• Share
  • Email
  • Embed
  • Like
  • Save
  • Private Content
Mastering The Listing Presentation Complete System
 

Mastering The Listing Presentation Complete System

on

  • 2,313 views

 

Statistics

Views

Total Views
2,313
Views on SlideShare
2,298
Embed Views
15

Actions

Likes
1
Downloads
83
Comments
0

2 Embeds 15

http://www.slideshare.net 11
http://www.linkedin.com 4

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    Mastering The Listing Presentation Complete System Mastering The Listing Presentation Complete System Presentation Transcript

    • Mastering The Listing Presentation Brett Noel “ California’s Success Coach” www.BrettNoel.com Creating Millionaires "One agent at a Time"
    • This Free System is For you
      • How much would you pay to double and triple your income in the next twelve Months?
      • Every agent should Master the listing presentation. It should be a requirement but I am giving this to you FREE
      • All I ask is if you learn from it, if you find it as valuable and life changing as I did, pay it forward. Add it to your website, give it to others, email it to your associates, share it with your office.
      Creating Millionaires "One agent at a Time"
    • Mastering The Listing Presentation
      • I can beat any one at the table
      • Any One
      • Any Time
      • Any Place
      Creating Millionaires "One agent at a Time"
    • The Previous slide was about Attitude
      • It doesn’t matter if I can beat you at the table or if you are beat at the table. No one wins all the time. It’s a numbers game.
      • The idea is that you are confident and believe you can beat anyone, anywhere, anytime. It is that confidence that will
      • have you win more times than not
      Creating Millionaires "One agent at a Time"
    • Your Attitude Determines your Altitude
      • It’s About Knowledge
      • It’s About Confidence
      • It’s About Self Esteem
      • It’s knowing you are the best person for the job and that you will give 100% of your effort to do the best job for your client
      Creating Millionaires "One agent at a Time"
    • What Does The Seller Need?
      • Newspaper Advertising? Magazine Ads?
      • Internet Advertising? Virtual Tours?
      • Broker Caravans? Office Caravans?
      • Open Houses? Experienced Agent?
      • Desperate Agent? Hungry Agent?
      • Discount Agent? Local Farmer?
      • Multiple Photos? Area Specialist?
      • National Real Estate Company?
      • Boutique Company? What?
      Creating Millionaires "One agent at a Time"
    • The seller needs
      • BUYERS
      • You will learn not begin a discussion
      • about your marketing plan until the seller is led to BUYERS
      Creating Millionaires "One agent at a Time"
    • The Seller Needs Buyers
      • Newspaper Advertising? Magazine Ads? Internet Advertising? Virtual Tours? Broker Caravans? Office Caravans? Open Houses? Experienced Agent? Desperate Agent? Hungry Agent? Discount Agent? Local Farmer? Multiple Photos? Area Specialist? National Real Estate Company? Boutique Company?
      • Buyers are a By-Product of the above which are
      • designed to bring the seller what he really wants.
      • BUYERS
      Creating Millionaires "One agent at a Time"
    • Why Lead To Buyers
      • The reason you lead to buyers is because if you lead to anything else you set yourself up for failure.
      • What if you lead to Newspaper advertising and your competitor advertises more?
      • What if you lead to signs in the area and your competitor has more signs than you?
      Creating Millionaires "One agent at a Time"
      • HOW DO YOU GET THE SELLER
      • TO SAY BUYERS
      Creating Millionaires "One agent at a Time"
    • You Lead the Seller to Buyers
      • BY ASKING
      • QUESTIONS
      • These questions are asked in the Preamble which will be discussed later
      Creating Millionaires "One agent at a Time"
    • First Things First
      • Before you start to practice the listing presentation it is important that you first memorize the listing presentation formula.
      • First you memorize the formula and then you learn what each part represents.
      Creating Millionaires "One agent at a Time"
    • The Formula For Success
      • Preamble
      Creating Millionaires "One agent at a Time"
    • Top Producers Master This
      • Preamble
      • Two Probing Questions
      Creating Millionaires "One agent at a Time"
    • Listings Give You Leverage
      • Preamble
      • Two Probing Questions
      • Two Committing Questions
      Creating Millionaires "One agent at a Time"
    • Every Listing is Worth 3 Checks
      • Preamble
      • Two Probing Questions
      • Two Committing Questions
      • Tell
      Creating Millionaires "One agent at a Time"
    • Listers Last
      • Preamble
      • Two Probing Questions
      • Two Committing Questions
      • Tell
      • Tell
      Creating Millionaires "One agent at a Time"
    • Leads / Listings / Leverage
      • Preamble
      • Two Probing Questions
      • Two Committing Questions
      • Tell
      • Tell
      • Tell
      Creating Millionaires "One agent at a Time"
    • Become a Millionaire Agent
      • Preamble
      • Two Probing Questions
      • Two Committing Questions
      • Tell
      • Tell
      • Tell
      • Close
      Creating Millionaires "One agent at a Time"
      • Preamble
      • Two Probing Questions
      • Two Committing Questions
      • Tell
      • Tell
      • Tell
      • Close
      • Confirm
      Creating Millionaires "One agent at a Time"
    • Let’s Recap
      • Preamble
      • Two Probing Questions
      • Two Committing Questions
      • Tell
      • Tell
      • Tell
      • Close
      • Confirm
      Creating Millionaires "One agent at a Time"
    • THE PREAMBLE
      • The purpose of the Preamble is 3 fold
      • Gets The Mindset of the Seller
      • Gets them into the rhythm of answering your questions
      • Controls the Conversation
      Creating Millionaires "One agent at a Time"
    • Gets The Mindset of the Seller
      • The seller is telling you what’s important to them. When you ask the seller how they are looking for their next home and they say Realtor.com. You now know that you need to focus on Realtor.com as part of your marketing strategy. They just told you indirectly that Realtor.com is important to them.
      • When they say that they look for homes by going to open houses, you are getting into their mindset and finding out what’s important to them.
      • The seller is giving you the formula for success. Deliver what they want and the listing is yours.
      Creating Millionaires "One agent at a Time"
    • Get them into the Rhythm of answering Questions
      • What I would really like to do is enter the front door and ask the seller the tougher questions. Hi, Mr. Seller, have you interviewed anyone else or do you plan on interviewing anyone else? Since we can’t do that and they wont give us the answers we need to build up to it. Get the seller to answer the easy questions and they will answer the harder ones.
      • Easy Questions: What a Beautiful Home, how long have you been here?
      • What improvements have you done to this home?
      • What’s your favorite part of the home
      • Hard Questions: Besides Me have you interviewed any other agents?
      • After me do you plan on interviewing any other agents
      • What do you think a real estate agent can do to get you top
      • dollar for your home?
      Creating Millionaires "One agent at a Time"
    • Controls The Conversation
      • The person asking the questions controls the conversation. As you are asking the questions you are controlling the conversation and by controlling the conversation you lead the seller to what they need most which is Buyers
      Creating Millionaires "One agent at a Time"
    • Preamble Questions
      • What are some Preamble questions
      • You might ask a Seller?
      • How long have you been here?
      • What improvements have you done to the property
      • When you sell where are you moving too?
      • What’s your favorite part of this home?
      • What methods have you been using to find your next home?
      • What newspapers do you read when searching for a home?
      • What internet sites do you visit when searching online?
      • How do you like Virtual Tours?
      Creating Millionaires "One agent at a Time"
    • The Two Probing Questions
      • 1. Besides me, Have you interviewed with any other real estate agents?
      • 2. After me, Do you plan on interviewing any other real estate agents
      Creating Millionaires "One agent at a Time"
    • Probing Questions
      • When you are done asking all the easy questions of the Preamble, you are ready to ask the questions you really want to know about.
      • Notice the seller(s) has been answering all the easy questions and are in the rhythm of answering them. That’s when you ask the probing questions.
      • Example: Mr. Seller, when you look for homes on the internet, what real estate websites do you go to?
      • Thank you
      • Besides me have you interviewed any other agents?
      Creating Millionaires "One agent at a Time"
    • Leading the Seller to Buyers
      • This is the important part where you lead the seller to buyers. Pay close attention.
      • Agent: Mr. Seller, besides me have you interviewed any other agents?
      • Seller: Yes
      • Agent: Who was that?
      • Seller: ABC Realty
      • Agent: Good Company, What did they say they can do to get you top dollar for your home
      • Seller: They do a lot of advertising
      • Agent: Is Advertising Important to you?
      • Seller: Yes
      • Agent: Why?
      • Seller: Because advertising gets buyer
      Creating Millionaires "One agent at a Time"
    • What Did We Do?
      • We led the seller to Buyers and not advertising. If you would have stopped at advertising you would lose to the next agent that has more newspaper advertising than you.
      • It’s not newspaper advertising that the seller wants, it’s the byproduct of that which is Buyers
      Creating Millionaires "One agent at a Time"
    • After The Seller Says Buyers
      • Once you get the seller to acknowledge buyers then you go to the two Committing questions.
      • The reason we want the seller to say buyers is this: When you tell the seller they need buyers you are a salesperson. When they tell you they need buyers and you show them a system to deliver buyers you will get the listing.
      • Are you beginning to see why we lead them to buyers?
      Creating Millionaires "One agent at a Time"
    • The Two Committing Questions
      • What do you think a Real Estate agent can do to get you the most amount of money for your home?
      • and
      Creating Millionaires "One agent at a Time"
    • The Two Committing Questions
      • Is your decision going to be based on the real estate agent that can expose your home to the most amount of BUYERS?
      Creating Millionaires "One agent at a Time"
    • What do you think a real estate agent can do to get you top dollar for your home?
      • This is the first Committing question. We are leading the seller to buyers.
      • Example:
      • Mr. Seller, what do you think a real estate agent can do to get you top dollar for your home?
      • Seller : Newspaper Advertising
      • Agent: Is advertising important to you?
      • Seller: Yes
      • Agent: Why
      • Seller: Because a lot of buyers look at the papers
      • We just led the seller to say Buyers and we go to our second Committing question.
      • Is your decision going to be based on the real estate agent that can expose your home to the most amount of BUYERS?
      Creating Millionaires "One agent at a Time"
    • When They Say Yes
      • When they say yes to going with the agent that can expose their home to the most amount of buyers they have just given you a commitment.
      • You move to your first Tell
      Creating Millionaires "One agent at a Time"
    • 1st TELL – This is a Statement
      • I am going to share with you my system that is designed to expose more buyers to your home than any other real estate agent?
      • Would that be ok?
      Creating Millionaires "One agent at a Time"
    • 1 st Tell
      • This is a Bold Statement. “I am going to share with you my system that is designed to expose more buyers to your home than any other real estate agent?”
      • According to Statistics, there is as high as a 92% probability that the seller is only interviewing a maximum of two agents. When you say “Any other agent” there is about a 92% chance that your only competing with one other agent.
      • Do you think the other agent had a listing presentation like yours that is designed to expose buyers to their home?
      Creating Millionaires "One agent at a Time"
    • Ask if it is ok
      • When you ask for permission to show them a system that is designed to expose more buyers to their home than any other real estate company and they say yes,
      • They have subconsciously agreed and will listen to your presentation. Way to go 
      Creating Millionaires "One agent at a Time"
    • Open up Your Listing Presentation
      • After you make your first Tell (Statement) you open up your listing portfolio and start to explain to the seller your system to expose more buyers to their home than any other real estate company.
      Creating Millionaires "One agent at a Time"
    • 2 nd Tell – This is what you do
      • Your second tell is everything
      • you do to market their home to
      • find buyers
      • What is it that you do?
      Creating Millionaires "One agent at a Time"
    • What is it that you do?
      • Advertise in the newspaper
      • Advertise on The Internet
      • Place their Home in a Magazine
      • Market their home On Craig’s List
      • Have Virtual Tours
      • Have Broker Caravans
      • Etc, etc, etc
      Creating Millionaires "One agent at a Time"
    • So What? So What? So What
      • Make Sure every one of your
      • Features has a Benefit
      • Feature is Realtor.com
      • Benefit is marketing their home on the number one real estate website in the United States
      Creating Millionaires "One agent at a Time"
    • Don’t forget the Mini Closes
      • You will be having a lot of mini closes as you present your marketing Program
      • Example: Virtual Tour Mini Close
      • Showcased Property Mini close
      • International Marketing Mini close
      Creating Millionaires "One agent at a Time"
    • Mini Close
      • Mr. Seller, One of the first things that I will be doing is marketing your home on realtor.com (Feature) The reason I market homes on realtor.com is that they are the largest real estate website in the United States (Benefit) Do you see by marketing your home on the number one real estate website in the United States that we can expose more buyers to your home? (Mini Close)
      Creating Millionaires "One agent at a Time"
    • Many Mini Closes
      • Try to get as many mini closes or trial closes as possible through out your presentation.
      • Some great areas to use Mini closes
      • Virtual Tours, Realtor.com, Craig’s List
      Creating Millionaires "One agent at a Time"
    • 3 rd Tell is a Recap
      • The purpose of recapping is to help the seller retain what you have just shared with him.
      • Tell him what your going to tell him (1 st Tell)
      • Tell him – Your Marketing plan (2 nd Tell)
      • Tell him what you told him by recapping (3 rd Tell)
      • By recapping, retention increases by as much as 85%
      Creating Millionaires "One agent at a Time"
    • It’s Time To Close
      • The Closing Question is:
      • Do you see how this system can expose more buyers to your home than any other real estate company?
      • This question is asked as soon as you complete your third Tell which was recapping everything you do to expose buyers to their home
      Creating Millionaires "One agent at a Time"
    • What happens when they say Yes?
      • You Have The Listing 
      • Notice the commitment after they say yes
      • Your 2 nd Committing question and Your
      • Closing question.
      • No Sharp Angle Close
      Creating Millionaires "One agent at a Time"
    • The Committed to you
      • Your second Committing question before you opened your marketing portfolio was:
      • “ Is your decision going to be based on the real estate company that can expose the most amount of buyers to your home” and they said YES
      • Your closing question was: Do you see how this system can expose more buyers to your home than any other real estate company?
      • When they say Yes, They just committed to you for the listing. And you ask the confirming question
      Creating Millionaires "One agent at a Time"
    • The Confirming Question
      • Then the only remaining question is:
      • At what price do we market your Home?
      Creating Millionaires "One agent at a Time"
    • After You Ask the Confirming Question You Will
      • _____ _____ _____ _____
      • _____ _____
      Creating Millionaires "One agent at a Time"
      • S _____ _____ _____
      • _____ _____
      Creating Millionaires "One agent at a Time"
      • S H _____ _____
      Creating Millionaires "One agent at a Time"
      • S H U _____
      Creating Millionaires "One agent at a Time"
      • S H U T
      Creating Millionaires "One agent at a Time"
      • S H U T
      • U
      Creating Millionaires "One agent at a Time"
      • S H U T
      • U P
      Creating Millionaires "One agent at a Time"
    • Silence Is Golden
      • The reason Your Shut up after you ask the Confirming Question is because the next person to talk
      Creating Millionaires "One agent at a Time"
    • You want your Seller to Commit
      • COMMITS
      • I hope you said Commit and not loses. If you talk first you commit to more discussion. If they talk first they commit to list with you. It’s a win - win
      • And shouldn’t it be a win - win or no deal?
      Creating Millionaires "One agent at a Time"
    • Three parts to a Listing presentation
      • 1. They Need to decide who is going to
      • market Their Home
      • 2. They need to decide what commission
      • they are going to pay
      • 3. They need to determine the Price of the
      • home
      Creating Millionaires "One agent at a Time"
    • Building Value
      • One of the reasons sellers try and negotiate commissions or list with another agent is that you built no value.
      • This listing system is designed for you to create value in the eyes of the Seller.
      • A common question I was asked often was” How much more is this going to cost me” isn’t that a question you want to be asked?
      Creating Millionaires "One agent at a Time"
      • ALLOW ME TO SHARE MY SECRETS OF SUCCESS WITH YOU
      • How to create a business plan to become a TOP PRODUCER
      • How to Create an entire business system for Success
      • How to get FSBO APPOINTMENTS 100% OF THE TIME
      Creating Millionaires "One agent at a Time"
    • ALLOW ME TO SHARE MY SECRETS OF SUCCESS WITH YOU
      • How To Net More Money for Your Sellers
      • Mastering The Listing Presentation
      • How to overcome every objection
      • The commission objection
      • I'm thinking of listing with my friend objection
      • I'm thinking of selling my home myself objection
      • I will list with the area specialist objection
      • Where were you when my home was on the market objection
      • All agents are all the same objection
      Creating Millionaires "One agent at a Time"
    • MY COMPLETE SYSTEM
      • Step 1. Completing a Success Manual
      • Follow these easy step by step worksheets that will lead you towards the levels of success you want for yourself and your family.
      • Determine what you want in life and how to get it. More importantly is to find out what has been holding you back from reaching your true potential and what changes you need to make your dreams a reality.
      • Ask yourself this question. Have I reached the level of success that I am capable of? My system will help you break the barriers that have been holding you back.
      Creating Millionaires "One agent at a Time"
    • MY COMPLETE SYSTEM
      • Step 2. Create a plan to become a TOP PRODUCING REAL ESTATE AGENT .
      • What will it take for you to become the top 3% of the agents making the most amount of money. We create specific success systems to reach your financial goals and step by step instructions to help you through any challenge.
      Creating Millionaires "One agent at a Time"
    • MY COMPLETE SYSTEM
      • Step 3. We create specific systems for each market plan.  
      • It doesn't matter if your going to do open houses, For sale by owners, geographic farming, or all of the above. I will show you easy to follow success systems for each of these and more.
      • Working with For Sale By Owners? I will show how to get the appointment every time you want it. Thinking of calling expired listings? I will show you the one question that will get you the answer you want
      Creating Millionaires "One agent at a Time"
    • MY COMPLETE SYSTEM
      • Step 4. Mastering The listing presentation. This is critical to your success as a real estate agent. Everything you do is designed to put you in front of two types of clients. Buyers or sellers. Listings give you the greatest leverage. You can work with a lot more sellers at the same time than you can buyers.
      • The listing is worth at least three commission checks. The check you earn when your sell their home, The check you earn when you find them a new home, and the check(s) you earn from clients generated by marketing their home effectively. All your farming, marketing, advertising, networking etc is designed to get you to this moment.
      • Don't miss the opportunity. My system is designed to add an additional $100,000 to your bottom line just by mastering the listing presentation.
      Creating Millionaires "One agent at a Time"
    • MY COMPLETE SYSTEM
      • Step 5. My Buyer Delivery System.
      • Besides sellers, the only other client you will deal with is a buyer. Don't be like any other agent and ask what type of home they are looking for. Any agent can look for a three bedroom home with two baths within a certain price range.
      • Why should a buyer want to work with you. How can you save buyers a minimum of $20,000 just by working with you. My system will help you find their dream home in their time frame at the price they want to pay for in half the time. My buyer delivery system will create loyalty to you whether they buy today or a year from today.
      • No longer will you receive that phone call that says they bought from another agent.
      Creating Millionaires "One agent at a Time"
    • MY COMPLETE SYSTEM
      • Step 6. Internet Networking.
      • Yes, it must be done. You have to advance to the twenty first century. I will introduce you to the top networking websites in America. Facebook, LinkedIn, My space, Twitter, Active rain, just to name a few.
      Creating Millionaires "One agent at a Time"
    • MY COMPLETE SYSTEM
      • Step 7. Free Mentoring.
      • Have questions on any of my systems? Contact me and I will be your personal Mentor. Need some direction, want some marketing ideas and just want to run it by me? I am here for you.      
      Creating Millionaires "One agent at a Time"
    • Purchase The Complete System
      • Only $199.00
      • Go to www.Brettnoel.com/MycompleteSystem
      • Additional Free Learning materials at
      • www.Brettnoel.com
      • Join My Free E-zine newsletter
      Creating Millionaires "One agent at a Time"
    • Supplement Your Real estate Income
      • Go to:
      • www.Brettnoel.com/CreditRepair
      • Or email [email_address] and ask for the complete system to make thousands of dollars monthly referring clients to get their negative credit removed
      Creating Millionaires "One agent at a Time"
    • Branded Email
      • A Must for all real estate Agents and Loan officers.
      • Track every person that opens your email
      • Send your website with every email sent
      • And much more.
      • Go to www.Mlxjet.com Use my discount code BN1531 and save 50%
      Creating Millionaires "One agent at a Time"
    • Success Seminars
      • Attention Brokers/Owners/Team Leaders
      • I offer One day Success Seminars for your agents and your offices.
      • Contact me for Details
      • [email_address]
      Creating Millionaires "One agent at a Time"