Industry Acronyms
What is an ISA ?
Internal Sales Agent
Call Purpose?
Get the lead to do something NOW, SOONER or Agree to a NEXT LOGICAL STEP
What benefits we cam promote by using a lender?
They will take care of all the foot work, contacting the bank and process all paperwork on your behalf.
What needs a lead to be qualified?
- Motivation: To move on the plan
- Ability: To take decision
- Willingness: To commit with the process
Buyers Appointments Locations
In office
A third party
In their home
By video chat
Phone consultation
What is LPMAMA stand for?
Location
Price
Motivation
Agent
Mortgage
Appointment
What are the steps on the PPO process?
Perspective: Experience,Knowledge
Process: Plan Will do, Won´t do
Outcome: Unique benefits/ Unique Results
What are the benefits of having an agent?
Saving time to look for homes, narrow search based on search criteria. Negotiate price. Search strategy
What we do when leads says no?
What we do when leads says no?
Sellers Appointment Location
Their home
Office
Third party location
Video Chat
Phone
FSBO
What is For Sale by Owner
How many days are on the new lead folow-up Protocol?
19 days
How works our follow-up process?
After the appointment be set, we will call 1 day before to the appointment to confirm it. 1 day after we will call to do a pulse check with the lead and see how was the meeting.
Follow-up lenders once a week.
What is the way of thinking of FSBO?
They can do it by their own. Needs no agent and can save the commission.
Why Mindset matters?
Instead a victim you take control of the situation
What is AVM ?
An automated valuation model (AVM) is a software-based tool that's used in residential and commercial real estate to determine property value.
How is the daily schedule of an ISA?
ISA/Agent Daily Schedule
-10minutes warm up Roleplay
-3hrs lead generation
-30 minutes Admin time
--lunch–
-nurture follow ups
-lead generate 2hrs
-end of day report
What type of leads do we have?
Buyers:
First time buyers - Move Up Buyers -Downsizers
Sellers:
Moveup and Downsizers /EstateSales
Short Sales /REO
Renters / Landlords
Investors:
Buy & hold / Rehabbers / Builders / Wholesales
How to find the lead´s place on the sales funnel?
Time questions. How soon he/she see himself/herself living on that new home?
The core of our business is:
To cover the gap on productivity on agents, fixing it by the contact of us the ISA.
What are the 5WH questions?
Who, Where, When, Why, What, How Much
What are the mechhanics of a call?
Rapport
Mirror and match
Start from the first word
Match the tone
Match volume
Match rate of speech
What is USP?
Unique Selling Proposition
Objections type
Simple no´s
Side questions
How to Mirror and Match
Master tone
Volume
Speed