Transcript Unified Messaging from Online 2000, Inc
Unified Messaging From Online 2000, Inc.
Barnett www.online2k.net
954-287-1000
What are the 2 biggest challenges that a REALTOR faces today with clients and customers?
• I used to ask the REALTORs, “what are the biggest challenges that you face from …Sellers/Buyer? as a REALTOR?” They say: – “The Buyers/Sellers say that the REALTOR never stayed in contact/I never heard from them again, after they listed the property”. Later they say: – “You charge too much.” • These comments are proven by NAR to be true as to what the public believes about our profession via surveys that may be located on REALTOR.org.
Barnett www.online2k.net
954-287-1000
How to be the first agent that they reach!
VOIP Barnett www.online2k.net
954-287-1000
Talking points
• Buyers drive by a house today/tommorrow • Agent goes on a listing appointment today/tommorrow • Agent holds open house today/tommorrow • Unified in this case means all ways:
C onstantly, onsistant, ommunication !
Barnett www.online2k.net
954-287-1000
1.
Before You Go on Your Next Listing Appointment:
Ask the Seller to “Please, describe 3 things that they liked about the house when they bought it?” 2.
3.
4.
5.
“What are the 3 things that they may have done to improve the property?” What 3 things do you like least about the property?
Print the tax rolls and Create the CMA, archive pages and backup documentation.
8.5 million or 85K Use your website with a link to a contact web page. On the On2k page you may use a voice recording to describe the property or anything else.
Call On2k to setup a new phone number for this listing and then set your preferred IVR options. (We’ll discuss how to do this in a couple of minutes.) 6. Set the appointment to present the Marketing Plan and CMA.
Barnett www.online2k.net
954-287-1000
Listing Appointment
1.
2.
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4.
Present the Marketing Plan, Your Marketing timing calendar, Your references, Company information and the CMA with the backup documentation that you might need to get the property priced right.
When you present the Marketing plan,explain how easily a prospective Buyer will be able to reach you. You are more available.
Demonstrate by giving them a phone number to call from their home phone.
You have already set up a phone number for this listing to bring you more buyers and help sell the property faster.
1.
By the way, you might want to change the “name” of the account to the address, so that you may login as the address. 2.
It adds a little flash, a little bling, bling to catch the Seller’s eye. Just like using their name several times gets their attention so will a familiar address.
Barnett www.online2k.net
954-287-1000
Marketing Plan
1. We are committed to providing quality service to all of our clients. To ensure your property is marketed to an optimum level and receives high market value, the following services will be performed.
Barnett www.online2k.net
2. 3.
4.
View and Photo Home, Judge How to Market Home Agree on Price, Terms and Financing Submit Listing to MLS Install Sign and Lockbox 4. 5. 6. 7. 8. Create 'Just Listed' Flyers Pitch Your Listing at Office and Board Meetings Schedule Office Tour Create Brochures 9. Place 'Open House' Ad in Local Papers 10. Place Internet ads, REALTOR.com Featured Property Ads, YourCompany.com, Yahoo.com ads, MSN ads, Other office websites
954-287-1000
Marketing Plan cont’d
11. Place Local Cable TV Advertisement 12. Phone All Potential Buyers with Details of Listing 13. Hold Open House for Brokers 14. Hold Open House for Public 15. Follow Up on Open House for Brokers 16. Follow Up on Open House for Public 17. Give You a Status Report 18. Go Over Any Changes 19. Review Pricing 20. Create New Marketing Plan
Barnett www.online2k.net
954-287-1000
Marketing Timing Window
Price it right to get the best exposure.
The marketing window is so important because of the technology that exists today.
Skip this and look at the graphic!
As soon as a listing comes on the market a matching process begins inside the MLS.
REALTORS™ run daily hot sheets and “find” the new listing.
After a REALTOR™ has shown a Buyer the first time they will add them to the database with search criteria.
Just look at weeks 1-5!
The MLS system will automatically match new listings to buyers that have had their search criteria entered on the system. Then the “new” listing is automatically e-mailed to the buyer and the buyer agents.
This is why the price needs to be absolutely right the first time and the multiple photos or virtual tour must appear as quickly as possible.
Some Sellers think, “Oh let’s try a little bit higher price, we can always lower it.” The system isn’t setup to encourage that program. If your price isn’t right the first time it will miss those Buyers that are ready to buy, NOW. Resulting in a delay that might not be optimal for your move. We like to do it right the first time and get you the best price that is available from the market today. Perhaps this small graph will help you understand why some property has been on the market for so long. Together we will make a plan that suits your goals and properly moves your property.
Barnett www.online2k.net
954-287-1000
Pricing Triangle
Priced Right!
Barnett www.online2k.net
Positioning Your Home In The Marketplace
The pricing triangle represents all of the potential buyers in the market for a given home. The higher your asking price is on the triangle, the lower the percentage of buyers who will be interested in purchasing it. As the asking price increases toward the peak of the triangle, the number of potential buyers who are willing to pay a premium price for the home declines, until the price is so high that no prospects are attracted at all.
As the asking price declines toward the base of the triangle, the home is perceived to be a "bargain" and the number of potential buyers increases.
Ideally, you should price your home in the range of actual fair market value. Your sales associate can help you determine this range with a Comparative Market Analysis. Setting a fair asking price helps you obtain the maximum selling price for your home.
954-287-1000
References
Here is a list of all of your past clients.
Their photos and perhaps their comments on a website, so that a prospective client be it Buyer or Seller may actually hear their comments about you! A verbal resume if you will!
Barnett www.online2k.net
954-287-1000
Company information • How many years in the business?
• Areas of specialization?
• Local servicing?
• Etc • Etc • Etc
Barnett www.online2k.net
954-287-1000
CMA
Comparative Market Analysis Prepared for Doris and Bob Barnett For property at 1234 Anywhere St
Barnett www.online2k.net
954-287-1000
Marketing Demonstration
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3.
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Ask the Seller to press 1 to skip the message. We will set this up to go directly to you as in example 5.
Press 2 to hear more information about the property.
Press 3 for 3 ways to finance this property. This can also be a recording from you or a lender or a direct connect to the lender.
Press 4 to set an appointment to see the inside of the property. This could go directly to your Buyer Agent.
Press 5 to speak directly to the REALTOR who is marketing this property. (Your cell phone will ring. Explain that all of your phones just rang, not just the cell phone. It follows you.) You don’t want to miss any calls about their property.
Barnett www.online2k.net
954-287-1000
Listing Appointment
Go to your website. 1. Ask the Seller to click on your Instant message logo and send an instant message, by typing it in the instant message box.
2. Show them your cell phone where you are receiving the instant message and returning the call or show them where you can see the instant message on your website.
3. This immediate gratification helps them and you. They are satisfied that you may be reached and are interested in being contacted at all times. You appear to be a go-getter and will aggressively pursue buyers for their listing. You are an immediate responder! (By the way they happen to believe that this is a good thing!)
Barnett www.online2k.net
954-287-1000
Features on your business message center include:
• Voice Messages • Fax Messages • E-mail Messages • Wireless Messages • Scheduling Messages • Immediate Messages • Service Requests
Barnett www.online2k.net
954-287-1000
Hear more for Free The Flyers will change: Hear 3 ways to finance this property Call for the Buyer’s Buzz One number Your House: ON This listing is ON, call for free information.
Please note: I am in touch 24 hours a day. If you try to reach me by text it is changed to Voice and sent to my voice mail and/or e-mail. If you try to reach me by phone (voice) it is also sent to my e-mail and I may retrieve it by voice or text to my Cell phone. I can pickup faxes from my website, schedule appointments, and receive service requests all through my website.
Barnett www.online2k.net
954-287-1000
Now you have the listing: • A Buyer drives by the home and is interested in HEARING more.
• They dial the One Number, ON2K phone number and are offered a list of choices.
• Your flyer told them that they could over ride all of those choices by pressing 1 to get to you immediately.
Barnett www.online2k.net
954-287-1000
Remember how people reach you • Unified in this case means all ways:
VOIP Barnett www.online2k.net
954-287-1000
Voice Messages
• Hear your Voice Messages • Messages will play thru your computer speakers after you access the website with your login.
• Messages may be forwarded to another On2k number, perhaps to an assistant or Buyers agent.
Barnett www.online2k.net
954-287-1000
Fax Messages
• You can view all your faxes on the web. • Plus, you can move your faxes into the message archive and store them permanently .
Barnett www.online2k.net
954-287-1000
Now comes an offer from a Buyer: • Since you are available immediately for all of your listings, you may be closing both sides of the transaction even more often.
• Remember that it is a “critical handling” issue, whenever you fall into an intermediary position.
Barnett www.online2k.net
954-287-1000
E-Mail Messages
• When you sign up with Online 2000, you may use an On2K e-mail address that you may or may not change as long as you are our customer. • You may forward E-mail to any device • You may consolidate all E mail addresses here in 1 location.
• You will want to have mail server address and logins of any other e-mail server.
Barnett www.online2k.net
954-287-1000
E-mail features
• •
You may setup an Automatic E-mail via the Auto-Response to send an immediate message should you not be able to respond as quickly as you prefer.
Mail Processing let’s you setup “rules” Similar to the Rules Wizard in MS Outlook
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You may setup a vacation message, which is only sent once to each Sender of E-mail
• •
Setup Signatures View all recipients who have received the vacation message to catch up.
Barnett www.online2k.net
954-287-1000
Account Status
• A user does not have to wait until the end of the month to view system usage, you may return to this page at anytime.
• Caller ID capture is available with VOIP Phones.
• You may view a history of calls • Search by a dialed phone number up to 4 months back • You may view and download your call records in an MS Excel format and should you decide to bill for calls everything is right here when you need it.
Barnett www.online2k.net
954-287-1000
Account Info
• • •
Change passwords Contact information
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This is where you might use the address as the name.
Credit card information Barnett www.online2k.net
954-287-1000
VOIP Phones
are designed to be able to make telephone calls over the internet.
• It works with hardware devices that look like a Plain Old Telephone (POTS) phone.
• It also works with software that let’s you use the microphone and speaker on your laptop or desktop computers.
•It also works with an ATA (Analog Telephone Adapter) device.
•If you have a sound card and no microphone there are headsets that are IP enabled and easy to transport for your communication needs.
Barnett www.online2k.net
954-287-1000
Web Contact
• From the website, you may request your messages and your designated number will be called with them.
• Click on Send text 2 speech messages and send text to anyone anywhere if you know their phone number.
• Edit your web contact phone number. (This should not be an On2k number or your messages end up in a loop.)
Barnett www.online2k.net
954-287-1000
Fun Facts • We can send your Voice Mails to an e-mail account and it shows up in a wav file. • The wav file may be copied to a website and used to describe in an audio way, everything that you would like to be able to say in person.
• The BUZZ!
Barnett www.online2k.net
954-287-1000
Scheduling Messages
• Scheduling appointments becomes very easy with our web interface. • Anyone with an internet access can schedule an appointment with you any time, any where.
• They can also check the appointment's status in your lobby.
Barnett www.online2k.net
954-287-1000
IM=Immediate Messages
• Anyone with internet access can send an immediate message to you. • If you have a portable device set up with us, you can receive immediate messages to your device or through the web.
Barnett www.online2k.net
954-287-1000
Call Management
• Configure the system to match your needs: e.g. Voice Mail, Meet me, Direct Connection, Call Blasting and Personal IVR.
Barnett www.online2k.net
954-287-1000
Message Notification
• Configure the system to notify you thru email or phones. • To choose how you will be notified-Click on the link
Barnett www.online2k.net
954-287-1000
Preferences
• Online 2000 also provides you an user-friendly web interface to personalize your options: e.g. Incoming Voice Mail Length, Language Settings, Music on Hold, Call Blasting and Email to Voice. • All are configured through the links.
• They are also available when a user calls directly to the On2k number.
Barnett www.online2k.net
954-287-1000
Call Detail Records
• You don't have to wait for the phone bill anymore. With our (CDR) Call Detail Records, you can view all of your calling activities instantly from the On2K website.
Barnett www.online2k.net
954-287-1000
Web Lobby
•
Your Lobby is a customizable web page that allows clients to request appointments and meetings, leave you messages, and see a list of your personal contact numbers. They can even send you an immediate message from anywhere in the world using only an Internet browser!
Barnett www.online2k.net
954-287-1000
Flyer Banners and Sign Riders
You may want to advertise the features of your new call system on your listings: To hear more about this property with 24-hr FREE Instant Information dial: Free Fast Facts call: 954/561-xxx-xxxx. No obligation to hear more about the property.
No obligation to hear how to finance the property. Hear more for FREE Instant Info!
Buyer Buzz about this property?
What are neighbors saying about this property?
Barnett www.online2k.net
954-287-1000
Web stuff
We like the idea of sound on your website too, it is also possible. When a buyer clicks on the photo of a house or on the virtual tour you may attach your WAV file describing the property. Remember sight and sound is as familiar as TV and everyone wants to watch.
I would attach a wav file for: 1. Property descriptions.
2. References or praise or Buzz.
3. Your verbal resume or invitation to do business.
4. Ways to finance a property.(Seller discounts? Allowances?) 5. Requests for referrals
Barnett www.online2k.net
954-287-1000
“Hello welcome to the property at 2024 NE Anywhere Street in N. Pleasant town, TX USA.” “Thank you for calling about this property? (Describe it in the glowing terms you felt when you took the listing.) “To make an appointment to see the property: Press 2” (this could be forwarded to you, a buyer broker, an assistant, the office, or the home showing company.) “Would you like to speak with a lender about financing this property? Press 3” “Do you want to speak with the REALTOR now? press 4” (You could set this up to ring 4 phones at the same time so that you will get the call no matter where you are and the other lines will hang up when you answer any one of them. Caution the office not to pickup on the first ring.) It could also ask for a name and then follow you.
“Thank you for calling about the property and we look forward to speaking with you shortly.”
Barnett www.online2k.net
954-287-1000
Final thoughts
• We see this Unified messaging offering as potentially changing the way we do business today in the industry, for the better.
• I used to ask REALTORs what are the biggest challenges that you face in the industry today?
– Sellers claim: “They never stayed in contact/I never heard from them after they listed the property”.
– Or “You charge too much.” • We hope that you agree that we may have solved both issues at once.
– Now you will stay in touch very easily and this technology will demonstrate your value over and over. A true Value Added Service to your clients. Some REALTORS are adding an up-front fee to cover the initial value-added service fees. Exclusive phone line, virtual tours, enhancing the listing on REALTOR.com, and today maybe some gas?
– Remember Grandma’s story of the Early Bird? It’s still true today!
Barnett www.online2k.net
954-287-1000