Jeff Glover and his staff have taken over 10,190 listings in his profession, with him personally having taken over 2,500. He’s regionally often known as a family title. 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 dwelling his staff’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 – Methods to worth the property to maximise the ultimate gross sales worth.
Visuals – Have nice visuals that again up all the pieces 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. You will need to look the half!
2. Apply
After getting your content material created, you need to follow, follow, follow. The way you ship your content material is as essential as your content material itself. Apply on daily basis 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 completely different itemizing displays 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 needs to maneuver rapidly, he shortens all of the sections. The content material is the science, however delivering it in a method that the top person will hear it greatest 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 ready) – Ship a message that claims “Thanks for agreeing to fulfill with me, I’m excited to see your property!”
Telephone 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 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 in the present day! I look ahead to assembly you and seeing your property.”
Telephone 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 need to talk extra typically.” – Gary Keller
Pre-Appointment Package deal
This can be a package deal of data that Jeff and his staff 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 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 dwelling.
3-5 Energetic and Offered Listings – This isn’t a full blown CMA, however it’s simply sufficient data to get them desirous about an inventory worth.
“What Occurs Subsequent” Doc – This explains what is going to occur after they record the property with Jeff and his staff.
Proof of Comparable Gross sales – Jeff handpicks a number of houses which are comparable in space and worth vary and highlights that he and his staff 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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