By By Deniz Yusuf #Inspi pired edGrowt wthTrai aining Exclu - - PowerPoint PPT Presentation

Winning ng the DEAL – What to do BEFORE and AFTER the Listing ng Presentation

• n

By By

Deniz Yusuf

#Inspi pired edGrowt wthTrai aining

Exclu lusiv sive e Partners….

We provide proven workflow and risk mitigation solutions for the Real Estate industry. Our cloud based systems provide automated workflow solutions which deliver tangible results for progressive agents throughout Australia and NZ

Quick Stats

1,100+

Real Estate agencies that have signed on for the system

450,000+

Total number of properties from the signed agencies

46,000+

Proven and verified Trade Suppliers

435

Average rent roll size

Who Are We

Why Do We Exist

PropertySafe Risk Management Reports

The PropertySafe education strategy contains a complete risk identification reporting and mitigation system, specifically designed to focus on risks associated with Health and Safety within Residential Properties.

Safety Switches Moisture & Pest Hazards Building & Glass Hazards Curtain/Blind Cord Hazards Slip, Trip & Fall Hazards Fireplace/Fixed Heater Hazards Electrical & Gas Hazards Hot Water Hazards Tree/Branches Hazards Decks, Stairs & Balconies Inhalation/Contaminant Hazards *Smoke Alarms (+ $50 inc GST) *Pool & Spa Hazards (+ $100 inc GST)

Landlord Investment: $279 incl GST – Australia Wide Recommended every 2 years

The biggest step forward in creating efficiencies in Property Management I have seen for the past 20 years. Savings, accuracy, dashboard reporting, mobility, just what we needed

Dorothy Hamilton - Property Management Director, First National Palm Beach

Cloud based – access on any device at any time and any where Streamline repairs & maintenance and improve communication between all parties within the business Cut time spent on maintenance from 40-50% to less than 20% Complete transparency and accountability Nothing will ever be forgotten, slip through the cracks or fall of the radar ever again Spend more time growing the rent roll and increasing its value

Maintenance Manager

Maintenance Manager

Maintenance Manager – Just Released

FREE Landlord portal allowing more information at their fingertips regarding their investment property

• See an overview of the status of their properties;
• View the Financial status of all their properties plus access statements
• Review all current lease details and historical rent information
• Access current and previous inspection reports and photos
• Interactively lodge, review and approve Maintenance requests in real-time
• Communicate with their Property Management Team

Now offering a unique Contracts Module for all your annual contracts management and also unlimited SMS packages for use with Maintenance Manager and InspectSafe for a low monthly fee.

Coming soon… New Tenant App with additional functionality,

Short term holiday letting module, Automated lease administration/renewal module…

InspectSafe

For all of your Entry, Exit & Routine Inspections Report Maintenance straight back into Maintenance Manager In-built ‘Panic Button’ with Audio/Video recording, GPS location tracking, automatic Phone/SMS & Email alerts, instant Maintenance Manager distress notifications Accurate Speech to Text for comments Unlimited Users Unlimited Devices Unlimited Inspections Unlimited Photos Available on iPad & iPhone (Android in development)

InspectSafe – Additional Benefits

• We work with you and your team to increase and ‘pump-

up’ your property numbers and your income per property (growth and profit).

• We don’t charge a fee for our time, instead we charge

commission on ‘results only’ with increased/extra fee income that has been achieved with our expertise.

• You get the property growth ‘for free’.
• Only pay for travel expenses when we visit.
• We can only do one agency per month on this basis.
• Subject to locality and potential

results/property numbers.

• Can only be in Austral

alia a or New w Zealan and. d.

• Depen

pends ds on re rent ro roll size e plus some other r factors rs.

• For more

re inform rmation go go to- Inspiredgrowthtraining.com/profitability-partnership (under coaching)

Before e we we ge get t star arte ted…

• Terminology

gy- we have offices spread over 4 countries with us today, please be aware of our Austral alian an terminology gy- it will likely be a little different.

• Spelling- we will be using British spelling.
• Legislation- please apply everything to your legislation first.
• Questions- please write down your questions for the end of the

session.

• Delay

ayed ed re respo ponse- there is about a 15-second delay in response.

• Gro

roup p Page ge- we have set up a closed Facebook group page for you to join to ask questions and receive additional support- ‘Inject ect Gro rowt wth Series es-Training Page’.

• Member

bers Only Video deo Library ary - you can access all recordings with the login details that have been sent to you.

Winning ng the DEAL – What to do BEFORE and AFTER the Listing ng Presentation

• n

By By

Deniz Yusuf

#Inspi pired edGrowt wthTrai aining

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n
• Know
• w wha

hat to do befor

• re the present

ntation

• n
• Learn

n vide deo

• techn

hniqu ques and d strategi gies to use befor

• re your listing

ng appo point ntme ment nt

• Follow
• w up proc
• cedu

dures after the presentation

• n

Enquiry uiry comes s into

• the offic

ice

Fill in your new managem emen ent t form Ask your liste tenin ing questio ions s and qualif ify y cl clien ents ts Learn HOW you’re going to win the listing?

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Enquiry uiry comes s into

• the offic

ice What t do we we ask?

• How did you find out about us?
• Have

ve you had any y experience in real estate?

• What are you looking for in an agent?
• What

at concerns s do you hav ave e about t renting out your home?

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Enquiry uiry comes s into

• the offic

ice

Filled ed in your new manag agemen ent t form You’ve asked your listening questions and qualify clients

Now Educate and Dominate

 Book your appointment  Send a calendar invitation

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Enquiry uiry comes s into

• the offic

ice

Filled ed in your new manag agemen ent t form You’ve asked your listening questions and qualify clients

Now Educate and Dominate

Send off your information in relation to the conversation Your pre-listing kit that sells your services and POD’s

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Attac achmen ents

PM Brochure, Marketing examples, Property marketing examples, Office Prospectus, Agent profile, Service guarantees, Latest newsletters or Blogs, Example routine inspection reports, Example condition reports, Office promotions,

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Attachmen ents

Testimonials (Facebook reviews, Google reviews, Rate My Agent, LinkedIn recomendations, YouTube testimonials) Inspect real estate, Myconnect, EBM Landlords Insurance, PropertySafe / Maintenance Manager flyers and REA reports and videos

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Multiple ple Attachment ments vs vs ONE PDF

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Quan antity Surv rveyor r Rep eports

Pre re - repo reports ts can be done e BEFORE YO YOU U ATTE TEND ND A PROPERTY TY

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Put t toget ether er yo your r C.M.A. Compa parable le Market et Analy alysis sis

Average days on market vs Local area Arrears vs National or State or local areas Number of tenants applying g for prope perties Prope perties leased d in xx days Stats from Inspe pectRealEstate BOSS Reports REA Reports and 1Form

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Video CMA example

Educational videos on concerns included in your kit

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Example marketing

Four step marketing

Example property marketing included in your kit

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Enquir iry y is in Appoin intm tmen ent is booked ed Calendar ar invite te sent Pre-lis listin ting kit sent

What’s next?

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Julie video example

Drop in example txt messages

Drop in example txt messages

Lets ts practic tice a vide deo text xt

+61 416 218 522

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

#Inspiredgrowth2017

At the appointment Educate them on their hot points Exampl ple marketing Booking g systems Applications Routine inspe pections Outgoing g reports Video testimonials

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Listing ting Kit t example ples

 Property Management/Office Brochure  Agency Agreement (Pre-Fill in owner details)  Always have a spare blank agreements in your vehicle)  Comparable Market Analysis  Landlords Insurance  Smoke Alarms  Marketing examples/Guides  Vacancy List  Application  Agent Profile or Bio  Tax Depreciation Information  Service Guarantees/Our Promise/Office Code of Conducts

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Listin ing Kit examples les

 Affiliated Training Organisations Examples: Inspired Growth Training, State Institutes  Franchise group Information  Latest PM Newsletter or Blogs  Example Routine Inspection Reports  Example Ingoing/Property Condition Report  Example Statements  Water Saving Device Information (dependant on state and country legislations)  Pool Compliance Information (dependant on state and country legislations)  Flyers Relating to PM Products  Frequently Asked Questions  Points of Difference Flyers  Testimonials  Awards & Office achievements Won

TRAI AINING ATTE TENDED What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Post Appraisa aisal l Procedu edure e

1. Put together the thank you letter, with a hand written personal note to the side (use a separate colour to the ink your office prints with) 2. Scan and email the letter, and email to your potential client 3. Hand write a thank you card with none branded envelopes (feel free to use or find envelopes that match the colours of your office. 4. Update your Contact management System, with the associated follow up dates (We recommend a 24-48 hour follow up CALL) 5. Post the Thank you appraisal letter & Personal Hand Written card 6. Don’t forget to CALL the potential client up and answer any further questions that they may have asked that you were unsure of at the presentation, and confirm you have emailed them the relevant information regarding the questions as well as a formal letter of the appraisal. 7. Continue follow ups until the property is listed & update the referrer 8. When an appointment is booked to list with you, refer back to point 4,5,6 & 7

• f the Pre-Appraisal Procedure

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Unsuc uccessful ul Proc

• cedu

dure

Add to Newsletters Update Contact Management System with a 2 week follow up Call to see how the marketing is progressing and if they’ve found a tenant, while offering to help Call again at the 3rd week if the property is still available, and offer to help again If the successful agent has secured a tenant, update your contact management system with a follow up date, on the date of the first scheduled routine inspection. Call ask how things are going and if they’ve received the detailed routine inspection report from their agent yet, and would they like any help in understanding it

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

Sale les list a property for sale…wha what t do they y do? do?

• They

ey install ll a For Sale e sign

• They

ey door knock ck the street

• They

ey letter erbox drop the area

• They

ey call buyers s interes ested ted in simular lar proper ertie ties s

• Social

al media

• They

ey repeat t the above ve after the proper erty ty has been sold

What to do BEFOR FORE & & AFTE TER the Listing ng Present ntation

• n

BDM BDM list t a prope perty ty fo for re rent nt & d does s the same as sale les

• Install a For Lease

se sign

• Door knock

k the street

• Letterbox drop the area
• Leasi

sing departme ment call potential tenants s interest sted in simu mular properties s

• Social media
• Repeat the above after the property

y has s been lease sed

Question Time