Aubrey and Associates was built with the idea of offering great training.
We offer Individual Mentoring, group training, Continuing Education, Webinars, Workshops.
Our training focuses on Lead Generation, Technology, and How to keep your cost down.
Training we offer
3 Hours Know Thy REPC
2 Hours Contingency Sales
2 Hours Understanding Rental Properties
1 Hour Multiple Offers
1 Hour Understanding HUD Homes
1 Hour Seller Pricing Presentation
4 Hours Lead Generation in Today’s Market
4 Hours Google Apps for Real Estate
Popular definitions: Doesn’t want to pay a commission, or work with an agent.
Someone that wants to sell their home so bad, that they are willing to spend money advertising to inform you.
For Sale By Owners can be a lucrative source of income. Requires you to be highly skilled, highly disciplined and requires a healthy self esteem. Part of the skill is knowing your dialogue, they will hit you with objections and if you cannot handle them by knowing what to say you are toast.
One of the biggest keys to dealing with FSBOs is the ability to handle rejection and realize they are not rejecting you personally. Once you have identified their motivation and you are clear that they are willing to do what it takes to sell the property and you know their time frame. Then it is all about massive follow up. See inside 30
The trick is to call as many as you can and go for appointments. But you always want to determine their why, when and where. I have learned through many coaches such as John Furber and many other great coaches. It is all about the why, when and where. It boils down to this, if the why is strong enough then they will do what it takes. It’s all about their motivation, the pain of not moving has to become greater than the pain of moving.
If they will not give you an appointment and you are clear that they are highly motivated, then you put them in an aggressive follow up system.
Popular definitions: a waste of an agents time, they don’t want to sell
Someone that wants to sell their home, wants to pay you a commission now understands they cannot overprice their home.
Expireds are another lead source that requires skill, discipline, and a healthy self esteem. You can call an expired listing and they can be a little, let’s say, annoyed at the agents calling them. Remember they are not annoyed at you personally, they are annoyed at the fact their house didn’t sell. The fact that they really want or have to move and their home did not sell is reason enough to be annoyed.
This requires calling many and knowing your dialogue. They will will present objections to you and if you cannot handle them you are toast.
The good news about expired listings, unlike FSBOs, is that they already listed and are willing to pay a commission. They will also appreciate the difference a professional makes.
Getting the contact information for expired listings varies from MLS to MLS. To do it manually requires you to run a report, cross reference the property address with the county record to see who the owner is, then look up their phone number. Or you can use a service that will do a lot of the do all the cross referencing for you. The amount of time saved is immense.
The cultivation of land, planting a crop and harvesting.
There are two basic types of Farming, Geographic and Demographic.
Let’s Start with Geographic.
This would be an area of homes ranging from 500 -10,000.
How to pick an area?
I recommend you start with a turnover ratio, I like to see at least 6-8%. So for a 1,000 unit farm 60 homes will sell in a given year. Your goal is to control 20% of the volume.
That would equal to 12 listings sold. Let’s assume that is 15 listings, 3 don’t sell for whatever reason. 12 Seller transactions, it is safe to say that 6 will buy another home, it is also safe to say with 15 yard signs in a 1,000 farm in a giving year will produce at least 4 buyer sales. That is a total of 22 transactions. You could be looking at $150-175,000 in Gross Commission Income or GCI, depending on price range, commission rate…
This can be an owner type, an age group, or a profession.
Let’s look at owner types. Non owner occupied, you can go with SFR, 2-4 Plexes… You get the picture here. You can also do the same for out of state owners also known as absentee owners. Age groups such as seniors.
Then there is the professional groups, this can be estate planners, divorce attorneys, CPAs…
The key to this group is to be old school professional, simple business card… They don’t respond to the Peacock stuff. Also why should they consider you? Well because you offer them stuff. For example, divorce attorneys need to know who’s on title, and how much equity there is. So a Quick search on PropertyLanding.com you’ll be able to see who is on title, how much was recorded and when it was recorded. Simply take that amount and quickly run it through an amortization calculator and get a pretty good estimate of what is owed, bang out a CMA and you now bring them great value.
How to use the lead manager
Setting up automated email drip campaigns.
How to stay organized
Task Manager with action plans
How to collaborate with multiple people in a transaction
We teach agents on how to keep their day to day operational expenses low without compromising the quality of services.