Weekly Business Meeting 7-24-08
The meeting kicked off with asking the agents what affirmations they made today. Many responded with I will sell this house, I will close…etc. Great affirmations however, what was wrong with them? The group knew what Sheila was looking for. Sheila always stresses it’s important when making affirmations to say things as if they are happening in the present rather than in the future. I make $10,000 a month instead of I will make $10,000 a month. Then asked us to discuss what else besides salability pricing or absorption rate we were doing since the market had changed.
Marketing ourselves and the Listing presentation was our focus with the ten steps Marketing Program.
First. What is the current situation? When we visit a prospective seller would we look more knowledgeable more experienced if we had this already typed up for them to see? We have to look at the current situation, what is the ratio of sale in our market today, how many on the market in that price range, in area and in subdivision, this information is imperative when pricing homes in the market today.
If the plan is on how to market yourself, you have to look at your current situation as a realtor today and how have you changed doing things since the market changed
Next let’s work on the goals with the Seller. Let them guide and direct the goals on selling the house what will they do if they don’t sell. Does your personal marketing plan include your goals, not just financial but the things you would like to do in your life? What do you hope to achieve?
The third step is to look at what you are selling how we help the client solve a problem, what services are you providing. What client need do we need to fill?
For your personal plan, you need to be very clear on why a client will benefit from using your services, what are the three or four benefits to the consumer when they use your services?
What is your target audience for this home, who lives in the neighborhood? Where can you find these people?
The discussion continued emphasizing that our plan has to include our knowledge of our competition and what resources we have that sets us apart from our competition. Configure a marketing message with an objective and a set of activities that should be performed and the reasons (benefits) for each individual activity. Set a calendar and know your budget for all of these activities. It is important not to spend your entire budget up front. Spread it out and track what works and what doesn’t. These steps are important as with anything else you have to have a system in place in order to succeed.
We had eight new sales since last week at a total of $1,441,500. Seven of our agents have done 3 or more transactions and The Costa Group had seven or more transactions for the month of July so far.
Leah Odom from Carolina One Mortgage reminded everyone about the pep rally tonight for our office kickball team that we hope will have a victory. She also spoke about the current housing bill that was passed in congress that will eliminate downpayment assistance for buyers that don’t have the funds.
Our caution of the week was for the agents to make their buyers that are putting in offers on a short sale property that there are no guarantees they will get bank approval. The buyer may pay for an inspection and appraisal but if the bank may get another offer that is more money and therefore the bank will get more of their money back and reject the other offer. (A short sale means the seller’s lender is accepting a discounted payoff to release an existing mortgage. Just because a property is listed with short sale terms does not mean the lender will accept your offer, even if the seller accepts it.)
As we always we wrapped up the meeting with the Star of the Week award. Randall Sandin, last week’s star, passed it on to Syd Powell an agent in the Folly Beach office.
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