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Case Study: Sellers
Objective: Increase listing
inventory 30%
Arch Subscriber: Robbyn
Battles, Battles Realty, La Crescenta, CA. Robbyn Battles
has been selling real estate for over 15 years as an independent.
Robbyn is one of the top listing agents in the Los Angeles
area and has been an Arch subscriber since 1996.
Strategy and Action:
Robbyn focuses almost exclusively on sellers with a goal of
80% of her income generated from the sell side. Robbyn desires
to increase her sell side transactions 30% annually.
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To increase seller opportunities Robbyn follows two main business
building strategies presented in the Powerline™ business
building manual. The first strategy is to develop new listing
opportunities from buyer calls that originate from her Powerline™
system. These leads are quickly followed up on by Robbyn. The
key Powerline feature that enables this is the real time paging
and email that contains the prospect's phone number, name, address,
the property they are calling on and what ad they are responding
from… all delivered to her cell phone.
Once she contacts the lead she qualifies them as a seller.
If they do have a home for sale Robbyn follows the base script
in the Powerline™ package and offers her services. She
explains her model will maximize the visibility of the home
to enable the seller to receive the highest possible sale
price. If the caller does not happen to have a home for sale
Robbyn refers that buyer to one of her buyer agent partners.
The second strategy Robbyn follows is to implement a follow-up
mail system that has a systematic approach to staying in contact
with prospects, not only in the short-term but also the long-term.
To assist in this process Robbyn uses the Powerline™
mail fulfillment option to initiate the follow-up program.
"For buyers, you are getting them at the heat of
the moment, wanting to buy a house. With sellers, you are
essentially giving a listing presentation and responding that
quickly to them demonstrates how quickly I'll follow-up with
prospects calling on their home. I tell them, "We have
a great system in place and this is what we'll do for you,
Mr. Seller"!"-Robbyn Battles
Result: Robbyn has consistently
achieved her 30% growth target on new listings and credits
Powerline™ with generating over fifty percent of her
sellers.
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