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Jeff Glover and his crew have taken over 10,190 listings in his profession, with him personally having taken over 2,500. He’s regionally referred to as a family identify. Through the years Jeff has perfected a 5-point mannequin to get each itemizing!
1. Content material Creation
Create content material that communicates your distinctive worth. Jeff calls this his “Itemizing Plan of Motion.” Every element has a major goal that helps drive house his crew’s worth.
Promotional Advertising – The way you successfully market properties to maximise vendor web.
Institutional Advertising – The way you market you and your model to the Vendor’s benefit.
Pricing Technique – How one can value the property to maximise the ultimate gross sales value.
Visuals – Have nice visuals that again up every part that you’re saying.
Proof – Have tons of testimonial and private opinions.
YOU – The way you present up on social media is content material too. You need to look the half!
2. Observe
Upon getting your content material created, you have to apply, apply, apply. The way you ship your content material is as necessary as your content material itself. Observe daily for 30 days by doing the next:
Write – Handwrite your total itemizing presentation.
Chant – Chant (alone) your total presentation.
Function Play – Function play your total presentation.
3. Supply
Jeff has 4 totally different itemizing shows and all of them have the very same content material. What modifications is the speed of velocity, tonality, quantity, and physique language. This implies if he’s talking to somebody who values information, he slows down and leans into the pricing technique section of his itemizing appointment. If he has a excessive driver who needs to maneuver shortly, he shortens all of the sections. The content material is the science, however delivering it in a manner that the top person will hear it greatest is the artwork!
4. Communication
Jeff communicates with every potential shopper 5 occasions earlier than the itemizing appointment to construct rapport:
Textual content Message (After the appointment is ready) – Ship a message that claims “Thanks for agreeing to fulfill with me, I’m excited to see your property!”
Cellphone Name – If the appointment was set by another person Jeff calls to have a pre appointment dialogue. He teaches that every agent ought to know the questions that they want answered earlier than they really have the assembly.
Electronic mail – Jeff sends an electronic mail to the potential shopper letting them know what’s going to occur on the appointment.
Textual content Message (Day of the appointment) – That is the day of the appointment and it merely says “I’m excited to see you right this moment! I sit up for assembly you and seeing your property.”
Cellphone Name 60 Minutes Out – Jeff calls the potential shopper when he’s 60 minutes out from the appointment.
“If you wish to be in a deeper relationship with somebody you have to talk extra usually.” – Gary Keller
Pre-Appointment Package deal
This can be a bundle of knowledge that Jeff and his crew present to the vendor earlier than the appointment. It’s both emailed, dropped off, or overnighted.
Cowl Letter – Thanking them for agreeing to fulfill and offering a fast rundown of what is going to occur once they meet.
Copy of References and Opinions – Testimonials are key and Jeff lets others inform his story.
Plan of Motion – This can be a listing of what you do to promote their house.
3-5 Lively and Offered Listings – This isn’t a full blown CMA, however it’s simply sufficient data to get them serious about an inventory value.
“What Occurs Subsequent” Doc – This explains what is going to occur after they listing the property with Jeff and his crew.
Proof of Comparable Gross sales – Jeff handpicks a number of properties which might be related in space and value vary and highlights that he and his crew bought them.
Copy of Sellers Disclosures – Jeff asks the sellers to fill out the disclosure kinds in order that he can save time on the appointment.
To obtain Jeff Glover’s Itemizing Plan of Motion, click on right here.
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