Selling Soulfully with Jennifer Allan

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I've been running a little series of teleseminar shows in the SWS Virtual Studio this summer about various topics of interest to agents who want to improve their listing strategies. From commission negotiation to intelligently pursuing expired listings to helping a seller price right - lots of fun stuff!

To wrap up the series, the next show is about being an exceptional listing agent who is truly a blessing to his or her seller clients. And being an exceptional listing agent is so much more than simply writing good MLS copy or creating beautiful brochures or even pricing right, although those things are certainly important.

Being an exceptional listing agent means that you know how to sell houses in your market. It's that simple... and that complex.

If you know how to sell houses in your market, you'll enjoy a power over your business that is exhilarating, even intoxicating. Even better, your confidence in your abilities as a listing agent will be apparent to every seller you talk to which will inspire them to BEG you to take their listing! (Okay, well, maybe not, but you know what I'm sayin').

Seriously, when you can walk into a listing appointment knowing that you ARE the best thing that could ever happen to this seller wanna-be, you'll get every listing you want. And what's more... you'll SELL more of those listings, thus enjoying the love, affection and referrals of your happy seller AND that sweeeet commission check you'll have earned for yourself.

Sound like fun? It IS.

Join us? It's on Wednesday, August 11th, at 7pm Eastern. Here are the details!

THE DETAILS
Date: Wednesday, August 11th, 2010
Time: 4:00pm Pacific / 5:00 pm Mountain / 6:00 pm Central / 7:00 pm Eastern
Duration: 60 - 90 minutes
Equipment Needed: Nothing fancy - just a phone and/or computer
Price: Freeeee, but you have to register, below

REGISTER FOR THE SHOW

Pricing it Right - Helping Your Seller See the Light! (A free teleseminar at Sell with Soul)

REGISTER FOR THE SHOW HERE

Pricing is tough enough in today's market (well, any market really), but sometimes the most difficult part of getting a listing priced right is convincing your seller you know what you're talking about!

Many real estate trainers advise you to use condescending scripts and dialogues to persuade a reluctant seller to price his home to sell. Hmmmm...the last time I checked, insulting the intelligence of your audience is a lousy way to build the trust and rapport you'll need to have a successful professional relationship!

There are alternatives to beating your seller prospects over the head with your facts, figures, opinions and dire warnings. Alternatives that won't only win you the listing, but will win you that listing at a price you can sell.

Join me and Loreena Yeo this Wednesday afternoon/evening in the SWS Virtual Studio for a discussion of intelligent and respectful methods to help your seller see the light.

THE DETAILS
Date: Wednesday, July 28th, 2010
Time: 4:00pm Pacific / 5:00 pm Mountain / 6:00 pm Central / 7:00 pm Eastern
Duration: 60 - 90 minutes
Equipment Needed: Nothing fancy - just a phone and/or computer
Price: Freeeee, but you have to register, below

REGISTER FOR THE SHOW HERE

In early June, we (expired-listings-god Borino and I) held a teleseminar in the SWS Virtual Studio about Soulfully Prospecting to Expired Listings. Our goal was to assure agents who Sell with Soul that they can, indeed, succeed with expireds without resorting to pushy, cheesy or silly tactics and pitches.

But so many questions came in during the show ABOUT the nuts and bolts of an effective expired listing strategy that we realized it made sense to DO a nuts and bolts show about an effective expired listing strategy.

So, that's what we're doing. (And no, it is not an infomercial for his or my products; promise).

In this follow-up show, we'll talk about...

• The 3 most effective ways to contact expireds
• What to say (and NOT to say on the phone)
• What to bring with you when meeting them in person
• How to set up an effective mail campaign
• Three things you can do to instantly stand out from the rest of the crowd
• What if they say: "We don't know what we gonna do" or "We're not ready."
  

If you're considering adding expired listings to your prospecting plan, or hoping to improve the plan you're already using, please join us! And invite your friends!

THE DETAILS
Date: Wednesday, July 14th, 2010
Time: 4:00pm Pacific / 5:00 pm Mountain / 6:00 pm Central / 7:00 pm Eastern
Duration: 60 - 90 minutes
Equipment Needed: Nothing fancy - just a phone and/or computer
Price: *Freeeee, but you have to register HERE.

REGISTER FOR THE FREE SHOW HERE

The program will be recorded, but not distributed publicly. You can attend the live show free, or purchase a recording of it afterwards for $3.99 here. Or, you can join Club SWS for $10/month and receive all recordings of all SWS shows and a bunch of other stuff.

I used to lump the pursuit of expired listings (and for that matter, FSBO's) into the same category as cold-calling, door-knocking and farming. As in (and I quote from the introduction of Sell with Soul):

"For those of you who shudder at the thought of chasing down your prey, this book is for you. First, I'll help you build your business using respectful, non‑invasive techniques. No farming, cold-calling or door-knocking. You won't have to hunt down For Sale by Owners (FSBO's) or Expired listings if you don't want to."

However, upon further reflection, I'm realizing that there is something truly "soulful" about helping sellers whose (who's? I can never keep it straight) homes failed to sell (I balk at calling a real person an "expired"). In fact, I'm pretty darn sure that the soulful crowd might just be the best thing that could ever happen to a Seller Whose (who's?) Home Failed to Sell.

But... the problem remains of how to get in front of those Sellers Whose (who's?) Homes Failed to Sell so that we can get a shot at being the best thing to ever happen to them. Oh, and preferably without resorting to all those ridiculous, cheesy, patronizing tactics so celebrated in our industry.

That's the subject of this Saturday's SWS Teleseminar - how to Soulfully Prospect to Expired Listings! I'm going to interview my good friend Borino of Expired Plus (www.expiredplus.com), asking him all sorts of questions I've asked myself, and had asked of me through the years about approaching these sellers without making a fool of yourself.

Questions like...

• Do I really HAVE to call or stop by? Can't I just send a letter?
• How often should I expect to be rudely rejected?
• Does it get easier? How long til I'm not nervous?
• Should I pursue listings I don't really want?
• How much research should I do ahead of time?
• How do I compete with all the other agents going after expireds?
• How do agents get an expired listing within hours of it expiring? ("going behind the sign")

Do you have questions you'd like us to answer? Just ask!

The show starts at 8:30 am (Pacific) / 11:30 am (Eastern) sharp on Saturday, June 5th. It's a freebie show if you attend live ($10 for the recording which includes lots of other goodies).

Here's where you register: http://www.sellwithsoul.com/sws-expired

See you Saturday?

Just a head's up... every week (or so), on no specific day (shooting for Mondays, but life gets in the way sometimes), I'll be posting an updated calendar of the upcoming free teleseminar shows in SWSLand.

I'm putting the summer calendar together and am committed to doing at least two shows a month. These are content-rich programs; not just infomercials for someone's product or service. All are free and open to the public (upon registration), and at the end of almost every show, we'll give away a cool prize!

Will they be recorded? Yes. Will the recordings be distributed? No.

In order to get recordings of the shows, you'll need to be a member of Club SWS which will cost you $10/month. There are other benefits of being a Club SWS member as well; you can read about it here if you like.

Okay, here's what's on tap.

Saturday, May 22nd (THIS Saturday)
"What Do I Blog About?" with Erica Ramus, Loreena Yeo and Jeff Belonger (Broker Bryant had to bow out due to TLW's insistence that he help with their move, but he'll be there in spirit!). It's a show about finding the inspiration to blog. Details and registration here!

Wednesday, May 26^th
"The Rookie-to-Rookie Show" - the third installment of a series about surviving your rookie year in real estate. Perfect for newer agents and those who train them! Details and registration here!

Saturday, June 5th
"Can Soulful Agents Succeed with Expired Listings?" (Yes we can!) Details and registration here!  

Future Shows (details and registration information to follow)
Saturday, June 19^th - "All About the 'C' Word (Commissions)" with Mollie Wasserman

Hope to see you in the SWS Studio!

What does it mean to "get business from the Internet?"

I dunno. I've never really done it, as a real estate agent anyway. Oh, sure, I get a hit every now and again from my (nearly abandoned) real estate blog, my Facebook page, and my www.CharmingOldDenver.com site, but it's certainly nothing I could live on.

I've half-heartedly experimented with various online lead generation systems and tools ($1800 here, $275 there) and haven't seen squat for my efforts or dollars. So, when I hear agents claim that they get "most of their business online," I have to admit I'm a bit skeptical... and admittedly a little envious.

So, with the goal of enlightening myself and my beloved readers, I've put together a panel of experts to tell us all exactly how they "get business from the Internet."

Lenn Harley, Karen Rice, Renee Burrows and Robin Sherman will be joining me in the SWS Studio on Wednesday, February 17th to spill the beans on the what's, where's, why's, how's, etc. of generating real estate business online. They may not tell us ALL their secrets, but if you're as clueless as I am about concept, I'm sure you'll know a whole lot more AFTER than you did BEFORE.

It's a freebie show, so if you have time in your crazy calendar, please stop by. You'll have to register to get access - Just Go HERE.

It's Wednesday afternoon/evening, starting at 4pm (Pacific) / 7pm (Eastern).

REGISTER HERE!