Jeff Glover and his crew have taken over 10,190 listings in his profession, with him personally having taken over 2,500. He’s domestically generally known as a family identify. Over time 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 houses to maximise vendor web.
Institutional Advertising – The way you market you and your model to the Vendor’s benefit.
Pricing Technique – How one can worth the property to maximise the ultimate gross sales worth.
Visuals – Have nice visuals that again up every thing that you’re saying.
Proof – Have tons of testimonial and private evaluations.
YOU – The way you present up on social media is content material too. You have to look the half!
2. Apply
After getting your content material created, you should observe, observe, observe. The way you ship your content material is as necessary as your content material itself. Apply on daily basis for 30 days by doing the next:
Write – Handwrite your complete itemizing presentation.
Chant – Chant (alone) your complete presentation.
Function Play – Function play your complete presentation.
3. Supply
Jeff has 4 completely different itemizing shows and all of them have the very same content material. What modifications is the speed of pace, tonality, quantity, and physique language. This implies if he’s chatting with somebody who values knowledge, he slows down and leans into the pricing technique section of his itemizing appointment. If he has a excessive driver who desires to maneuver rapidly, 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 finest 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 private home!”
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 will 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 private home.”
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 should talk extra usually.” – Gary Keller
Pre-Appointment Bundle
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 Evaluations – Testimonials are key and Jeff lets others inform his story.
Plan of Motion – This can be a record 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 excited about a listing worth.
“What Occurs Subsequent” Doc – This explains what is going to occur after they record the property with Jeff and his crew.
Proof of Comparable Gross sales – Jeff handpicks a number of houses which are related in space and worth vary and highlights that he and his crew offered them.
Copy of Sellers Disclosures – Jeff asks the sellers to fill out the disclosure varieties 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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