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Become a Listing Legend

Become a Listing Legend . Gee Dunsten, CRS . Strategic Thinking . Two Critical Questions: . What am I doing better than my competition? What am I not doing that my competition is doing better ?. Real Estate Industry is Not Strategic . Strategic Thinking .

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Become a Listing Legend

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  1. Become a Listing Legend Gee Dunsten, CRS

  2. Strategic Thinking

  3. Two Critical Questions: • What am I doing better than my competition? • What am I not doing that my competition is doing better ?

  4. Real Estate Industry is Not Strategic

  5. Strategic Thinking Focus on what consumer wants

  6. “All wisdom begins with the use of proper names”.

  7. Listing Presentations vs. Marketing Proposals

  8. Rectification of Names

  9. Insurance Industry

  10. Listings

  11. Listing Agent

  12. Time to do Critical Thinking

  13. Listing Agent vs.Marketing REALTOR

  14. Four P’s of Marketing • Product • Pricing • Positioning • Promotion

  15. Introducing the one “P” of Marketing …….. Pricing

  16. Wisdom Knowledge Information Data

  17. Pricing begat a long lasting love affair with listing

  18. Not Focused on What Consumer Wants

  19. Harris Poll

  20. Listingbegat “Listing Presentation”

  21. Listing Presentation begat “reason homes don’t sell” …… Price

  22. Homes don’t sell because of price begat …..“The buyer must determine the price.”

  23. The buyer determines the price begat …….“The market must determine the price”.

  24. “The Market” X Homes aren’t commodities

  25. The market must determine the price begat …..names/words:

  26. Comps Commodity Similar Homes CMA

  27. Let’s look a the properties that your future buyer will be looking at.

  28. Comps, Commodity, Similar Homes, and CMA begat ……Data Driven Presentations

  29. CMA vs. CPACompetitiveProperty Analysis

  30. SMS Strategic Market Strategy

  31. Strategic Market Strategy Pricing Staging Negotiating Positioning Promoting

  32. Who Determines / Influences the Final Price • Seller • Seller’s Agent • Buyer • Buyer Agents • Bank

  33. Pricing Is Like Throwing a Dart on a Dart Board

  34. What Percentage of Agents Have: • Access to the market data? • Ignore data when pricing their own home?

  35. Adaption to the Consumer Behavior

  36. Introducing the SMS begat ……Three Critical Thinking Questions

  37. CREATING a Culture of Confidence

  38. Arrive Early

  39. Take Notes

  40. Who’s idea was this?

  41. Customization

  42. Three Critical Thinking Questions: 1. 2. 3.

  43. These Three Questions Lead to a Three Point Presentations: 1. 2. 3.

  44. Based on your knowledge of the current market for homes similar to yours , do you feel that the market is improving in your favor or going in the wrong direction?

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