The appointment with a buyer or seller is something you need to prepare for and what many Sales Associates take for granted. If you are not closing at least 50% of your appointments you need to re-evaluate your presentation. If you have done a good job with your presentation, the customer should enter into a contract with you. Presentations must be the same every time to develop a selling system that can produce predictable results.

1. FUNDAMENTALS IN REAL ESTATE
SERIES PART 4
WORKING WITH SELLERS

2. RE/MAX Mumbai Gujarat
RECAP
 Part 1 - Getting Started
o Nature of the work
o Market trends
o Become the Sales Associate of choice
o Four reasons why Sales Associates fail
o Sales Associate mission statements
o Goals
o Marketing plan

3. RE/MAX Mumbai Gujarat
RECAP
 Part 2 - Marketing
o Needs and wants of consumers are changing
o The brand
o Marketing a service
o Building relationships
o Marketing rules
o Personal promotion
o Specialize
o Elements for your marketing plan

4. RE/MAX Mumbai Gujarat
RECAP
 Part 3 - Prospecting
o Repetition
o Seek opportunities for leverage
o Six steps to getting started
o Farming
o Direct response marketing
o Expired listings
o For Sale by Owner
o Ad/sign call system
o Open houses

5. RE/MAX Mumbai Gujarat
TODAY’S AGENDA
 Presentation to a seller
 Pre-listing package
 Listing package
 Presentation steps
 Pricing
 Negotiating with sellers
 Cutting commissions
 Follow-up system
 After closing
 How to avoid the eight biggest selling
mistakes

6. PRESENTATION TO A
SELLER

7. RE/MAX Mumbai Gujarat
QUESTIONS TO ASK
SELLER
 Are you planning to interview more
than one Sales Associate?
 Where are you moving to?
 When do you have to be there?
 Will you describe the property in as
much detail as possible?
 What improvements have been made
to the property?

8. RE/MAX Mumbai Gujarat
LISTING PROCESS
 Two step listing process
 One step listing process

9. PRE-LISTING PACKAGE

10. RE/MAX Mumbai Gujarat
PRE-LISTING PACKAGE
INCLUDES
 Introductory letter
 Testimonials/references
 Performance history - Yours, RE/MAX office,
market, competition
o Market share graph
o Sales to list ratio
o Time on market
o Sales volume
 Dangers of overpricing
 Promo pieces on you and/or RE/MAX
 Sample marketing pieces
 Listing agreement

11. LISTING PACKAGE

12. RE/MAX Mumbai Gujarat
 Letter to client from you
 Listing agreement
 Disclosure forms
 Comparative Market Analysis (CMA)
 Company brochure
 Personal brochure or resume
 Sample property brochures, feature
sheets, flyers
 Testimonials/letters of reference

13. RE/MAX Mumbai Gujarat
 Information pieces
 Why use a Sales Associate?
 Remodel or sell?
 Dangers of overpricing
 Market statistics
 Your marketing plan
 Service guarantee
 Performance history (use office
numbers if you are a new Agent).
 Professional designations, education
courses and certificates received.

14. RE/MAX Mumbai Gujarat
 Seller’s Guide - May include information
described above plus:
 Steps in the selling process
 Preparing your home for sale
 The agency relationship
 Pricing
 Seller’s Checklist - items you need to market
home
 Showing information
 Open House procedure information
 Lawyers
 Cost of Selling
 Deducting your move (tax information)

15. PRESENTATION STEPS

16. RE/MAX Mumbai Gujarat
 Preparation and research
 Call and confirm appointment
 Establish seller’s objectives
 Presentation
 Sales Associate selection
 Confirm asking price
 Explain & sign the listing agreement

17. RE/MAX Mumbai Gujarat
 Establish trust
 Determine the seller’s motivation
 Experience and expectations
 Length of your presentation
 Seller questions
 Sell your credentials and marketing
plan
 Listing or marketing plan

18. PRICING

19. RE/MAX Mumbai Gujarat
CURRENT MARKET
CONDITIONS
 Buyer’s market
 Balanced market
 Seller’s market
 Sale to List Price
 Average Sale Price Trend
 Total Homes Listed Versus Sold
 Seasonality

20. RE/MAX Mumbai Gujarat
CONDITION OF THE
PROPERTY
 Staging
 Other Factors in Pricing – Location,
Size and Amenities
 Initial Impression
 Taking Overpriced Listings
 Dangers of Overpriced Listings

21. NEGOTIATING WITH
SELLERS

22. RE/MAX Mumbai Gujarat
 Overcoming Objections
 Seller Objections
 Cutting Commissions
 Commission Objections

23. FOLLOW-UP SYSTEM

24. RE/MAX Mumbai Gujarat
 Set up a weekly or bi-weekly market
report for your active listings.
 Set up an aggressive price reduction
campaign

25. AFTER CLOSING

26. RE/MAX Mumbai Gujarat
 Customer Satisfaction
 Handling Complaints

27. HOW TO AVOID THE 8
BIGGEST SELLING
MISTAKES

28. RE/MAX Mumbai Gujarat
1. Wrong Price
2. As-Is Condition
3. No Curb Appeal
4. Not Making Your Home “Fit to Sell”
5. Lavishly Over Improving
6. Not Using a Professional
7. Not Disclosing Defects
8. Play Hardball

29. RE/MAX Mumbai Gujarat
THANK YOU