How to learn Pricing plantation

1. Aaron Novello

2. My Story
2006
•Gainesville, FL
•Hot Market

3. Seasons

4. Question

5. The Reality
• The first 60 days in a brand-new market, I took 10
listings in 2 months
• None were selling!
• What do you think the problem was?
• What really causes a home to NOT sell?

6. The Skills
• Process of listing property
• 1) Set Appointments
• 2) Pre-Qualify Clients
• 3) Listing Presentation
• 4) Handle injections and close
Even if you do all this right, if you don’t price the home properly it won’t
sell!
Know how to price property is a license to print money...

7. Pricing Skills
When times get tough, only the skilled get paid
1. Pre-Qual
2. Pricing Portion Listing Presentation
3. Price Reductions
4. Presenting offers less than asking

8. What Changed?
• Consumers have just as much information regarding their property as you do.
• Why are we still presenting in an authoritative manner?
• There are three communication styles
1) Paternalistic “I know and you don’t. Leading with Authority.
2) Informative- here is all the information you decide. (Not really what
we want)
3) Interpretative- the sweet spot. “ We are going to look at this
information together as a team”

9. Pricing Portion
Pricing Portion Listing Presentation
• “I Study Homes and Prices everyday” (outdated mindset)
• Agents no longer have a monopoly on information.
• Self-Discovery “look at this information together as team”
• Buyers Hat vs. Sellers Hat

10. Key Phrases
• What is going to come to the surface is not a pin point to the penny in terms
of price.
• Instead we will see a tight realistic range.
• From there it will come down to strategy as price is a strategy in an attempt
to get the most.

11. Strategies
•We will go over the strategies you have at your
disposal.
•I want you to feel comfortable with the strategy we
end up choosing.
•Whatever you decide I will support you 100.

12. The Price Reductions
HOW
• State Intentions
• Explain What’s Happened
• Revisit Motivation
• Explain What They Need to do to
• Close

13. SUBSCRIBE For a Recording of
This Presentation
Book a Call With Aaron

14. The Truth About
…and Why it is the Fastest Growing Real Estate Company of All Time!
Learn How to Never Pay for Coaching, Training or Technology Ever Again!

15. The Harsh Reality
Most Realtors are…
• Not planning their financial freedom.
• On a “transaction treadmill.”
• Not being coached.

16. We See Big Challenges
with
The Real Estate Industry.

17. Why is eXp disrupting the
industry?

18. Industry Innovation is Always Happening
Brick & Mortar Anytime, Anywhere
Traditional
Brokerages

19. “Neither RedBox nor Netflix are even
on the radar screen in terms of
competition”
said Blockbuster CEO Jim Keyes,
speaking to the Motley Fool in 2008

20. Innovation Is Always Happening
eXp Realty is innovating in the real estate brokerage space
Brick & Mortar Locations Anytime, Anywhere
Traditional
real estate brokerages

21. The Traditional
Real Estate Model
for the last 100 years!

22. Feudalism (original model)
CEO
Regional Owner
Local Owner
Agents
Stable has two definitions:
1. Reliable and consistent
2. An enclosure to keep animals in place.

23. That evolved into PROFIT
SHARING
Splits - Expenses = Profits Distributed to Agents

24. The Future is NOW
eXp
Agent =
1. Lead Generation
2. Technology
3. Training
4. Health Insurance
5. Stock Awards
6. Revenue Share
7. Collaboration
Owner
International
Region
Owner
Staff
Agent
X
X
X

25. “You are not going to get rich renting out
your TIME, you must own EQUITY.”
Are you getting an upside of the
mothership?

26. EXP (model)

27. Downline (EXP)
$16,800 + $19,200 = $36,000 per year
Equivalent to investing $720,000 at 5% (in order to get 720k, you must earn
$1,440,000)
$280
0
$280
0
$280
0
$280
0
$280
0
$280
0
$16,80
0
$320
0
$320
0
$320
0
$320
0
$320
0
$320
0
$19,200
YOU

28. Leverage
“We don’t live in a world of HAVES and have NOTS, we
don’t live in a world of RICH and POOR; we live in a world
of people who HAVE LEVERAGE and people who DON’T.”
Labor Capital Product Service

29. Innovation Curve
From 20,000 agents in 2020
To 84,000 in 2022

30. Are You Planning on
Selling Real Estate
Forever?

32. What’s Your “I’m Done!” Number?
Monthly
Residual Income
Annual
Residual Income
Cash Saved
At 5%
$5,000 $60,000 $1,200,000
$10,000 $120,000 $2,400,000
$20,000 $240,000 $4,800,000
$30,000 $360,000 $7,200,000
$40,000 $480,000 $9,600,000
$50,000 $600,000 $12,000,000
$100,000 $1,200,000 $24,000,000

33. How Much Are
You Saving Per
Year?
Let’s Do The Math…
What’s Your
“I’m Done”
Number?
How Much Have
You Saved So
Far?
How Many Years
Will It Take To
Save The
Difference?

37. You Have A Choice…
ATTRAC
T
10-15 Agents
in the next
2-3 years
OR
SAVE
$4.8m to $7.2m
in the next
20-30+ years

38. ➔FREE Group Coaching Call Once a Week
➔FREE Roleplay group (Roleplaying Partner 5x week,
Roleplay for setting appointments and listing presentation)
➔FREE Online Classes and scripts
➔FREE Mastermind groups
What does Partnering With Elite Builders Look Like?

39. More Freebies…
➔Morales Group University
➔Ask Me Anything
Mastermind

40. More Freebies…
Weekly Production Call with Lars
Weekly Agent Attraction Call with Lars
Access to Real Estate B-School Online University

41. Book a Call With
Aaron