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Real Estate Marketing and Sales Essentials

Real Estate Marketing and Sales Essentials. Steps for Success Dan Hamilton. Seller Listing Procedures. Introduction:. Seller Listing Procedures. Types of data for a CMA: Actives Solds Expireds. Seller Listing Procedures. Area Square footage Age Amenities Terms of sale.

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Real Estate Marketing and Sales Essentials

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  1. Real Estate Marketingand Sales Essentials Steps for Success Dan Hamilton

  2. Seller Listing Procedures Introduction:

  3. Seller Listing Procedures Types of data for a CMA: • Actives • Solds • Expireds

  4. Seller Listing Procedures • Area • Square footage • Age • Amenities • Terms of sale

  5. Seller Listing Procedures To run a CMA on your computer: • Pull up the tax records for the area. • Pull up the CMA program on your MLS. • Run the CMA by subdivision, then run it by map area.

  6. Seller Listing Procedures Questions to ask a seller while on the telephone: KEY QUESTION: Do you have a second to tell me a little bit about your home? • How many bedrooms and bathrooms do you have? • How many living areas are in the house? • Is there a garage? If so, how many cars does it hold? • What kitchen equipment do you have? • Is your patio covered? • Is there a fence? What is it made from metal or wood? • Does the house have a security system or an intercom? • Do you have a swimming pool or a spa? • Does the house have central heat and central air? • What type of flooring is used in the house? • Is there a fireplace or a wet bar in the house? • What else can you tell me about your home?

  7. Seller Listing Procedures Follow these steps while communicating the results of your CMA: • Explain how the CMA is organized. • Tell the sellers why each type of property in the CMA is important to the process. • Begin with recent sales, giving this section the most weight. • Describe each property thoroughly, comparing it to the sellers’ homes. • Allow ample time for the sellers to digest the information. • Point out the range of values. • Present a net proceeds estimate based on the middle of your recommended range. • Remind sellers of their goals. Help the sellers to set the correct price.

  8. Seller Listing Procedures The presentation manual serves two main purposes: • Provides a visual presentation of the services offered. • Provides a track for the real estate salesperson to follow

  9. Seller Listing Procedures The meeting should have the following track: • Ask questions.   • Inspect the property. • Discuss my abilities to market the property. • Discuss my company’s abilities to market the property. • Discuss my personal marketing plan for the property. • Determine the price that will sell the property.   • Discuss working together for the benefit of both parties.

  10. Seller Listing Procedures Ask the seller a series of questions: • Why are you moving? • When do you want or have to move? • How long have you lived in your present house? • What “major improvements” have you made to the house in the last year? • Who else are you talking with about the sale of your house? • Can you move without selling this house first? • Would you consider owner financing? • How did you arrive at your price? • Do you have any concerns about making a move? • Which of the following is most important to you: price, timing, or convenience? • What would it do to your plans if you just couldn’t sell? • What would it take for you to list with me tonight?

  11. Seller Listing Procedures The five types of listing agreements include: • Open • Exclusive Right to Sell (ERS) • Exclusive agency • Net • One-time

  12. Seller Listing Procedures Some final points on listing presentations: • Do not tell jokes during the presentations. • Do not talk to inattention. This simply means if the sellers are not listening, do not continue. • Film yourself.

  13. Seller Listing Procedures The post-agreement discussion occurs after a listing is signed. During this discussion the real estate salesperson should mention the following: • Open houses • Pets • Advertising  • Security • Safety  • Quick sale  • Showing   • Odors  • Cleaning  • Expensive items • Updates •   Communication

  14. Seller Listing Procedures The following procedures for open houses will help maximize your efforts: • The “open house” must be priced right. • Location is critical for the “open house”. • Advertising the open house. • Directional signs are necessary. • Always schedule two “open houses”. • The owner must be absent.

  15. Seller Listing Procedures Summary:

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