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Wednesday, May 26, 2010
Friday, May 7, 2010
Short Sale Success Forum - “Best Practices & Marketing” with Guest Speaker Brett Tanner, Keller Williams Lifestyle Realty, was in fact a huge success!
It was standing room only as realtors from all corners of the valley came to the Home Design + Idea Center in North Scottsdale. The strong turn-out of 150 realtors indicates the need for education, information and interest in short sales and its longevity in real estate. As well, there isn’t another single realtor in the state doing business on the level of Brett Tanner and The Brett Tanner Team. They’ve taken over 300 short sale listings, as of this writing he has over 160 open listings and has closed over 150.
Brett Tanner discussed in detail how to structure your short sale business by breaking down infrastructure, marketing, goals and selling tactics into scalable “chunks”.
“If you want 10 or fewer listings next month, here’s what to do …”, “10-20 listings, here’s what to do …” His detail on what to spend, what to say, mailing and marketing was organized and structured and PLANNED.
Additionally, his insight on infrastructure and the specialization of each person on his team, “laser focused roles … a buyer’s agent on my team will never take a listing…”
Brett recommended that the best way to blow up your short sale business is by door knocking. It’s the most economic and results driven marketing tactic if you’re starting or a singular agent. Brett broke it down; his results averaged a minimum goal of targeting 40 doors to get a new listing. (Taking into consideration how many people you’ll actually get to speak with etc.)
Brett’s philosophy today hasn’t changed from when he first started with just him and one other agent. Every month he picks a number, A GOAL. He now manages a team of 20 and needs 4-5 buyers agents because they literally cannot keep up with the leads. A Goal. A real number. Write it down – which he made everyone do. Brett recalled setting a goal of 10 new listing not long ago and it seemed unfathomable – his team took down 41 listings in March. They’re doing something right.
Throughout his presentation he continually emphasized the importance of partnerships and his closing remarks summarized how his success is contributable to his partners (Academy Mortgage, Fidelity National Title and Vineyard Property Preservation). “A loan, rehab and title/escrow are part of almost 100% of transactions, work with people who do more than just that, work with partners that help you grow your business.”
Written by Bernadette Espinosa, Fidelity National Title, www.BernadetteEspinosaFNT.com or bernadette.espinosa@fnf.com
Brett Tanner discussed in detail how to structure your short sale business by breaking down infrastructure, marketing, goals and selling tactics into scalable “chunks”.
“If you want 10 or fewer listings next month, here’s what to do …”, “10-20 listings, here’s what to do …” His detail on what to spend, what to say, mailing and marketing was organized and structured and PLANNED.
Additionally, his insight on infrastructure and the specialization of each person on his team, “laser focused roles … a buyer’s agent on my team will never take a listing…”
Brett recommended that the best way to blow up your short sale business is by door knocking. It’s the most economic and results driven marketing tactic if you’re starting or a singular agent. Brett broke it down; his results averaged a minimum goal of targeting 40 doors to get a new listing. (Taking into consideration how many people you’ll actually get to speak with etc.)
Brett’s philosophy today hasn’t changed from when he first started with just him and one other agent. Every month he picks a number, A GOAL. He now manages a team of 20 and needs 4-5 buyers agents because they literally cannot keep up with the leads. A Goal. A real number. Write it down – which he made everyone do. Brett recalled setting a goal of 10 new listing not long ago and it seemed unfathomable – his team took down 41 listings in March. They’re doing something right.
Throughout his presentation he continually emphasized the importance of partnerships and his closing remarks summarized how his success is contributable to his partners (Academy Mortgage, Fidelity National Title and Vineyard Property Preservation). “A loan, rehab and title/escrow are part of almost 100% of transactions, work with people who do more than just that, work with partners that help you grow your business.”
Written by Bernadette Espinosa, Fidelity National Title, www.BernadetteEspinosaFNT.com or bernadette.espinosa@fnf.com
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