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 referred to as a family title. 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 part has a main goal that helps drive dwelling his crew’s worth.
- Promotional Advertising – The way you successfully market houses to maximise vendor internet.
- Institutional Advertising – The way you market you and your model to the Vendor’s benefit.
- Pricing Technique – value the property to maximise the ultimate gross sales value.
- Visuals – Have nice visuals that again up the whole lot that you’re saying.
- Proof – Have tons of testimonial and private critiques.
- YOU – The way you present up on social media is content material too. It’s essential to look the half!
2. Follow
After you have your content material created, you should follow, follow, follow. The way you ship your content material is as vital as your content material itself. Follow each day for 30 days by doing the next:
- Write – Handwrite your whole itemizing presentation.
- Chant – Chant (alone) your whole presentation.
- Function Play – Function play your whole presentation.
3. Supply
Jeff has 4 totally different itemizing shows and all of them have the very same content material. What adjustments 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 needs to maneuver shortly, he shortens all of the sections. The content material is the science, however delivering it in a manner that the tip person will hear it finest is the artwork!
4. Communication
Jeff communicates with every potential shopper 5 instances earlier than the itemizing appointment to construct rapport:
- Textual content Message (After the appointment is about) – Ship a message that claims “Thanks for agreeing to fulfill with me, I’m excited to see your own 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.
- E mail – Jeff sends an e 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 in the present day! I look ahead to assembly you and seeing your own 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 typically.” – Gary Keller
Pre-Appointment Bundle
This can be a package deal 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 after 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 dwelling.
- 3-5 Energetic and Bought Listings – This isn’t a full blown CMA, however it’s simply sufficient data to get them fascinated with 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 houses which might be related in space and value 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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