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Win It Before You're In It - The Power of a Pre-Listing Process
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Win It Before You're In It - The Power of a Pre-Listing Process

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This presentation was delivered at the 2011 Gen Blue event for Coldwell Banker in Las Vegas, Nevada. It shares the ten steps Realtor's must take to get the listings every time.

This presentation was delivered at the 2011 Gen Blue event for Coldwell Banker in Las Vegas, Nevada. It shares the ten steps Realtor's must take to get the listings every time.

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  • 1. Take Your Business To…The NEXT LEVEL
    “Win It Before You’re In It”
    10 Steps for “Getting The Listing” Every Time
    Sean M. Carpenter
    Ohio NRT Companies®
    2011
  • 2. There are 3 Underlying Themes Your Presentation Must Address
  • 3. 1. A bigger market will yield a better price
  • 4. 2. There is a difference between brokers
  • 5. 3. We want them to make an informed decision
  • 6. 10 Steps for “Getting the Listing” Every Time
    Ask for the appointment
    Not many listings can be taken “over the phone!”
  • 7. Speak positively
  • 8. Be a “consultant,” not a “salesperson”
  • 9. Suggested Dialogue:
    “Why don’t we get together and discuss your situation.”
  • 10. 10 Steps for “Getting the Listing” Every Time
    2. The Discovery Phase
  • 11. What do you need to know to
    “solve their problem”?
  • 12. QUALIFYING THE SELLER ON THE PHONE
    “THE CALL”
  • 13. The “Call”
    “I am looking forward to meeting you to discuss the sale of your home.
    “ I want to be as thorough as possible, so I do have a few questions I need to ask before we meet, ok?”
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20. Your Previous Agent?
  • 21. What made you buy your current home?
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 27.
  • 28.
  • 29.
  • 30.
  • 31.
  • 32.
  • 33. WALK
  • 34.
  • 35.
  • 36. “I am looking forward to meeting you at your home this ________ at _______.”
  • 37. 10 Steps for “Getting the Listing” Every Time
    3. Deliver a Pre-Listing Package
    Set yourself apart!
  • 38. What’s Inside?
    Introduction Letter
    Personal Biography
    or Resume
    Company Brochure or Information
    Personal Statistics
    Testimonials
  • 39. Plus, anything else that begins to help “sell” you and saves time at the actual appointment.
  • 40. Seller’s Homework Assignment
  • 41. Download a free copy of my Seller Homework Assignment from my Dropbox
    http://goo.gl/UOpwn
  • 42.
  • 43.
  • 44. What else is in it…?
  • 45. Download a free copy of my full pre-listing packet from my Dropbox
    http://goo.gl/R1lA3
  • 46. 10 Steps for “Getting the Listing” Every Time
    4. Do Your Homework
  • 47. If planning a two-step, you should know the “price band” for the home
  • 48. If using a one step, prepare a thorough CMA
    Is it bound and presentable?
    Can you decipher it? Can they?
    Does it “support” or defend your price?
  • 49. Brush up on your market knowledge
  • 50. Is your marketing plan in writing?
  • 51. 10 Steps for “Getting the Listing” Every Time
    5. First Impressions
  • 52. Show up on time
    Begin to sell the “under promise, over deliver” attitude
  • 53. Look professional
    This is a job interview!
  • 54. Pay them a compliment
    Make it sincere
  • 55. Bring everything you may need.
    A confident agent assumes they will get the listing so have your sign, lockbox, list packet, digital camera, etc.
  • 56. Differentiate Yourself
    Before entering
    their house…
    wipe your feet!
  • 57. THE LISTING PRESENTATION: YOUR FIRST FACE TO FACE MEETING-
    “The Chat”
  • 58.
  • 59.
  • 60. Where do you go now?
  • 61. 6. The Kitchen Table
  • 62. 3 things to do before starting your “presentation”
  • 63. Earn
    Respect
  • 64. Gain Control
    “Can I please get a glass of water?”
  • 65. Establish Rapport
  • 66. Four Keys to Establishing Rapport
  • 67. People want to do business with people they like
  • 68. People like to talk about themselves and their families
  • 69. Listen more than you talk
  • 70. Ask more questions or confirm the answers you got when you set up the appointment
  • 71. 10 Steps for “Getting the Listing” Every Time
    7. Sell Yourself First
  • 72.
  • 73. R U E
  • 74.
  • 75.
  • 76. ?
  • 77. ?
    ?
    ?
    ?
    ?
  • 78. 10 Steps for “Getting the Listing” Every Time
    8. Questions and Answers
    Review the Pre-Listing packet questions
  • 79. …you were hoping to sell your home for $___________, is that correct?
  • 80. U
    THE PRICE
  • 81. “That Price”
  • 82.
  • 83.
  • 84. WALK
  • 85. 10 Steps for “Getting the Listing” Every Time
    9. Tour The House
    “Show me around as if I was a buyer?”
  • 86. - Start at the front door
    - Take notes and be observant
    - Tell me…
    - Things you have liked
    - Things you have changed
    - Things you would change
  • 87.
  • 88. “I am looking forward to meeting you at our office this ________ at ________.”
  • 89.
  • 90.
  • 91. “Thanks Again”
  • 92. 10 Steps for “Getting the Listing” Every Time
    10. Close the Deal
  • 93. Do you have any questions?
    This is where your confidence must shine through!
  • 94. Complete the Paperwork
    Signed, Sealed and Listed!
    “Wise men speak because they have something to say, fools because they have to say something!”
  • 95. Any bunny have any questions?
  • 96. Safe Travels Home
    Good Luck in 2011