How to Get the Listing Art Caccese Listing/Expired Listing Expert (757) 876-1693 CacceseRealEstate.com
Why Listings? <ul><li>“ They’re your best business building  leverage points.”  </li></ul><ul><ul><li>A listing properly p...
Make It Happen <ul><li>It’s time for the hard work  generating leads to pay off -- it’s time to WIN THE LISTING! </li></ul...
Your Goals <ul><li>An informative pre-listing packet and a high impact listing presentation will achieve the following: </...
Pre-qualify the Sellers <ul><li>When you set an appointment you will want to confirm important details, including their mo...
Pre-qualification Questions <ul><li>Will all the decision makers be present when we meet? </li></ul><ul><li>Where will you...
Position Yourself with a Pre-Listing Packet <ul><li>Your pre-listing packet prepares the sellers for the listing appointme...
Your Pre-Listing Packet <ul><li>The pre-listing packet plays two critical roles: </li></ul><ul><li>Pre-selling: builds con...
Customize the Packet <ul><li>Personalize the pages e.g., About Me, Testimonials </li></ul><ul><li>Include REIN forms e.g.,...
The Listing Consultation <ul><li>Here you deliver the two things the sellers are most interested in: </li></ul><ul><ul><li...
The Listing Presentation Win the Listing! <ul><li>Professional </li></ul><ul><li>Different formats </li></ul><ul><li>Make ...
Professional Materials
12 Step Listing Consultation <ul><ul><li>Greet sellers </li></ul></ul><ul><ul><li>Check on the pre-listing packet </li></u...
WIN THE LISTING! Win the Listing!
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How to get the listing

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The approach to take when you want to "win the listing."

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How to get the listing

  1. 1. How to Get the Listing Art Caccese Listing/Expired Listing Expert (757) 876-1693 CacceseRealEstate.com
  2. 2. Why Listings? <ul><li>“ They’re your best business building leverage points.” </li></ul><ul><ul><li>A listing properly priced and marketed generates income from the sale </li></ul></ul><ul><ul><li>It also attracts other buyers and sellers </li></ul></ul><ul><ul><li>A listing positions you to sell the owners their next house or refer them to another KW agent where they’re moving to </li></ul></ul><ul><ul><li>It provides the best ROI for your marketing dollars </li></ul></ul><ul><ul><li>Listings even out the cash flow and help you plan </li></ul></ul>Win the Listing!
  3. 3. Make It Happen <ul><li>It’s time for the hard work generating leads to pay off -- it’s time to WIN THE LISTING! </li></ul>Win the Listing!
  4. 4. Your Goals <ul><li>An informative pre-listing packet and a high impact listing presentation will achieve the following: </li></ul><ul><ul><li>Pre-qualify the sellers </li></ul></ul><ul><ul><li>Position you as an expert real estate professional </li></ul></ul><ul><ul><li>Win the listing </li></ul></ul>Win the Listing!
  5. 5. Pre-qualify the Sellers <ul><li>When you set an appointment you will want to confirm important details, including their motivation to sell </li></ul><ul><li>It’s critical to pre-qualify them before the appointment </li></ul>Win the Listing!
  6. 6. Pre-qualification Questions <ul><li>Will all the decision makers be present when we meet? </li></ul><ul><li>Where will you be moving to? When do you have to be there? </li></ul><ul><li>Do you have a price in mind? </li></ul><ul><li>At our appointment, are you planning to list with me? </li></ul>Win the Listing!
  7. 7. Position Yourself with a Pre-Listing Packet <ul><li>Your pre-listing packet prepares the sellers for the listing appointment, helps you evaluate their motivation to work successfully with you, and results in a signed listing agreement. </li></ul>Win the Listing!
  8. 8. Your Pre-Listing Packet <ul><li>The pre-listing packet plays two critical roles: </li></ul><ul><li>Pre-selling: builds confidence in you and addresses most of their questions and concerns </li></ul><ul><li>Saving time: makes the appointment go more smoothly and takes less time </li></ul>Win the Listing!
  9. 9. Customize the Packet <ul><li>Personalize the pages e.g., About Me, Testimonials </li></ul><ul><li>Include REIN forms e.g., disclosures </li></ul><ul><li>Seller paperwork: </li></ul><ul><ul><li>Tests their motivation </li></ul></ul><ul><ul><li>Gives them a task to do either before you arrive or while you’re touring the house </li></ul></ul><ul><ul><li>Helps you later </li></ul></ul><ul><li>Hand deliver the packet </li></ul>Win the Listing!
  10. 10. The Listing Consultation <ul><li>Here you deliver the two things the sellers are most interested in: </li></ul><ul><ul><li>Why you’re the person for the job </li></ul></ul><ul><ul><li>The list price you recommend </li></ul></ul>Win the Listing!
  11. 11. The Listing Presentation Win the Listing! <ul><li>Professional </li></ul><ul><li>Different formats </li></ul><ul><li>Make it your own </li></ul>
  12. 12. Professional Materials
  13. 13. 12 Step Listing Consultation <ul><ul><li>Greet sellers </li></ul></ul><ul><ul><li>Check on the pre-listing packet </li></ul></ul><ul><ul><li>Build rapport </li></ul></ul><ul><ul><li>Evaluate the home </li></ul></ul><ul><ul><li>Consult: focus on the sellers’ needs </li></ul></ul><ul><ul><li>Discover and prioritize needs </li></ul></ul><ul><li>Present your value proposition and marketing plan </li></ul><ul><li>Check for commitment </li></ul><ul><li>Present your pricing recommendations </li></ul><ul><li>Set mutual expectations </li></ul><ul><li>Handle any unresolved questions or objections </li></ul><ul><li>Close for the listing agreement </li></ul>Win the Listing!
  14. 14. WIN THE LISTING! Win the Listing!

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