HREU 90 Day Massive Action Plan: Day 3.

(Read the previous posts about this topic first…Day 1, Day 2)

If you have determined that you are BEHIND THE CURVE this is your plan how to catch up:

1.  Don’t panic, don’t throw in the towel, don’t give up, don’t have a breakdown or a meltdown.  You DO have time to turn it around!

2. Make a commitment (a massive commitment) to working intensely for the next 90 days.   If you do that, you’ll have a great 2009, but also a great 2010.  You’ll have momentum.

Here is what you do now. Go through ALL of your leads and sift and sort them out fast.

Step 1- Put all of your leads in ONE place. That means all those millions of pieces of paper with your potential buyers and sellers contact info is organized into ONE list. Matters not what you do for this…yellow tablet, contact manager etc. Just do it.

Step 2- Determine motivation for your seller leads. For the rest of the year the only sellers you should ‘work with’ are the extremely motivated MUST SELL sellers. For example, divorce, relocation, financial issues. As Julie says, a motivation seller is a seller who’s decision to sell is no longer their own. Their situation is mandating that they sell.

Hint: AVOID all those sellers who say things like….” I don’t HAVE to sell”, “If I can get my price…I will sell”. You get the idea. Another great question that HREU Superstar Sandy Raines uses is, “What will you do if this home DOES NOT sell?”. She listens for their response…if they say, “we will just rent it”..Sandy knows to NOT take that listing.

Step 3- Determine motivation for your buyer leads. Lets start with a question that I have for you….give me an example of a buyer who HAS TO BUY? Go ahead, think about it….interesting eh?! No such thing. Have to buy..buyers…don’t exist. Why? Because they could ALWAYS rent! The best you can hope for with any buyer is that they are what we call a AAA buyer. Here are the rules for you to follow to determine if they are AAA buyers.

1) Have they been PRE-APPROVED with a lender. Has the lender actually done verifications of income, assets, employment, downpayment? If they buyer has not taken the time to work with a lender to become pre-approved they are NOT a AAA buyer.

2) Will they commit to working with YOU and just you? In other words, will they sign a Buyers Agency Agreement. If they won’t they are NOT a AAA buyer.

3) Do they have another home to sell (or any other real estate that must be sold before they can buy with you)? If they do..they are NOT a AAA buyer.

4) Ask them this question, “Mr/ Mrs. Buyer, if I were to show you the exact house you are looking for, in move-in condition, in the location you want…the perfect yard etc…AND its priced right…Mr. Buyer, is there anything that would prevent you from buying that house TODAY?” If they answer anything other than a resounding YES, you need to find out what their obsticle is. Listen to what they tell you. Because if they aren’t ready to buy their ideal home today (using the scripts that I just gave you) they are NOT a AAA buyer.

Step 4- Lead Follow Up. Here are your new rule:

Rule 1: You will follow up with EVERY AAA Buyer and EVERY HAVE-TO Seller until one of following happens…They buy (or list) with you or someone else OR they file a restraining order against you. Ok, I am joking with the restraining order thing but, you get the idea.

Rule 2: You will call (CALL NOT EMAIL) every new lead back within no more than 5 minutes of the lead contacting you. Don’t wait or procrastinate following up with every lead instantly. If you don’t I assure you that the other agents will and you will lose the sale.

Hint: Here is a secret weapon that Julie and I used that resulted in a massive increase in leads…and sales. Check out 1800homehotline.com
Here is your Day 3 homework:

1) Organize your leads. Go through EVERY lead with a critical eye. For your sellers determine if they are HAVE-TOs or WANT-TOs. Buyers, do they fit the requirements to be considered a AAA Buyer.

2) Watch the FREE Agent REO Secrets Video and Download the FREE How-to list REOs book. Know this, its NOT too late for you to become a REO Listing Agent.

3) Another FREE video for you. Learn NOW how to become the co-author of the National Best Seller, “Should I Shortsale My Home” book. Watch the FREE video now.

Popularity: 2% [?]

Similar Posts:

1. HREU 90 Day Massive Action Plan | Day 4 | What Kind Of ‘Professional’ Are You? Do you follow a schedule? You know,...
2. HREU 90 Day Massive Action Plan | Your Schedule | Day 5 This is the suggested Ideal Schedule that...
3. HREU 90 Day Massive Action Plan. Day 1. As promised here is Day 1 of...