Fall into winter success
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Join featured guest Laura Fitzgerald to learn how to secure the listing without compromising your compensation. Watch the recorded webinar at http://bit.ly/1sbwDtG
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Fall into winter success
- 1. Host: Alyson Engelbrecht Trainer, Market Leader Fall into ‘Off-Season’ Success How to win listings all year long
- 2. The Plan for Today… • Key contents of a winning pre-listing packet • How to negotiate for your full commission • How to prepare your sellers for success
- 3. Meet Our Featured Expert Laura Fitzgerald Idaho American Dream Realty
- 4. Building Your Listing Presentation Muscle The Preparations
- 5. “Fall” Doesn’t Mean Fall Asleep
- 6. Know Your Market • Car Caravans • Broker’s Open’s
- 7. Know Your Clients • Listen to their cues • What they say is not always what they want
- 9. Pre-Listing Packet Do a Drive by and photograph the house front
- 10. Pre-Listing Packet Where the listing will be seen Pull all the buyers that fit the search from your ML What Buyers are looking for in your home
- 11. Pre-Listing Packet Benefits of Staging and tips on how to do it
- 12. Pre-Listing Packet • Real Estate terms and definitions • Sold Comps, not active • Last Sale • Tax tools
- 13. Negotiating at the Appointment
- 14. The Best Defense, Is a Good Offense “The act of being a realtor is not as important as the service you give” ~ Laura Fitzgerald
- 15. Service = Value Show your Value: • Yourself • Your work • Commission • Price point • Preparation
- 16. What to Bring… Bring your confidence & Active Comps
- 17. Top 2 Things Agents Negotiate Commission Price Point
- 19. What Happens When You Cut Commission? • Listings beat you to death • Non-priority showings? • Do you split the cut?it on
- 20. Closing / Encouraging Statements for Sellers • “Your life returns to normal” • “Peace of mind” • “Now able to schedule a firm moving date” • “Your family gets to move together” • “You will now have the ability to buy a new home when you relocate” • “The ability to move on and begin planning your next steps”
- 21. Don’t Let Your Seller’s Sabotage the Negotiations
- 22. Are you a Piranha Agent? …You should be!
- 23. Service – You Protect Your Clients Seller’s should never talk to the Buyer’s Agent, conversations will be used against you in the negotiations.
- 24. Listing in the ‘off’ Season
- 25. Baby, it’s Cold Outside
- 26. Happy Holidays
- 27. The Buyers Aren’t Looking
- 28. Let’s Review: • Preparation is the key to all your client interactions • Use a pre-listing packet to show value before you even meet them • If you can’t show your value, how will clients know to use you? • Show your value, and commission negotiations will become less common • Be a piranha for your client, and protect them from other toothy agents in the sea
- 29. Use It Now • Research your clients and figure out who they are • Not using a pre-listing packet? Try it out • If you can do a ‘drive by’ to get a photo your pre-listing packet – Do it! • Show your value so you aren’t left negotiating price • Get feed back from clients on what you could have done different that would have gotten you the listing
Editor's Notes
- Are you continuing to work your leads as you would in the spring? - is it slow because you want it to be? -
- Sometimes what they say in the beginning