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So You Have The Listing?

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  • 1. Winning The Listing Whenever You Want To
  • 2. Presented By:
    • Stacey Alcorn
    • P3 Coaching
    • Facebook.com/P3Coaching
    • You can find me on the RE/MAX Web Roster Too!
  • 3.  
  • 4. 800 Pound Gorilla : The term can describe a powerful corporate entity that has such a large majority percentage of whatever market they compete within that they can use that strength to crush would be competitors.
  • 5. Are you bringing YOUR 800 pound gorilla to the listing table?
  • 6. Before We Start…TWO Important Disclosures You MUST make to every seller before sharing your presentation
  • 7.  
  • 8. “ Now, after I do my presentation you may want to hire my team immediately BUT I don’t work with 100% of potential clients I meet with. After showing you what I can do we will have a candid conversation about your goals so that we can make sure I can help you achieve them.”
  • 9. “ I am proud to say that I have a 100% success rate on listings where the seller took my absolute advice each step of the way.”
  • 10. The RE / MAX Difference
  • 11. No. 1 in market share No. 1 in agent productivity No. 1 in brand name awareness No. 1 in advertising No. 1 in lead generation No. 1 in professional education No. 1 in the minds of buyers and sellers
  • 12. I am your partner I wish to be your partner for your home selling and/or buying needs. I will spend time identifying your wants and needs while educating you about today’s real estate market. If you are selling your home, I will work with you to put together a detailed marketing plan so that we can price properly and market to the right buyers. As a buyer, I will investigate areas and provide you with everything you need to make a great buying decision. My clients are like family and our relationship will last beyond the closing table.
  • 13. Meet My Team In order to provide the best service in the industry, I’ve assembled a top notch real estate team to make sure every step of the transaction is handled by a professional. My team of specialists provide you with the communication and service you deserve throughout your transaction! By having a team, I enhance the value of the service I can provide to you. CALL 978-251-8221 TODAY! Maureen Hoffmann Creator of First Impressions Whenever a call comes into the office, Maureen is the first line of communication. She sets the tone for directing each caller to the appropriate team member for smooth communication each and every time. Joe Lombardo Loan Originator, Prospect Mtg No team is complete without a full time loan originator ready to qualify every potential buyer. With the changes in the mortgage market, it’s important to have someone you can trust. Joe has been originating mortgages for more than a decade. I trust his skills and expertise in keeping me informed as to the qualifications of your buyers. Andrew Armata Broker/Owner Andrew is the broker owner of RE/MAX Prestige. As owner, he has a pulse on everything going on within the real estate industry. How are we effectively marketing homes at our offices? Are there new and better technologies we should use? If there’s a new or better way he’s on top of it. Stacey Alcorn Manager Every once in a while it’s good to have back up when contract negotiations are difficult. With Stacey’s 20 years of real estate experience, there is no situation which she hasn’t been able to resolve. I will do what it takes to get your home sold even if it’s that rare occasion where backup help is needed. Lorraine Rossi Attorney In this business, any great team requires an attorney and I’m proud to have Lorraine on my team. She’s available for legal advice and questions, to review title searches, and event to assist on short sales.
  • 14. These team members are vital to my firm because they enable me to ensure my clients a smooth and hassle free transaction. When my buyers work with Prospect, I know that the originator will be up-front and honest so that all parties understand the options. All American does an unbelievable job at negotiating for sellers who are in a short sale position and preparing fast, easy, closings. My Mortgage and Title Team
  • 15. If you, or anyone you know is moving anywhere in the world, I can help! And More of My Family…
  • 16. Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and analyze market data……………………………………………..….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes   There’s a lot to Do!
  • 17. Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes     And…
  • 18. Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Additional consulting calls with Seller…………………….…………………. 30 minutes Reverse prospect for buyers weekly in MLS ………………………………… 61 minutes Set up co-ops for showing home……………….…………………………….. 30 minutes Launch marketing plan for an open house……………………………………. 32 minutes Hold open house ………………………………………….………………….180 minutes Follow up with open house guests (prepare and mail cards)….……………… 75 minutes Set up Realtors' luncheon ………………………….………………………….34 minutes Design Realtors ' luncheon flyer ……..………………………………………...52 minute Host luncheon ………………………………………………………………...180 minutes Prepare comparative market analysis for 30-day research ……………..…….124 minutes If needed, re-appraise property condition ……….…………………………….47 minutes Get bids for repair work as needed ………………….………………………..182 minutes Review bids, present to Seller………………………..……………………….. 60 minutes Meet workers as needed …………………………….………………………..180 minutes Remake and reissue flyers……………………….…………………………… 83 minutes Tour competitive properties and compare pricing …………………………… 50 minutes Review offers :………………………………….……………………………. 60 minutes      And…
  • 19. Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Prepare pre-listing packet and deliver…………………………………………37 minutes Prepare comparative market analysis…………………………………….……59 minutes Study and .analyze market data……………………………………………….30 minutes Drive by comparable properties……………………………………………… 34 minutes Prepare personalized market program……………………………………….. .66 minutes Travel to appointment …………………………………………………………30 minutes Appointment time…………………………………………………………….. 90 minutes Complete listing data and contracts………………………………………….. 32 minutes Input listing in multiple listing database………………………..…………….. 25 minutes Input and launch marketing plan … …………………………………………..94 minutes Install sign, lockbox, take photos, measure property……………………….... 52 minutes Create marketing ads and home brochure…….……………………………… 90 minutes Design and prepare "Just Listed" postcards…………………………………... 22 minutes Prepare visual tour and post to all major sites ………..…………………….... 61 minutes Prepare and create internet ad………………………………………………… 20 minutes Prepare mailing labels and process "Just Listed" postcards………….………. 85 minutes Contact top agents with new listing information……………………………... 90 minutes Pick up Sellers' disclosure and take out brochures………………………….... 24 minutes Research mortgage information ……………………………………………....17 minutes Prepare and set up co-op instruction and log ……………..…………………...18 minutes Place and proof weekly online ads …..…………………..…………………...135 minutes Prepare biweekly Homes Magazine ad ………………………………………..57 minutes Prepare monthly Homes & Land Magazine………………………………….. 25 minutes Proof ad and process corrections…………………………………………….... 20 minutes Prepare and deliver showing basket…………………………………………... 53 minutes Marketing/staging walking homes tour ….……………………………………25 minutes Reprint and restock flyers……………………………………………….……. 44 minutes Check signs and property weekly ………………………….………………….80 minutes Order and review preliminary title work……………….…………………….. 45 minutes If problems- research and correct…………….………………………………. 25 minutes Research land variances on acreage lot size…………… …………………… 60 minutes Feedback from showing (averages 5 attempts per showing)……………….. 518 minutes Prepare and log feedback responses…………………………………………. 37 minutes Update social networking sites weekly with property info………...…...……. 31 minutes Prepare Sellers' weekly report………………….…………………………….. 88 minutes Call Sellers weekly with update……………………………………………… 60 minutes Prepare Seller's net sheet. ……………………………………………………..26 minutes Present offers .…………………………………..……………………………..60 minutes Negotiate contract ……………………………………………………………..90 minutes Review and create negotiation strategy………………………………………. 33 minutes Discuss home inspection issues with all parties ……………………………… 42 minutes Follow up on mortgage and inspection contingencies ……...……………….. 31 minutes Finalize offer………………………………………………………………….. 63 minutes Complete contract review and collect signed contracts…...….………………. 60 minutes Verify closing time and date with all parties …………………………………. 20 minutes Verify smoke and carbon certificates are collected ………………………….. 10 minutes          Total minutes worked on an average (non-distressed) listing = 4,200 minutes   How much does your attorney, doctor, mechanic, or plumber charge per hour? My marketing fee stays the same no matter how much time, effort, or marketing dollars I put into reaching our goal of SOLD. Can you see how this fixed rate compensation program works to your benefit? And…
  • 20. Why Choose ME and MY RE/MAX TEAM?
  • 21. The Most Important Reason
  • 22. When an inquiry comes into the office on your home, it will go to ME and MY TEAM since we are the most qualified to answer any questions for potential buyers. Sign and Ad Calls…
  • 23.
    • Those important inquiries go to any agent that answers the phone resulting in several concerns:
    • How qualified is that agent?
    • Does that agent have another listing they would rather sell?
    • You will never have these concerns at RE/MAX!
    At Some Firms
  • 24.
    • This property transaction is controlled by you and I.
    • At other firms the manager decides where the property will be marketed and how often it will be showcased in advertising.
    • This is not the case at RE/MAX.
    Your Destiny
  • 25.
    • RE / MAX has the best agents. My team will be notified once your home is on the market. There’s a good chance someone at RE / MAX will Sell It!
    Caliber of My Team
  • 26. I believe that we are all the average of the people we surround ourselves with. I am committed to growing a lifelong career in a business which is sometimes challenging and there is nothing more important than being surrounded by other committed agents. I’m Surrounded By The Best
  • 27.
    • How important are marketing materials when it comes to getting your home sold?
    My Own Design Team!
  • 28. The RE/MAX Design Center was built with your needs in mind. We have hundreds of print and multimedia products available to market your home with customized distinctive marketing materials that will attract the right buyers. VERY!
  • 29. What My Design Team Can Do…
  • 30.
    • A portion of each closing I do goes to Children’s Miracle Network.
    • The money I raise goes to our local Children’s Hospital.
    Giving Back is Important
  • 31.  
  • 32.
    • Walmart has also reached $100 million in donations to CMN, but RE/MAX is the only one that did so with donations from the workers, from agents, not from the consumer. I believe it’s important to work with companies that give back. That’s a big reason why I chose RE/MAX.
  • 33.
    • RE/MAX has always been a big supporter of the Susan G. Komen program as well. Our CEO, Margaret Kelly is a breast cancer survivor. In 2009 RE/MAX became a national sponsor of SGK.
  • 34.
    • 90% of Buyers Are Shopping For a Home Online
    RE / MAX On The Web
  • 35.
    • http://workingforyou.remax.com
    Real Time – See The Power
  • 36. Pretty Awesome Home Marketing Tools We Have Some Other
  • 37. I can provide monthly reports to show buyer traffic!! Realtor.com Showcase Listing
  • 38. Your home and open house invitations will be featured on all the social network sites Unique Social Networking Campaign
  • 39.
    • He is Co-founder and Chairman of RE/MAX. He started this company in 1973 and, to this day, he is the backbone of this company. These two books talk about Dave’s amazing story of perseverance.
    Dave Liniger
  • 40.
    • You may wonder about the alphabet-soup acronyms that real estate agents use after their names. What do they mean?
    Designations
  • 41.  
  • 42.
    • Nothing contributes to success more than professional education.
    • Through RE/MAX University I have access to many of the designation courses 24/7 through that portal!
    The Key To Success
  • 43.
    • When I spend time talking about all of the things RE / MAX and I can offer, I find it just as important to talk about what I am not.
    One Thing I am Not
  • 44.
    • At some firms the agents get compensated residual income for recruiting agents to the company.
    • Here’s the problem…
    I’m Not A Profit Sharing Firm
  • 45.
    • Does that agent care more about getting you the best price OR recruiting the buyer agent to their down line?
    • Do you see the conflict?
    When An Offer Comes In
  • 46.
    • My company gives me leads. That’s what happens when you work for a firm with national brand exposure. Why is it so important that you work with a firm that provides clients to its agents?”
    LeadStreet
  • 47.
    • With company generated leads, more of my daily schedule is left free to concentrate on marketing properties while working hand in hand with my seller and buyer clients.
    EASY!
  • 48. Technology is Our Friend
  • 49. If I need help from any of my 90,000 sales partners, I’ll log into my Virtual Business Center. RE / MAX Mainstreet
  • 50. -Additional marketing materials. -Access to all MA, NH, CT Real Estate Forms in case we have a hot buyer. -Access the RE/MAX Company Toolbox for resources to market and sell your property Distressed Property Forms. My Peak Performance Center
  • 51.
    • Everything we talked about today comes down to one thing…BRAND. When people think real estate they think RE/MAX. The RE/MAX balloon represents the amazing lift our organization has had over the last 37 years. It was built by a great executive team and we continue to remain on the forefront of every consumers mind when people think about buying or selling a home.
    National Brand Exposure
  • 52.
    • We continue to remain in front in the real estate world because RE/MAX remains committed to online web exposure, educating agents, and the best technology available. As well, they continue to have the greatest share of voice in the real estate industry. While other firms have cut back or even eliminated national advertising budgets we continue to realize that to remain dominant and to give our sellers the best exposure possible a national advertising and brand campaign is not optional…it is absolutely necessary.
    We Remain Committed
  • 53. We Remain Committed
  • 54. RE/MAX TV ads appear on top-rated shows. On All The Networks
  • 55. Plus more than 700 million RE/MAX print impressions per year Magazines
  • 56. Not to Mention …
  • 57. Than ANY OTHER real estate firm More National Advertising
  • 58.
    • We remain at the top of the search engine lists because consumers remember us from our Share of Voice television spots
    Our Share of Voice
  • 59.
    • The buyer for your home may be living in Alaska. He may be watching television right now, waiting for the finale of Grey’s Anatomy. On comes a RE/MAX commercial which talks about why it’s a good time to buy. The advertisement pans out and the screen announces the call to action: visit Remax.com today to find the home of your dreams.
    It Comes Down To This
  • 60.
    • Mr. and Mrs. Seller everything that RE/MAX has built for 37 years is about this…it is about making sure that that buyer in Alaska finds me, your real estate agent, who is more than qualified to sell him the home of his dreams… YOUR HOME .
    It Comes Down To This
  • 61.
    • My competitors will tell you that national brand recognition does not matter. They tell you that because they don’t have it. You know who realizes that brand is important?
    • Nike....McDonalds…
    • RE / MAX….and now YOU
    It Comes Down To This
  • 62.
    • What is their mission?
    • Do they have a team, or is it just one agent?
    • Will other agents help sell the property, and if so what is the per agent productivity of that team?
    • Are they equipped with in house mortgage and title?
    • Who will all the sign and advertising calls go to?
    • Who handles the listing destiny as far as marketing and promotion?
    • Do they have their own Design Team?
    • Does a portion of their sale go to charity?
    So When Interviewing Others Ask …
  • 63.
    • Do they have an in-house university?
    • Are they a top real estate firm when it comes to web searches?
    • Are their listings showcased on the #1 Real Estate website, Realtor.com?
    • Where does their company stand as far as getting important designations?
    So When Interviewing Others Ask …
  • 64.
    • Are they a profit sharing firm or are they committed solely to your best interests in the transaction?
    • Does their firm help them generate business so that they can spend more of their day working on your listing?
    • Do they have access to a Peak Performance Center or Virtual Business Center for ease of accessing other experts and marketing information?
    • Are they spending more than $1 billion a year to remain first and foremost in the minds of consumers so that they are more likely to capture the interested buyer on your home?
    So When Interviewing Others Ask …
  • 65.
    • Do home buyers AND home sellers rate their firm THE BEST when it comes to client satisfaction?
    And Finally….
  • 66. For an unbiased opinion of the type of service I provide, I will gladly provide you with contact information for past clients. They are my biggest advocates. Let them explain why we are…. Thank You!
  • 67. So You Have The Listing Now What?
  • 68. We are Going to Discuss
    • Setting the Market Mindset with Sellers
    • Creating Expectations
    • Under promising and Over delivering
  • 69. The Market Mindset
  • 70. When they say … Where Do I Sign?
    • You say, “As I mentioned at the beginning of my presentation, I don’t work with 100% of all clients I sit with. We need to make sure I can help serve you.”
  • 71. Why…You Might Not Want the Listing
    • How do we determine this?
    • Price, Price, Price &
    • Willingness to move on Price
  • 72. Who Determines Market Value?
    • The Market
  • 73. Remember This:
    • “ We won’t know for seven to ten days whether the market is accepting our price. The price we list at today is not as important as how quickly we adjust it once the market has spoken.”
  • 74. Ask the seller this: How does the market calculate value?
    • Beautiful floors
    • Great Neighborhood
    • New Roof
    • Big rooms
    • Fenced In yard
    • Quiet street
    • Tiled kitchen
    • Granite counters
    • Lots of space
  • 75. Then Explain: The Truth About Value
    • $ Your Neighbor’s house sold for
    • Number of bank owned properties in the area
    • Time of year
    • Number of homes for sale in the area
    • Interest rates
    • Number of buyers shopping for a home right now
  • 76. You Must Explain:
    • Value Can change daily
    • And typically in this market….the value is not going up
  • 77. The Market Has Our Back
    • “ What do you think would happen if we priced it to low?”
  • 78. Creating Expectations
  • 79. Most Agents
    • Despise Making that “price reduction” call
  • 80. Because their customer changes from…
  • 81. To
  • 82. If You
    • Create the expectation of regular price reductions you will never despise these calls again. Every price reduction brings you one step closer to
  • 83. Let’s Talk Groceries
  • 84.  
  • 85.  
  • 86. My Job
    • Is to make sure your home is at the check out isle and that could mean that we have to re-adjust pricing weekly.
  • 87. If we get NO showings first 10 days
    • We are at the back of the store, on the bottom shelf.
  • 88. If we get showings but no offers
    • We are being seen but shoppers don’t feel we are offering a bargain.
  • 89. Remember
    • You don’t set the price….
    • I don’t set the price….
    • The market sets the price…
  • 90. Each week
    • You will get the Market Has Spoken Report that will show you what’s going on with your home and others like it in the area.
  • 91. I’m Going to Do Everything
    • In my power to make sure we are under agreement quickly and with a good buyer .
    • Your job each week will be to let me know if you are ready to move closer to the check out counter.
  • 92. Listing Contract Addendum
    • Seller’s Responsibilities:
    • Weekly review of pricing
    • Review and act upon agent feedback
    • Minimum 1% price reduction monthly
    • Make property available for 100% of showings
    • Keep property neat and clean for showings
    • Be candid when I ask for feedback
  • 93. Listing Contract Addendum
    • My Responsibilities:
    • Weekly review of pricing
    • Review and act upon client feedback
    • Prepare and email Market Has Spoken Report
    • Market property where buyers are looking
    • Hold open houses at initial listing & after each price reduction
    • Lean on other agents in my firm and in the market to get feedback on pricing and condition
    • Make sure buyers are qualified
    • Remain your trusted advisor
  • 94. The Listing Is Signed! Now What?
  • 95. Under Promising, Over Delivering
  • 96. Why?
    • When you continually do more than you are expected to do, you create Raving Fans
  • 97. How?
    • Create expectations that you can continuously exceed
        • I’ll have your sign up by tomorrow afternoon (then have it up in an hour)
        • I will have a Design Center flyer to you for review by noon (then have it to them by 8am)
    • Don’t give away ALL of your secrets in your listing presentation...save some for “special customers”
  • 98. 20 Step System For Success Once The Home is Listed
  • 99.  
  • 100. 1. Take Awesome Photos – Lots of Them
    • Share the photos by placing them in the seller’s Dropbox file
    • Email the seller same day “I can already tell it’s going to be a pleasure working with you…I’ll be adding these photos today to the MLS and all the websites we syndicate to. Let me know if there are any that you don’t like.
  • 101. 2. Ask For Feedback on the Photos
    • EVERY TIME You correspond with the seller you must ask “Are you happy so far with the level of commitment I’ve shown to your home? ”
  • 102. 3. Send a Sit Back & Relax Card
    • Sit back, relax, and take in a movie on me. You are in good hands and our goal is mutual, a smooth move for you and your family
  • 103. 4. Feedback on the Movie Tickets!
    • “ Just making sure you got the movie tickets and you are going to take me up on a relaxing night out! Are you happy so far with the level of commitment I’ve shown to your home? ”
  • 104. 5. Update Your Voicemail
    • You’ve reached Stacey Alcorn, I’m not available to take your call as I’m currently meeting with another great client. Please leave a message and I’ll call you back promptly! Don’t forget to ask me about my amazing New Listing at 101 Dunshire – a gorgeous home with a lot to offer!
  • 105. 6. Yes, Feedback….
    • “ Hey guys, not sure if you heard my voicemail but I already got a comment or two on the little ad I did. Are you happy so far with the level of commitment I’ve shown to your home? ”
  • 106. 7. Connect With Your Clients & Share Your Listing With the World!
    • Make it a point to connect socially with your sellers since you’ll be using these sites to bring exposure to the property
  • 107. What if they aren’t “Socially” connected?
    • Take Jing Snapshots of your social network postings and email them to the seller & share through Dropbox
  • 108. Update all your sites!
    • Make sure you get maximum exposure by posting to your own pages plus the city/town Facebook page, your company fan/business page and then send a Jing photo of the update with an exposure count to the seller.
  • 109. 8. Heck Ya! Feedback….
    • “ Seems like people are “liking” the Facebook posts. Is there anything I’m not doing that I should be?”
  • 110. 9. Create a Facebook Event for Your Open House
    • And Advertise it using pay-per click advertising!
  • 111. Make sure to let them know
    • Wanted to give you an update of the event and ad I created to get the word out there about our open house!
  • 112. 10. And of course, Feedback….
    • “ Hey guys, I’m really trying to get your place noticed on Facebook. I hope you like the ad! Let me know if you are happy with the level of commitment I’ve shown to your home so far!”
  • 113. 11. Post to MLS, REMAX, Realtor.com
    • Send the seller links so they can see what their listing looks like on Realtor.com and REMAX.com
  • 114. 12. Feedback….
    • “ What did ya think….are you happy?”
  • 115. 13. Create a Listing Sheet
    • Email it to them for approval…
  • 116. 14. You Know….
  • 117. 15. Market Has Spoken Report
    • Automatically emailed every Monday
  • 118. 16. Feedback….
    • “ Just set you up for a weekly “Market has spoken report….are you happy with everything?”
  • 119. 17. Key to a Successful Open House
    • Canvas the Neighborhood & Invite to Your Open House
  • 120. & Make Sure to Collect Unbiased Feedback
  • 121. 18. Feedback…
    • “ Did you get that AWESOME postcard I sent to your neighborhood?”
  • 122. 19. After 7-10 Days
    • It’s time to have a conversation about price
  • 123. How Many Times Have You Asked For Feedback?
  • 124. Steps to a Great Conversation....
    • “ So, based on everything you’ve told me these past 7 days, you are thrilled with the level of service I’m providing and I appreciate your positive ongoing feedback.”
    • “ Sounds like you are ready to move your home closer to the check out line.”
    • “ We know the market is going to correct us even if we go too low, right?”
    • How aggressive should we get? A 10% reduction is super aggressive. You decide.
  • 125. 20. Upon Price Reduction
    • Voicemail Update
    • Flyers
    • Update REMAX.com & Realtor.com
    • Social Network updates, ads, events
    • Open House
    • Send them notice of what you are doing every step of the way
  • 126.  
  • 127. & Let’s Get More Aggressive in Marketing
    • You want to reward every price reduction by increasing the level of commitment to your marketing efforts.
    • These “bonus” marketing efforts are not part of your original listing presentation.
  • 128. The Listing Presentation
    • Creates the expectation of what you will do for that seller no matter what. Keep some of your “secret weapons” out of the presentation so that you can continue to under promise and over deliver on your marketing efforts every step of the way.
  • 129. Bonus Marketing Efforts Offer One Bonus Upon Each Price Reduction
    • And always remember to ask the seller “Are you happy so far with the level of commitment I’ve shown to your home?”
  • 130. Bonus: Video Tours
    • Use a service like HD Hat to make it awesome…it also syndicates everywhere!
  • 131. Bonus: SWAT Tour
  • 132. Bonus: Staging Company
  • 133. Final Thoughts
    • A listing is only worth it’s salt if it’s saleable
  • 134. Since you already own a
    • Why wouldn’t you bring it on EVERY listing appointment?
  • 135. If Your Sellers
    • Have a Market Mindset they will never think it’s YOUR fault their home hasn’t sold
  • 136. Create Expectations
    • To Avoid Customers Like This One
  • 137. And If You Under Promise & Over Deliver
    • You’ll have enough Raving Fans to last you a lifetime
  • 138. Stay In Touch Please!
    • Stacey Alcorn
    • P3 Coaching
    • Facebook.com/P3Coaching
    • You can find me on the RE/MAX Web Roster Too!

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