8 steps to work with the client for building your list of properties

1. Property LISTING is Our BLOOD
Working from the CLIENT SIDE
for REAL ESTATE AGENT 2018 By Yap

2. The Writer & Presentation
• The writer Yap has
been PRIVILEGED to
work as an AGENT in
one of Real Estate
company.
• The presentation
addresses some of the
question as to WHY we
still need to WORK the
BASIC.
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3. Scope
CATEGORY DESCRIPTION
Target reader Real Estate Agents for rookie
Field Real Estate
Location Indonesia
Time frame Year 2018
Why? Business moves so fast since Amazon starts in 1994.
Amazon is one of the company that revolutionalize
the internet into an online beast. It surpasses the
giant Microsoft in Feb. 14, 2018 in terms of market
value (CNBC). Microsoft started in April 4, 1975, while
Amazon started in July 5, 1994. In a sense, it takes
Amazon 23 years to surpass a 42 year-old giant.
Real Estate agent, however, needs to work the basic.
How Start working on the 8 steps for the client side.
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4. Practice Makes Perfect
“I fear not the man who has practiced
10,000 kicks once, but I fear the man
who has practiced one kick 10,000
times” (Bruce Lee).
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Real estate is similar to
sales work that requires
lots of practice and
hands-on experience.

5. The # 1 Duty of Real Estate Agent
• is to get property LISTING
• Listing is the START of an AGENT.
• Listing is the BLOOD of an Agent.
• NO known SPECIES has ever
LIVED WITHOUT BLOOD.
• Start finding FSBO* ads in the
neighborhood, newspaper or the
internet
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* FSBO = For Sale By Owner

6. 1. Meet the Client
• Client is a person who wants to
SELL property.
• Real estate is a PEOPLE business.
• Try to MEET UP
• Even if he or she is a busy person
• DO NOT assume that we can SELL
property without meeting the
client first
• GAUGE whether he or she has
the AUTHORITY to sell the
property
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7. Notes about the Client
• A HUSBAND or wife cannot sell the property
alone, unless he or she has PRE NUPTUAL
AGREEMENT.
• An HEIR cannot sell the property, unless he
or she has the PERMISSION from the rest of
the SIBLINGS.
• A MENTALLY CHALLENGED person cannot
the property, unless the COURT has RULED
out otherwise.
• A person with visible COGNITIVE
IMPAIRMENT (i.e. patient of stroke) will not
be able to sell the property, unless a
PSYCHIATRIST AND COURT both AGREE
otherwise.
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8. 2. Fill out the Form
• Make sure we get the proper
description of the property
• What is the width and length of
the lot?
• Get a copy of SITUATED MAP
from the deed
• We cannot sell the property if
the LOCATION is not CLEAR.
• We cannot sell the property if
the property’s BOUNDARIES are
not CLEAR.
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9. 3. Ask the Client to Sign or Check
• Ask the client to sign politely
• If the client is reluctant to sign,
ask ourselves have we
EXPLAINED about the FEE?
• Are we trying to rip a client off
with the fee?
• But DO NOT go BELOW our fee
standard
• Asking to sign the form is a way
of KNOWING the client’s
CHARACTER
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10. 4. Handle the Objections
• Keep in mind that we may have
to SPLIT your fee with other
agent
• Chances are we will CO-BROKE
with other agent
• I sell 80% of client’s properties
by co-broking.
• Prepare to WALK AWAY if the
client cannot meet up our
minimum fee
• DO NOT KILL our own BUSINESS
by setting the standard low
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11. 5. Location
• DO SURVEY the LOCATION
• CLIENT MAY PROMPT us to SKIP this stage,
until we bring in a customer.
• It may be interpreted as a soft BRUSH OFF
that client has not put a TRUST in US.
• It is OUR JOB to CONVINCE the CLIENT.
• It is NOT PROFESSIONAL to bring in a
customer WITHOUT KNOWING WHERE
exactly the location is before hand.
• Besides, we need to KNOW the CONDITION
of the property before.
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12. 6. Get Access
• Best if we can get a spare
KEY from the client
• We can bring customer in
ANY TIME.
• It is also a sign of TRUST we
get from the client.
• Do not abuse the trust
• Good access can definitely
SPEED UP our selling
process.
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13. 7. Clean Up
• We don’t need to have the house
flashy,
• But we DO need to have the
house CLEAN
• We don‘t have do it ourselves;
ASK the CLIENT to clean up
• It will help if the client wants to
have NEW PAINT
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14. 8. Advise Client to Declutter
• DO advise the client to
DECLUTTER the property
• Declutter = to remove clutter
from a room, or area (Mirriam
Webster Dictionary)
• DO REMOVE ANY THING that
may COVER the true BEAUTY of
the property
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15. Recap
ITEM DESCRIPTION
1 Meet the Client
2 Fill up the Paperwork
3 Ask Client to Sign
4 Handle the Objections
5 Survey Location
6 Get Access
7 Clean up
8 Advise to Declutter
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16. The End
Feel free to write me feed back
alex.jayasampurna@gmail.com
If you like these slides, share them!
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17. Reference and Appreciation
REFERENCE:
Kimmons, J. (2018 August 15). Duties
and Responsibilities of Real Estate
Broker.
Retrieved from
www.thebalancesmb.com
APPRECIATION:
For being there and becoming my
worthy adversary in terms of intellegent
discussion, I would like to thank my wife
Maria Westvillage.
For being relentless and giving the tough
love, I would like to thank my mum.
Thank you for the discipline.
For being my refuge and my fortress, I
thank the Lord.
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18. Picture Credits
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SLIDE SITE PICTURE CREDIT
1 Pixabay Blood Qimono
2 Pexels Type writer rawpixel
2 Mine Selfie Yap
3 Pexels Fast
4 Pixabay Star TuendeBede
4 Pixabay Bruce Lee tee2tee
5 Unsplash Houses
6 Pexels Hand Shake rawpixel
6 Pexels Busy woman
7 Pexels Notes Startup Stock
7 Pexels Businessman Bruce Mars
8 Pexels Writing rawpixel
8 Pixabay Castle OpenClipart
SLIDE SITE PICTURE CREDIT
9 Pexels Agreement rawpixel
9 Pexels I Agree Pixabay
10 Harmonica
10 Closed
11 Pexels Map rawpixel
11 Pexels Tablet rawpixel
12 Pexels Access rawpixel
12 Pexels Set of Keys Luka Siemionov
13 Pexels Scrub rawpixel
13 Pexels Mop rawpixel
14 Pexels Box Bruce Mars
14 Mirriam Declutter Mirriam Webster
15 Unsplash Recap rawpixel

19. Picture Credits
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SLIDE SITE PICTURE CREDIT
16 Sluh.org AMDG St. Louis U.
16 Luke1428 Luke 6:38 Brian Fourman
17 Pixabay Reference Hans
18 Unsplash Photographer G. Sanchez
19 Unsplash Photographer Jordan Whitfield