = 313,008,156
NAR Membership = 988,875
1 Realtor for every 316 people in the United States
Does your Sphere of Influence pass the “airport”
test
Who’s in Your League?
Data Base
Sphere of Influence
Clients Def. – “they have done business
with me in the past”
How many names do
you have in this category?
178 152
How many families have you served?
Who’s in Your League?
Data Base
Sphere of Influence
Clients
Bullseye Def. – “They want my success
almost as much as I want it myself”
You should prune regularly
A lesson from
Basketball
The Sphere of Influence
“Prospecting Pyramid”
3 types of contact each day
Phone
Personal notes
Optional ~ Talk to people (current clients)
The “Prospecting Pyramid”
Approach
The math is easy…
Total # of people in your
Sphere of Influence = ______
Divide Your Sphere by 3 = ______
Divide that number by 20 = ______
This is the # of contacts needed per method
per business day!
Can you commit to making X contacts per day?
240
80
4
Here’s what it would look like
The Prospecting Pyramid
CCoonnttaacctt AA CCoonnttaacctt BB CCoonnttaacctt CC CCoonnttaacctt DD 1a.
1b.
Al B. Liston Doug Downsizer
Bill Buying Eddie Eyesore
Charlie Client Frank Furter
2a.
2b.
Gary Indiana Joe Seller
Harry Situation Ken Doll
Ima Investor Len Derr
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
The Prospecting Pyramid
CCoonnttaacctt AA CCoonnttaacctt BB CCoonnttaacctt CC CCoonnttaacctt DD 1 Al B. Liston Bill Buying Charlie Client
2 Doug Downsizer Eddie Eyesore Frank Furter
3 Gary Indiana Harry Situation Ima Investor
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
A lesson from Baseball
You need to be a
“five tool” player
Running for speed
Arm strength
Fielding
Hitting for average
Hitting for power
Are you a “five tool”
agent
Prospecting
Transaction Service
Property Marketing
Client Follow Up
Personal Marketing
A Lesson from Auto Racing
In Racing…you make your money “on the turn”
A lesson from hockey…
“I skate to where the
puck is going to be, not where it has been.”
– Wayne Gretzky
Is your market changing?
Is your market changing?
A lesson from
soccer
In soccer and in real estate…
You may have to move backwards before you can go forward
What do soccer & hockey have
in common?
Time for a
Skiing Lesson
Do you have personal
goals?
Have you thought about what you’d like to list, sell, earn and accomplish
next year?
My 2012 Goals
Name: _________________________ Date: ______________________
My Year goals 1.
2.
3.
4.
My Short Term Goals (Next 90 days) 1.
2.
3.
4.
My Immediate Goals (next 30 days) 1.
2.
3.
4.
When I reach my goals I will reward myself by: (describe in detail the object or activity you will get for
achieving your goal):
____________________________________________________________________________________________
____________________________________________________________________________________________
__________________________________________________
Personal Goals By the end of 2012I will…
1.
2.
3.
4.
Are You Using Video to Advance
Your Game?
You Tube & You Do You Stand Out?
Setting Up Your Own Channel
Helps Put The “You” in Success
Matt Murton, REALTOR® Licensed in MD, DC, & VA
Coldwell Banker Residential Brokerage 301-461-4201 Direct
A lesson from Sports Gambling
How well do you
know your numbers?
Statistical Analysis of Your Market
Name: ______________________________________________________
Office: ______________________________________________________
Total Active Residential Listings (total market) _________________
Average List Price _________________
Average Market Time _________________
Compared to last year at this time _________________
Total Active Residential Listings (specific market) _________________
Average List Price _________________
Average Market Time _________________
Compared to last year at this time _________________
List Price to Sale Price Ratio (LTM) _________________
Compared to last year at this time _________________
Number of sales YTD _________________ Average Sales Price _________________
Compared to last year at this time _________________
Average Size Home (sq. footage) _________________
Other:
Neighborhood/Subdivision Report
Name: _________________________________________ Office: ___________________
Subdivision: ________________________________________________
Number of Houses in Subdivision _______________________
Age of Subdivision _______________________
Active New Home Construction? Yes__________ No __________
Builders ______________________ __________________________ _____________________
Predominant Home Styles _____________________________________________________________
Size Range of Homes (sq. feet) Low ____________ High _____________
Recreational Opportunities Available
_______________________________________________________________________________________
_______________________________________________________________________________________ Schools Elementary: Middle: High:
Parish:
Sales Data
List All Sales in Last Six Months (attach MLS sheets if appropriate)
Avg. Sales Price (last 12 months) _____________________
Av. Days on Market _____________________
No. Houses on Market Today _____________________
Top Three Listing Agents (last 3 years) _____________________
_____________________
_____________________
Overall Impression of Subdivision:
A lesson from our coaches
Shula’s 24-Hour
Rule
One final Pep Talk!
“Live your life and
let real estate
happen in the
cracks” ~ Sean Carpenter
Thanks for spending your time with me
today.
I will look forward to hearing of some
successes I know you will enjoy by putting one or more of these
ideas to use.