30 days to success in Real Estate

A Comprehensive Schedule for
the NEW Real Estate
Associate and the
Experienced Agent who wants
to Accelerate their Business.
"I am Totally Committed to my Success"

The first step in your real estate career should be
the preparation of goals.


 What do I have to do to achieve my Listing

income?
 What do I have to do to achieve my Sales

income?


 You must close 30 deals this year
 You must get 10 appointments every month
 You MUST make 17 contacts each day!!

Your homework is to come to terms with the fact
that although this will not be easy, it will be
well worth it. Decide now that making excuses
will not earn you any money.
$100K or more is in your future!!

Prepare a list of 100 friends and acquaintances
with addresses and phone numbers.
Handwrite or Type a list of
EVERYONE you know or
May know you!!
This must be completed tonight!
No fail! No excuses!!
“Do or do not… there is no try!”
- Yoda, Jedi Master

Rule of Thumb
100 Contacts = 1 Listing Appointment
3 Listing Appointments = 1 Listing


 Compile List of 100 name and phone #’s
 Set Short Term and Long Terms Goals
 Use Cheat Sheet to Create Online

Presence
 Create a Daily Schedule
 Memorize Prospecting Scripts
 Create Buyer and Seller Brochures
 Create Expired Listing Marketing Piece
 Role Play Scripts
 Start Creating Craigslist Ads

Friend
 Spouse
 Office Associate
 Manager


For the next 3 weeks, you will report all prospecting efforts to Rick Tankersley

“I commit to give moral support and
encouragement…”

What is it? – Calling people who may need your services
What do I say? – Use Scripts provided
At the end of this slide show, you will
Find scripts for :
1.New agent announcement
2.Expired Listings
3.FSBO
4.Just Listed


For every 100 homes you visit or call,
You should get 5 listing appointments,
Secure 3 listings, of which 2 will sell.
Example:
Average listing commission $2250
Total commissions (Line 1 x 2 Sales) $4500
Hourly rate (Line 2/8 hours) $56/hr
Dollars per home visited (Line 2/100) $45


 Calling SOI
 Announcement cards
 Calling Just Listed/Sold
 Knocking on doors
 Calling Expireds
 Calling FSBO’s
 Holding Open Houses
 Posting Craiglist Ads

 Interacting on Social Media

 Lists the name of the homeowner by property

address
 Criss-Cross is available in software


1. http://mysapl.org/
2. Click on DATABASES
3. Scroll through the directory for REFERNCE USA
4. Enter your name and library card #
5. Under ‘Active Databases” choose U.S. Standard White
Pages
6. Choose “Custom Search
7. Choose Geography and then Radius
Enter Street Address and .5 in the “number of miles” field
You will the see a list of everyone within a half mile of your
listing. (be sure to comply with all “do not call” regulations)

CALL THEM!!


 Contact 20 homeowners on one or two

streets in the neighborhood using the CrissCross Directory
 Always obtain permission from the Listing
Agent first
 Remember, they are happy to give it to you…
you are helping them sell their listing


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Eyecatching Headline with a good hook
 Ie School District, Unique Feature, Bargain. HUD, foreclosure, low
payment, etc
A few good pictures (no more than 4)
Short Description
Call to action and phone #
Use any C21 Northside home on MLS
Try www.hudhomestore.com for more homes
Post 2 ads at noon and 2 at 7pm
Make sure to include your name and broker.


Where to Find
For Sale by Owners
 Drive By
 Craigslist
 ForSalebyowner.com
 Militaryforsale.com
 Local Newspaper and Classifieds
 FSBO.com

What will you say? Use the FSBO script

 Call Sellers whose Listings have Expired and not

sold
 Go by and visit the sellers in person to ask for the
Listing


 Join at least 3 groups
 Name some clubs you could join
Write Down
3 Organizations to
which
You belong or can
join this week!
Ready… Begin!

SOI’s - Spheres of Influence
COI’s - Centers of Influence
Bird Dogs

Answer: “As Many as You can Get!”

People who know you and Refer their friends and
acquaintances to you.

Examples: Hairdresser, Doctor, CPA, Teacher

Use the Criss-Cross to
Call Renters in Apartment Complexes
YOUR SCRIPT
Hi! My name is Rick with Century 21. I am calling
Because studies show that most renters would rather be
homeowners. They are tired of wasting their money and
making the land lord rich. If you could rent a bigger home for
the same or less than you pay in rent, wouldn’t you?

 Be Prepared
 Use Script
 Get the Appointment

 Offer to take Another Agent’s Phone Time


 Send Invitations to the Neighbors
 Advertise Online the Hours Open
 Signs Directing Traffic to the House
 Knock on Neighbors Doors and Invite them to

Bring a Friend
 Have Marketing Materials Ready
 Have Contract and Net Sheets Ready
 Bring a Guest Book for Registering


 Professional Attire
 Neatness
 Organized

 Clean, Recent Model Car
 Knowledge of Product (House, Land, etc…)
 Knowledge of Your Business


Thank you notes:
 Should be Handwritten
 Use the Owner’s Name
 Insert Business Card
 Use a Stamp, not Metered
 Send at least 5 per day


Remember to make 20 meaningful contacts
every day. SOI, EXPIREDs, FSBOs,
JUST LISTED, JUST SOLD
(use your scripts)


Real Estate is Hard Work,
Treat is Seriously


Real Estate is Prospecting,
The Agent is Always Prospecting


Real Estate is Organization and Planning,
Have List of Numbers to call EACH DAY


Real Estate is Enjoyable,
Have Fun Everyday


Real Estate Allows for High Payoffs,
Congratulations on Your NEW
Real Estate Career!


(You are calling people you know!)
Hi, this is _____. How are you? I have a question for you…do you
have a minute?
I am just calling to let yow know that I am now officially a real
estate agent with Century 21 and I need your help.
Who do you know that needs to buy or sell real estate ?
Can you think of anyone in your (church group, family,
neighborhood, and office) … that may need my services at
this time?
Would you mind if I gave them a call?
By the way … when do you plan on moving?

Hello. My name is ________________with Century 21 Northside. How are you?
I am sure you know the reason I’m calling is that I noticed your listing expired today and I would like
to apply for the job of getting it sold for you. 
(You may get some objections here. If so, acknowledge and empathize then move on to the rest)
There are only 3 reasons a home will sit on the market this long and not sell. If it is priced right and
good condition, it must be that it needs better marketing.
I have a SUPER-AGGRESSIVE marketing plan that I would like to share with you at your
convenience.
Of course I’m sure you are going to want to get your home back on the market as soon as possible
so I can arrange to meet with you this afternoon or later this evening….whichever works better for
you.
(SILENCE UNTIL THEY SPEAK)

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Hi, this is ______ with ______, and I’m calling about the home for sale … is this the owner?
I'm doing a survey of all the FSBO's in the area and I was wondering …
1. If you sold this home … where would you go next? Great!
2. How soon do you have to be there? (3 months) Fantastic!
3. How would you rate your motivation to move … on a scale of 1 to 10? (5)
Good for you!
4. What methods are you using for marketing your home? (Sign and ads) That’s great!
5. How did you determine your sales price? (Other agents) Fantastic!
6. Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific!
7. Why did you decide to sell yourself … rather than list with a real estate agent? (Save the commission)
Great!
8. If you were to list … which agent would you list with? (None in mind) Fantastic!
9. How did you happen to pick that agent? ( ) Ok. Great!
10. If you were to list … what would you expect the agent to do … to get your home sold? ( ) That’s great!
11. How much time will you take … before you will consider … interviewing the right agent for the job of
selling your home? ( ) Excellent!
12. What has to happen … before you will consider … hiring a powerful agent … like myself … for the job of
selling your home? ( ) Perfect!
13. Are you familiar with the techniques I use to sell homes? (no ) You’re kidding!
14. What would be the best time to show you … __________ or __________?

Hello, is this _____________________________This is
_______________________________ at Century 21. How are you today?
The reason I’m calling is, we just listed a property at ____________________________
a couple of streets over from your home.
As a result of our marketing we’ve generated a lot of interest in the neighborhood and
need other homes to sell.
So, tell me have you considered selling your home? (No!!)
Well, would you happen to know of anyone else thinking of selling?
IF PROSPECT KNOWS SOMEONE ELSE THINKING OF SELLING
Would you mind sharing their name and phone number?? (F A N T A S T I C)
Would it be OK if I told them you referred me? (T H A N K S)
I’ll be sure to get back in touch to let you know how things went!!
(H A V E A G R E A T E V E N I NG)

30 days to success in Real Estate

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