2. RE/MAX Mumbai Gujarat Maharashtra
Getting him to sign an exclusive/open
ended contract is the key thing you want
to achieve out of your meeting with the
prospect
3. RE/MAX Mumbai Gujarat Maharashtra
3 P of Marketing
People : The people who are involved in
selling the property. That is you primarily who
will be responsible to sell the property. How
you present yourself is critical.
Price : Pricing the property is crucial. It
determines the time the property will stay in
the market.
Product : Staging the property to give the
maximum price is important for overall
success.
4. RE/MAX Mumbai Gujarat Maharashtra
Pre-Meeting Questions
Are you planning to list your home?
Where are you moving to?
When do you have to be there?
How much do you plan on spending?
Will you describe the property in as much
detail as possible?
What improvements have been made to
the property?
5. RE/MAX Mumbai Gujarat Maharashtra
Pre – Listing Package
Introductory letter
Past client list
Testimonials/references
Performance history - Yours, RE/MAX office, Market, Competition
Market share graph
Sales to list ratio
Time on market
Sales volume
Information on pricing (Dangers of Overpricing)
Promo pieces on you and/or RE/MAX
Sample marketing pieces
Sample copy of listing
6. RE/MAX Mumbai Gujarat Maharashtra
Listing Package
• Letter to client from you
• Listing agreement
• Disclosure forms
• Comparative Market Analysis
• Company Brochure
• Personal Brochure or Resume (information on
you and why client should use you.)
• Sample property brochures, feature sheets,
flyers
• Testimonials/letters of reference
7. RE/MAX Mumbai Gujarat Maharashtra
Listing Package – Contd..
• Information pieces
– Why use a Realtor?
– Remodel or Sell?
– Dangers of Overpricing
– RE/MAX market share graph
• Market statistics
• A market share graph to show the RE/MAX
market share in your community.
• Your marketing plan
• Service guarantee
8. RE/MAX Mumbai Gujarat Maharashtra
Listing Package – Contd..
• Professional designations, education courses and
certificates received.
• 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)
9. RE/MAX Mumbai Gujarat Maharashtra
Presentation – Preparation &
Research
• Prepare your listing package
including marketing plan and CMA
to take with you or mail/deliver if
you use a pre-listing package.
• Customize to the seller based on
information gathered focusing on
sellers needs and wants.
10. RE/MAX Mumbai Gujarat Maharashtra
Presentation – Call & confirm
appt
• Share with the seller your goals and
agenda for the appointment.
• Be on time and have a professional
appearance.
• Be personable and professional –
establish rapport.
• Note their hobbies and interests,
children, pets, leisure activities,
career.
11. RE/MAX Mumbai Gujarat Maharashtra
Presentation – Seller’s
Objectives
• Preview the home – note
features, why sellers bought
initially.
• Timelines, motivation
• Base your presentation
content on this information.
12. RE/MAX Mumbai Gujarat Maharashtra
Presentation -
Present your marketing plan for the
property
Keep seller involved by asking
questions as you go.
13. RE/MAX Mumbai Gujarat Maharashtra
Presentation – Sales Associate
Selection
• Present your credentials, RE/MAX
credentials
• Ask ‘Can we work together’
• Handle Objections
• Confirm asking price
• Explain & sign the listing agreement
– Ask for house key
14. RE/MAX Mumbai Gujarat Maharashtra
Do and Dont
• Avoid too high price, too small a term,
incompatible expectations,
• Map your skills to the requirement of seller
• Explain features of marketing plan with
reasons
• Identify prospective buyers and create the
marketing plan to suit the same
• Your USP should come out in the presentation
• Price is the key
• Plan – practice – keep repeating your
presentation
15. RE/MAX Mumbai Gujarat Maharashtra
Establishing Trust
• You are new to the industry.
• You are unfamiliar with their
neighborhood.
• You have vacation plans during the listing
period.
• Don’t let the seller’s questions bring out
these negatives as this will lessen the trust
factor. Bring out the negatives early and
have solutions.
16. RE/MAX Mumbai Gujarat Maharashtra
Determine the seller’s
motivation
• Why have you chosen to move now?
– Reasons are numerous and include job
relocation, family expansion, functional
obsolescence, foreclosure, retirement/death
• What would happen if you didn’t sell?
• Are there any issues which need to be
resolved before making a move?
• Have you definitely decided to move at this
time?
17. RE/MAX Mumbai Gujarat Maharashtra
Experience and Expectation
Create a form that asks for all the
improvements/features of the home to be
completed by the seller and include it as
part of the pre-listing package.
This helps you identify why they like the
home and their perception of its selling
features. Use this information in your
feature sheet.
