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Using a Hayat Realty Package 
PPT Created By: 
http://www.hayatrealty.com/
Overview 
A successful interview or listing presentation starts 
before you even show up to the client's home. Top 
agents have specific steps they go through before 
they arrive at the appointment and obtain a listing. 
Before you even begin your listing presentation, 
follow these steps to help you guarantee 90% of all 
your listings. 
PPT Created By: 
http://www.hayatrealty.com/
1. Qualify and interview sellers before the 
appointment 
Have a list of specific qualifying questions to ask every seller. The ultimate 
goal here is to test their level of motivation to sell. You need to know if their 
motivation to sell is greater than their motivation to achieve a certain price 
for their home. 
PPT Created By: 
http://www.hayatrealty.com/
Qualifying Questions 
 How many properties have you sold? 
 When did you sell your last one? 
 What were your experiences with that sale? 
 What did you like the least and best? 
 Why are you selling? 
 Where are you moving? 
 How soon do you need to be there? 
 Do you have any other properties that you need to sell? 
 Would you like me to help you with those properties? 
 What will be included with the sale? 
 Do you want to price this house with ____ or without the ____? 
 Are you interviewing other agents for the job of selling your home? 
PPT Created By: 
http://www.hayatrealty.com/
Qualifying Questions Cont. 
These questions are extremely important. You want to know where and 
why they are moving. You also want to know their time frame to move. 
This information is related to price and motivation. Real estate 
professionals need to understand that price and motivation are 
connected. The lower the motivation, the higher the price the seller will 
want, and the opposite is true - the higher the motivation, the lower 
the price the seller is willing to accept. 
PPT Created By: 
http://www.hayatrealty.com/
Qualifying Questions Cont. 
In qualifying the seller you always want to know if they are interviewing 
other agents. This information will give you an advantage over the other 
agents. It will allow you to send them MLS information about the 
competing agent or company. It will give you the chance to compare 
benefits and services as well. You don't want to say anything negatively 
about any other agent or company, but you do want to spot out the 
differences in your marketing approach and track record. After all, you are 
competing for the job of selling their home. 
PPT Created By: 
http://www.hayatrealty.com/
2. Delivering the Hayat Realty Package 
You should give this package to the prospective client within 
a few hours of interviewing them or your initial conversation. 
To make the package more personal it would be ideal if you 
could take a quick photo of the outside of their home to 
include in your sample marketing material. This will make a 
great impression on the seller and will give them an idea of 
how their home will look if marketed by your company. If you 
are unable to hand deliver the package, then use a mail 
courier to get it to them as soon as possible. 
PPT Created By: 
http://www.hayatrealty.com/
Deliver the Hayat Realty Package Cont. 
The package should give the client a brief overview of you and your 
company. It should also include your credentials, performance, and what your 
track record is in sales. It should clearly focus on the benefits of doing business 
with you rather than with any other agent. The package should not include ego 
inflated information about your past achievements, track record, etc. This is of 
little importance. The homeowner is mainly concerned with two things: 
 Performance 
 Results 
They don't have the time to read a 30-page novel on how great you are. 
Just give them the information they need and be sure to include a section on 
the importance of pricing. This section will prepare them for the discussion of 
the listing price. 
PPT Created By: 
http://www.hayatrealty.com/
3. Before the Appointment 
You should be mentally prepared before every appointment. 
Here is a list of items you need to do before meeting with the seller: 
 Research the market conditions and price ranges in their area. 
 Review the comps in the area to determine the best listing price. 
 Review your marketing strategy for getting homes sold. 
 Review benefits of why they should list with you. 
 Review about other agents who are being interviewed for the job. 
 Evaluate any potential objections from the seller. 
 Practice your listing presentation before the appointment. 
 Leave early to arrive to the appointment on time and dress to impress. 
PPT Created By: 
http://www.hayatrealty.com/
4. Appointment - Qualify the home 
Be sure to arrive at your appointment early to gather your thoughts. You 
should be dressed professionally and prepared to interview. Smile when 
you meet the seller, shake hands, and build rapport. Tour the house and 
you may want to take photos a few photos of the home as well. When 
touring the home you want to ask or do the following: 
 “In your opinion what are the homes most salable features?” 
 “What do you think your home is worth?” 
 Discover problem areas with the seller as you view the home. 
 Show your professionalism by offering suggestions for marketability, such 
as cleaning, painting and repairs. 
PPT Created By: 
http://www.hayatrealty.com/
5. The Listing Presentation 
Be confident when you give your listing presentation. Sellers want to 
know if you have the confidence to get their home sold. A great place 
to hold the presentation is at the kitchen table. This is an informal 
and comfortable setting. You don't want to rush into the presentation. 
Make small talk and listen to the seller to understand their needs. You 
may want to give a compliment about the home and ask open-ended 
questions to get a feel of what they need. The objective of the 
presentation is to convince the seller that your services will help them 
achieve their goals. People don't buy from salespeople; they buy from 
friends and people they trust, so building rapport and trust with the 
client is key. 
PPT Created By: 
http://www.hayatrealty.com/
The Listing Presentation Cont. 
Follow these steps and all your listing presentations 
will be slam-dunks! Prepare well before each 
appointment because preparation is necessary for a 
smooth and successful interview. Visualize and 
prepare by practicing the listing presentation and 
answers to any potential objections, so you don't 
sound rehearsed. Your presentation should be short 
and to the point while building rapport. Your time as 
well as the seller's are very important and shouldn't 
be wasted. Remember, always use a Hayat Realty 
package for each and every client. Good luck and 
much success!! 
PPT Created By: 
http://www.hayatrealty.com/
Benefits of Using a Hayat Realty Package 
 Boost your sales and listings 
 List 90% of your appointments and earn double the referrals. 
 Cut yourHayat Realty presentation appointment time in half. 
 Establish credibility and rapport with a client before you ever 
meet. 
 Show potential clients that you are organized, competent and 
professional. 
 Eliminate presentation anxiety and nervousness. 
PPT Created By: 
http://www.hayatrealty.com/
Thank You 
Hayat Shaban 
Phone: 512-541-5634 
hayatsellmyhome@gmail.com 
1335 E. Whitestone Blvd., Ste. Z-200 Cedar Park, TX 78613 
Visit: http://www.hayatrealty.com 
PPT Created By: 
http://www.hayatrealty.com/

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Steps to a Successful Real Estate Listing Presentation

  • 1. Using a Hayat Realty Package PPT Created By: http://www.hayatrealty.com/
  • 2. Overview A successful interview or listing presentation starts before you even show up to the client's home. Top agents have specific steps they go through before they arrive at the appointment and obtain a listing. Before you even begin your listing presentation, follow these steps to help you guarantee 90% of all your listings. PPT Created By: http://www.hayatrealty.com/
  • 3. 1. Qualify and interview sellers before the appointment Have a list of specific qualifying questions to ask every seller. The ultimate goal here is to test their level of motivation to sell. You need to know if their motivation to sell is greater than their motivation to achieve a certain price for their home. PPT Created By: http://www.hayatrealty.com/
  • 4. Qualifying Questions  How many properties have you sold?  When did you sell your last one?  What were your experiences with that sale?  What did you like the least and best?  Why are you selling?  Where are you moving?  How soon do you need to be there?  Do you have any other properties that you need to sell?  Would you like me to help you with those properties?  What will be included with the sale?  Do you want to price this house with ____ or without the ____?  Are you interviewing other agents for the job of selling your home? PPT Created By: http://www.hayatrealty.com/
  • 5. Qualifying Questions Cont. These questions are extremely important. You want to know where and why they are moving. You also want to know their time frame to move. This information is related to price and motivation. Real estate professionals need to understand that price and motivation are connected. The lower the motivation, the higher the price the seller will want, and the opposite is true - the higher the motivation, the lower the price the seller is willing to accept. PPT Created By: http://www.hayatrealty.com/
  • 6. Qualifying Questions Cont. In qualifying the seller you always want to know if they are interviewing other agents. This information will give you an advantage over the other agents. It will allow you to send them MLS information about the competing agent or company. It will give you the chance to compare benefits and services as well. You don't want to say anything negatively about any other agent or company, but you do want to spot out the differences in your marketing approach and track record. After all, you are competing for the job of selling their home. PPT Created By: http://www.hayatrealty.com/
  • 7. 2. Delivering the Hayat Realty Package You should give this package to the prospective client within a few hours of interviewing them or your initial conversation. To make the package more personal it would be ideal if you could take a quick photo of the outside of their home to include in your sample marketing material. This will make a great impression on the seller and will give them an idea of how their home will look if marketed by your company. If you are unable to hand deliver the package, then use a mail courier to get it to them as soon as possible. PPT Created By: http://www.hayatrealty.com/
  • 8. Deliver the Hayat Realty Package Cont. The package should give the client a brief overview of you and your company. It should also include your credentials, performance, and what your track record is in sales. It should clearly focus on the benefits of doing business with you rather than with any other agent. The package should not include ego inflated information about your past achievements, track record, etc. This is of little importance. The homeowner is mainly concerned with two things:  Performance  Results They don't have the time to read a 30-page novel on how great you are. Just give them the information they need and be sure to include a section on the importance of pricing. This section will prepare them for the discussion of the listing price. PPT Created By: http://www.hayatrealty.com/
  • 9. 3. Before the Appointment You should be mentally prepared before every appointment. Here is a list of items you need to do before meeting with the seller:  Research the market conditions and price ranges in their area.  Review the comps in the area to determine the best listing price.  Review your marketing strategy for getting homes sold.  Review benefits of why they should list with you.  Review about other agents who are being interviewed for the job.  Evaluate any potential objections from the seller.  Practice your listing presentation before the appointment.  Leave early to arrive to the appointment on time and dress to impress. PPT Created By: http://www.hayatrealty.com/
  • 10. 4. Appointment - Qualify the home Be sure to arrive at your appointment early to gather your thoughts. You should be dressed professionally and prepared to interview. Smile when you meet the seller, shake hands, and build rapport. Tour the house and you may want to take photos a few photos of the home as well. When touring the home you want to ask or do the following:  “In your opinion what are the homes most salable features?”  “What do you think your home is worth?”  Discover problem areas with the seller as you view the home.  Show your professionalism by offering suggestions for marketability, such as cleaning, painting and repairs. PPT Created By: http://www.hayatrealty.com/
  • 11. 5. The Listing Presentation Be confident when you give your listing presentation. Sellers want to know if you have the confidence to get their home sold. A great place to hold the presentation is at the kitchen table. This is an informal and comfortable setting. You don't want to rush into the presentation. Make small talk and listen to the seller to understand their needs. You may want to give a compliment about the home and ask open-ended questions to get a feel of what they need. The objective of the presentation is to convince the seller that your services will help them achieve their goals. People don't buy from salespeople; they buy from friends and people they trust, so building rapport and trust with the client is key. PPT Created By: http://www.hayatrealty.com/
  • 12. The Listing Presentation Cont. Follow these steps and all your listing presentations will be slam-dunks! Prepare well before each appointment because preparation is necessary for a smooth and successful interview. Visualize and prepare by practicing the listing presentation and answers to any potential objections, so you don't sound rehearsed. Your presentation should be short and to the point while building rapport. Your time as well as the seller's are very important and shouldn't be wasted. Remember, always use a Hayat Realty package for each and every client. Good luck and much success!! PPT Created By: http://www.hayatrealty.com/
  • 13. Benefits of Using a Hayat Realty Package  Boost your sales and listings  List 90% of your appointments and earn double the referrals.  Cut yourHayat Realty presentation appointment time in half.  Establish credibility and rapport with a client before you ever meet.  Show potential clients that you are organized, competent and professional.  Eliminate presentation anxiety and nervousness. PPT Created By: http://www.hayatrealty.com/
  • 14. Thank You Hayat Shaban Phone: 512-541-5634 hayatsellmyhome@gmail.com 1335 E. Whitestone Blvd., Ste. Z-200 Cedar Park, TX 78613 Visit: http://www.hayatrealty.com PPT Created By: http://www.hayatrealty.com/