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 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 residence 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 – Learn how to value the property to maximise the ultimate gross sales value.
Visuals – Have nice visuals that again up all the pieces that you’re saying.
Proof – Have tons of testimonial and private opinions.
YOU – The way you present up on social media is content material too. You could look the half!
2. Apply
After getting your content material created, you have to 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 whole itemizing presentation.
Chant – Chant (alone) your whole presentation.
Function Play – Function play your whole presentation.
3. Supply
Jeff has 4 completely different itemizing shows and all of them have the very same content material. What adjustments is the speed of velocity, tonality, quantity, and physique language. This implies if he’s talking to somebody who values information, he slows down and leans into the pricing technique phase 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 approach that the top person will hear it finest is the artwork!
4. Communication
Jeff communicates with every potential consumer 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 satisfy 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 consumer 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 at this time! I look ahead to assembly you and seeing your own home.”
Cellphone Name 60 Minutes Out – Jeff calls the potential consumer when he’s 60 minutes out from the appointment.
“If you wish to be in a deeper relationship with somebody you have to talk extra usually.” – Gary Keller
Pre-Appointment Package deal
It is 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 satisfy and offering a fast rundown of what’s going to occur once they meet.
Copy of References and Evaluations – Testimonials are key and Jeff lets others inform his story.
Plan of Motion – It is a checklist of what you do to promote their residence.
3-5 Energetic and Bought Listings – This isn’t a full blown CMA, however it’s simply sufficient info to get them excited about an inventory value.
“What Occurs Subsequent” Doc – This explains what is going to occur after they checklist 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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