5 Best Ways to Find Good Listing Leads – The Listing Solution Institute

Most people are so accustomed or giving and receiving average effort and average result, they are often skeptical when they hear salespeople’s claim of getting above-average results.

The FlashCards in this deck will help you persuade them otherwise, that you actually have a strategy that will give them their best chances for a Full Value sale, providing, of course, that you have the skill and intent of giving them above average results.

Intro

1.Make LISTINGS Your Priority. Chasing buyer leads will detract from the time you need to find more qualified listing prospects.

2.Make selling all your listings at Above-Average-Prices Your Mission.

3.Practice the Perfect Listing Interview Strategy daily until you a smooth and confident.

4.Have an APR—Automatic Prepared Response for every objection.

5.Find a Mentor who offers a One-Year, 24-Listing Apprenticeship Program.

6.Commit to forming Team Of Two Partnerships with a Mentor for your first twenty-four listings.

7.Commit to perfecting one good listing script or technique daily.

8.Commit to finding two QUALIFIED listing leads weekly.

9.Commit to averaging one Perfect Listing Interview with a qualified listing prospect weekly.

10.Commit to developing five Centers Of Influence monthly.

FSBOs

Hi, I saw your ad / Sign: If I could find a Qualified buyer, willing to pay a price acceptable to you, would you accept such an offer through our company? Yes.

Fine - it will take just a few minutes to see enough of your house to tell qualified buyers about it,

May I do that now, I am here / tomorrow at 3 pm?

FSBO Form

FSBO (Mere Posting) Sheet Appointment Date/Time: ________
Contact Date/Time: _________________
Name: ________________ Address: ________________ MLS #:__________________
Phone: ___________________________ Email: ________________________________
Follow-Up Dates: #1 _______ #2 _______ #3 _______ #4 _______ #5 _______ #6 ________
(Fill in the ________ below)
Hi, My name is ________, I’m calling from ___________. a local real estate office.
The reason I’m calling today is about your house for sale at {123 Main Street}
Are you the owner?________________
I saw the description and the pictures. Did you take those yourself? Very nice,
I see it’s a beautiful two-car garage, detached home. (Make sincere complements.).

…Just wondering, what is the ideal closing date you’re looking for?________________– I see…
What is the latest closing date you can work with? ___________________________– Great
If you sold this home, what’s your plan next ? Are you moving into another area? -That’s exciting!
How soon do you need to be there? _______________________ — Fantastic!
How long has it been on the market? _____________________ – I see
Have you received any offers yet? How many offers have you received?___________
I saw you’re offering the buyer agent { 2.5%} , is that correct?___________________ — Okay
Is the price negotiable ? _____________________ – Ok amazing!
I’m just looking at the MLS(mouse click.. Wait 1-2 seconds…), and
…hmmm just wondering, how old is the home? ___________ - Alright
How long have you been staying at this address? ___________ - Great!
I saw on MLS, it’s listed by { FSBO Brokerage }, OK… It’s also on Realtor.ca, Zillow, correct?
__________ — That’s fantastic!
So your closing date is …. Just to confirm… earliest is…. Latest is… and price is negotiable.
Is it possible for me and my partner to drop by and take a look at the home (Date & Time)? That’s Great!
Just to confirm the address is _____________________.
I’ll leave you my number, my number is 4168231207 , please save my contact, again my name is
Vanessa , Vanessa from RE/MAX .
And is this the best number to reach you? Just to confirm, your number is ______.
Ok I saved your number… Awesome! I’ll see you (Date) __________ at (Time) ___________!

Expireds

I see your house is off the market, Is this good news - Did you sell t? No.

Would be to your best advantage to have your house sold AND closed in the next 60 days? Yes.

Fine, it will take just a few minutes to see enough of your house so we can show you can get a fast sale at full price. My partner and I could be out there at 3:00 tomorrow. Will that work for you?

Refererals

Someone gives you a referral to a friend who will be selling their house.
Our common friend ____ told me you were selling your house. He thought you would like to know about the strategy for getting 3% to 5% above average selling prices.
May I tell you about it now?

Neighbors to Listings or Sales

TIP; Whenever possible, Make these calls before the sign goes up.

We/XYZ Has just listed the house at ____street. I am calling to let you know that it is for sale and that this is your best chance to select your own new neighbors. Do you know anyone who might like to Live in this area, Perhaps a friend from your old neighborhood?

How soon do you plan to move or are you here for life? For life:

Open House

Do you have a house to sell before you can buy your next house?

(or Printed handout at open house.)

If you have to sell your current house before you make an offer on a new house, talk to me before you leave

Go to Practice Schedule

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