Real Estate Practice ‘Success Bible’................................1 Copyright Notices.............................................................................. 2 Legal Notices............................................................................... 2 About The Author.............................................................................. 7 How To Use This Manual................................................................... 9 Module 1........................................................................ 10 How To Get 5 Or 6 Figure Profits
For Your Real Estate Business Welcome.......................................................................................... 11 Internet
Marketing………………………………………………………………….11 What You’ll Get From The POWER Marketing Super System.............. 14 Important Fundamentals.................................................................. 17 SUCCESS KEY ONE.................................................................... 18 SUCCESS KEY TWO................................................................... 19 SUCCESS KEY THREE................................................................ 19 Module 2........................................................................ 21 A Simple Overview Of The POWER Marketing Super System........ 21 Introduction.................................................................................... 22 Module 3 – Lead Generation........................................... 24 Getting An Endless Supply Of High
Quality Leads For Your Real Introduction.................................................................................... 25 Preparation...................................................................................... 27 Module 4........................................................................ 28 Niche Marketing.............................................................................. 28 Introduction.................................................................................... 29 How to choose your niche.......................................................... 31 Research Your Niche(s) Fully.................................................... 34 Research clients (who are in your chosen niche).................... 35 Research competitors................................................................ 35 Find out where your niche market can be found..................... 35 Module 5........................................................................ 37 Creating Your Own Unique Perceived Benefit................................ 37 Introduction.................................................................................... 38 Module 6........................................................................ 51 Other Benefits Of Your Real Estate Services.................................. 51 Introduction.................................................................................... 52 Module 7........................................................................ 53 Risk Reversal................................................................................... 53 Introduction.................................................................................... 54 Module 8........................................................................ 63 Creating Testimonials That Get Results........................................ 63 Introduction.................................................................................... 64 How to get testimonials............................................................. 68 Changing testimonials.............................................................. 73 Using testimonials.................................................................... 74 Module 9........................................................................ 76 Choosing The Right Font To Make
All Your Communications Introduction.................................................................................... 77 How to choose your “ideal” fonts................................................ 79 What Size Font Should You Use?.............................................. 84 Module 10...................................................................... 85 Setting Your Objectives To Give You Direction............................... 85 Introduction.................................................................................... 86 Module 11...................................................................... 87 Budgeting.......................................................................................... 87 Introduction.................................................................................... 88 Cost Of Client Acquisition – And
why it’s so important to the Module 12...................................................................... 96 Choosing Your Lead Generation POWER Marketing Tools............. 96 Introduction.................................................................................... 97 Identifying and selecting your
Lead Generation POWER Section 1: Essential Lead Generation Tools............................. 98 Section 2: Other Proven Lead Generation Tools...................... 98 Section 3: Lead Generation Intensifiers.................................. 99 Tools And Intensifiers that are FREE and Those That Cost... 100 Selecting Your Lead Generation Tools And Intensifiers........ 100 Section 1 – Essential Lead Generation Tools......................... 101 Section 2 – Proven Lead Generation Tools............................. 103 Section 3: Lead Generation Intensifiers................................ 114 Prioritising your Lead Generation Tools and Intensifiers..... 124 Person responsibility............................................................... 125 Timing..................................................................................... 125 Activate your Lead Generation Super System....................... 126 Module 13.................................................................... 127 How To Multiply The Results Of
Your Lead Generation Introduction................................................................................... 128 Conclusion............................................................................... 132 Module 14 – Sales Conversion.................................... 133 How To Multiply The Profits Of
Your Real Estate Business Introduction................................................................................... 134 What is a Sales Conversion System?..................................... 134 How to work out your sales conversion rate........................... 137 Preparing your sales conversion system................................ 137 Module 15.................................................................... 142 Packaging Your Services To Rise Above Your Competition.......... 142 Introduction................................................................................... 143 Module 16.................................................................... 148 Pricing Your Services..................................................................... 148 Introduction................................................................................... 149 Module 17.................................................................... 154 Case Studies – Adding Proof,
Credibility And Believability To Introduction................................................................................... 155 How to develop your own case studies.................................... 155 Getting results with your case studies................................... 159 Module 18.................................................................... 161 Qualification Questions................................................................. 161 Introduction................................................................................... 162 The types of questions you need to ask…............................... 163 Module 19.................................................................... 167 Response 1 - Buyers Remorse Letter............................................ 167 Introduction................................................................................... 168 What you must say in your buyers remorse letter................. 170 Module 20.................................................................... 172 Response 2 - Sowing the Seeds Letter.......................................... 172 Introduction................................................................................... 173 Module 21.................................................................... 175 Response 3 - Further Information Letter...................................... 175 Introduction................................................................................... 176 Module 22.................................................................... 180 Response 4 - Future Contact Letter.............................................. 180 Introduction................................................................................... 181 Module 23.................................................................... 182 The Selling Without Fear Sales Appointment............................... 182 Introduction................................................................................... 183 What to do if you send quotes out,
and how to avoid the Module 24.................................................................... 189 Initial Greeting.............................................................................. 189 Introduction................................................................................... 190 Module 25.................................................................... 191 Asking Questions........................................................................... 191 Introduction................................................................................... 192 Needs analysis questions........................................................ 192 Questions to overcome or eliminate objections..................... 195 Module 26.................................................................... 199 Active Listening............................................................................. 199 Introduction................................................................................... 200 Module 27.................................................................... 201 Consulting Presentation................................................................ 201 Introduction................................................................................... 202 Front Page................................................................................ 205 Page One.................................................................................. 205 Page 2 onwards........................................................................ 205 Client List, Testimonials and Case Studies.......................... 206 Price and Payment Details...................................................... 206 Risk Reversal........................................................................... 206 Summary Page........................................................................ 206 Module 28.................................................................... 209 Overcoming Objections.................................................................. 209 Introduction................................................................................... 210 Trouble objections................................................................... 210 Real objections......................................................................... 210 Smoke screen objections........................................................ 211 Handling smoke screen objections effectively....................... 211 Other proven ways of overcoming common objections........... 213 Module 29.................................................................... 218 Closing............................................................................................ 218 Introduction................................................................................... 219 Module 30.................................................................... 226 Creating Your Sales Conversion Letter........................................ 226 Introduction................................................................................... 227 Module 31.................................................................... 229 Follow Up – The Number One Reason
Why Most Real Estate Introduction................................................................................... 230 How often should you follow up?.............................................. 232 Module 32.................................................................... 233 Using A Contact Management
Database – The Simplest And Introduction................................................................................... 234 Conclusion............................................................................... 237 Module 33 – Referral Marketing................................ 238 Maximize The Income & Profit From New And Existing Clients...238 Introduction................................................................................... 239 Step 1
- Identifying and selecting your Referral POWER Section 1:
Re-Selling Tools that increase the value of Section 2: Keeping your clients.............................................. 247 Section 3: Increase the frequency of transactions................ 248 STEP 2
– Select from the following proven ‘referral STEP 3
– Prioritizing your Referral Marketing Tools and Step 4 - Person responsibility................................................. 253 Step 5 – Timing....................................................................... 254 Step 6 – Activate your Referral Marketing Super System..... 254 Conclusion................................................................................ 255 A Few Last Words..................................................................... 256
|