ALEX MILSHTEYN, CRS, GRI, ABR

ALEX MILSHTEYN, CRS, GRI, ABR > �  Ann Arbor, Michigan Full-Time REALTOR

�  15 Years selling real estate

�  214 Homes Sold in 2014

�  2011 REALTOR Magazine “30 Under 30”

�  Ann Arbor’s “REALTOR of the Year”

OUR MISSION FOR TODAY >

� Learn about unique seller prospecting techniques that will help you list and sell more real estate.

GENERATING LISTING LEADS > �  Farming

�  Geographic

�  Demographic

�  Professional Affiliates

�  Specialty

�  For Sale By Owners

�  House Values Websites

�  Out of State Owners

�  Retirement Communities

�  Orphan Clients

�  Human Resource Professionals

WHAT IS FARMING? >

� Farming allows you to touch many households indirectly and without being intrusive.

� Farming allows you to penetrate a market and create brand awareness.

� Farming is old school and it still works today.

FARMING: GEOGRAPHIC >

�  Know the market stats.

�  Choose a manageable farm area, based on your budget and time.

�  Don’t be afraid of other agents who dominate the area.

�  You must be consistent and persistent.

FARMING: DEMOGRAPHIC >

� 55 years or older in a home with 2,000 or more square feet.

� Under 45 years old in a home with 4 people or more and under 2,000 square feet.

� Over 20% equity. � Higher end homes. � Any many more!

FARMING: DEMOGRAPHIC > Q: Where do you find demographic data?

A: ListSource.com ListSource is your source for property, homeowner and demographic-based leads. Create highly targeted homeowner direct marketing lead lists to speak directly to the audience that you are interested in.

FARMING: SPECIALTY >

Farming EVERYONE, including but not limited to:�  Expired Listings

�  Withdrawn Listings

�  Obituaries

�  FSBOs

�  Out of State Owners

�  Builders

�  Movers and Shakers

�  Open House Visitors

�  All of your leads!

FARMING: PROFESSIONALS >

Farming professionals who may be in a position to refer their clients to you >

� Divorce Attorneys � CPAs � Financials Advisors � Wedding Planners � Family/Trust/Estate Attorneys � Painters � Doctors/Dentists � REALTORS (In-State and Out of

State)

FARMING: THE PLAN >

� 24 Month Plan (YOU MUST COMMIT TO THIS PLAN) � Month 1 - 2: Mailing Every 10 Days � Month 3 - 4: Mailing Every 15 Days � Month 5 - 12: Mailing Every 21 Days � Month 13 - 24: Mailing Every 30 Days � Month 2, 6, 12, 24: Letter indicating sold properties from the past

6 months in the farm area

FOR SALE BY OWNERS >

� Add the FSBO to the Specialty Farming List. � Partner up with a lender or insurance agent or home

inspector and allow them to contact the FSBO. � Visit the FSBO during an open house or schedule a private

appointment.

�  PRIME SELLER LEADS www.PrimeSellerLeads.com $59.99/Month + Marketing Budget

OUT OF STATE OWNERS > � Add the OOSO to the Specialty Farming List � Mail OOSO 2 letters per year, letter to include the following:

�  Tell OOSO how GREAT you are and a story. �  Offer to take a photo of the property. �  Offer a report giving them market stats and value of

the property (RPR is great for this!). �  Offer them a list of your professionals (handyman,

electrician, HVAC, etc.).

HUMAN RESOURCE PROFESSIONALS > � Add the HRP to the Specialty Farming List � Visit them at their office:

�  Offer tours of town to recruits �  Offer relocation packets �  Offer incentives to their employees �  Ask them what you can do to help them

� Keep in touch with them. They will forget you unless you stay in touch.

ORPHAN CLIENTS >

� Orphan clients are customers of former REALTORS or former customers of your brokerage.

� Orphan clients are clients of the other REALTOR in a transaction.

� Send them a letter introducing yourself. � Add them to your mailing list.

RETIREMENT COMMUNITIES >

� Introduce yourself to the admissions/marketing managers at local retirement communities.

� Refer business to each other. � Become a marketing tool for the retirement community.

RENTED PROPERTIES >

� Call and mail a letter to the owner 9 months after they’ve rented their property.

� Find out when their lease is ending.

� Offer a market analysis or help with renewing the lease.

� Ask permission to follow up.

VACATION PROSPECTING >

� Find all OOSOs who live in the vacation destination.

� Write them hand written notes letting them know you’ll be in the area.

� Offer to meet with them to talk about the real estate market.

� Results: 3 listings in 2014 Number of meetings = 0

ALEX MILSHTEYN, CRS, GRI, ABR

THANK YOU!