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Perfect Your Prelist Package and Listing Consultation

Perfect Your Prelist Package and Listing Consultation. Jackie Ellis. Jackie Ellis. The Jackie Ellis Team Mega Agent Keller Williams Boynton Beach Keller Williams Boca Raton Operating Principal (two Market Centers).

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Perfect Your Prelist Package and Listing Consultation

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  1. Perfect Your Prelist Package and Listing Consultation Jackie Ellis

  2. Jackie Ellis The Jackie Ellis Team Mega Agent Keller Williams Boynton Beach Keller Williams Boca Raton Operating Principal (two Market Centers) Perfect Your Prelist Package and Listing Consultation

  3. Please complete an evaluation formfound in the back of your program guide. Perfect Your Prelist Package and Listing Consultation

  4. The Jackie Ellis Team 2013 Production Numbers 409 Closings Volume $94,275,242 Gross Closed Income $2,606,206 Perfect Your Prelist Package and Listing Consultation

  5. What Is a Model? Perfect Your Prelist Package and Listing Consultation

  6. Foundational Model Which business has a more stable foundation? Stable Unstable Perfect Your Prelist Package and Listing Consultation

  7. “To me, modeling is the pathway to excellence…. the movers and shakers of the world are often the professional modelers—people who have mastered the art of learning everything they can by following other people’s experience rather than their own.” - Tony Robbins Perfect Your Prelist Package and Listing Consultation

  8. The Power of a Prelisting Package Perfect Your Prelist Package and Listing Consultation

  9. The Power of a Prelisting Package 1. Make a Prelisting Package – Maintain a Supply What the Package Does Package Contents Delivery Options Perfect Your Prelist Package and Listing Consultation

  10. 1. Make a Prelisting Package A. Marketing Materials • 90 percent one-time preparation, 10 percent custom • These materials help them get to know you B. Seller Homework • Involves the seller in the process Perfect Your Prelist Package and Listing Consultation

  11. 2. What the Package Does Opens communication with the prospect and immediately increases their confidence in you Provides data or documents they need to gather in advance Saves time in the consultation Lets C and S DISC profiles dig into data on their own time Prepares them for the consultation Perfect Your Prelist Package and Listing Consultation

  12. 3. Package Contents Perfect Your Prelist Package and Listing Consultation

  13. 3. Package Contents (cont.) Perfect Your Prelist Package and Listing Consultation

  14. 3. Package Contents (cont.) Homework for Sellers • Documents they need to complete • Things you need to know from them • Facts they need to review Perfect Your Prelist Package and Listing Consultation

  15. 3. Package Contents (cont.) Sample Prelisting Package Contents • Sample sales contract • Explanation of listing process • Seller new sheet • Importance of accurate pricing • Pricing misconceptions • Myths about why homes sell • Pricing and/or staging your home DVDs • Value of inspections, appraisals, and warranties • Sample inspection report • Preparing you home for sale checklist Perfect Your Prelist Package and Listing Consultation

  16. 4. Delivery Options • ASAP (24 – 72 hours) • You, a teammate, or a messenger • At their workplace, if possible, have someone sign for it Top agents report a dramatic decrease in time spent to get the listing since they began using a prelist package. Perfect Your Prelist Package and Listing Consultation

  17. Prelisting Package Wrap-up • Speed • Scripting • Follow-up (if not home) Perfect Your Prelist Package and Listing Consultation

  18. The Art of Listening Perfect Your Prelist Package and Listing Consultation

  19. Mastery Consultation Twelve Steps to Mastery • Confirm the Appointment • Adopt a “Yes” Mindset • Enter and Tour • Begin the Conversation Perfect Your Prelist Package and Listing Consultation

  20. Mastery Consultation (cont.) 5. Explain Agents vs. Consultants • Uncover and Prioritize Needs • Present Your Value Proposition • Check for Commitment Perfect Your Prelist Package and Listing Consultation

  21. Mastery Consultation (cont.) • Handle Objections • Negotiate to Resolve Issues • Set Expectations of Working Together • Close Perfect Your Prelist Package and Listing Consultation

  22. Mastery Consultation (cont.) • Confirm the Appointment • “Did you get the package?” • “Did you complete the homework section?” • “If not, it would be great if you could before I came over …” • “As we discussed, you and your husband will both still be there, right?” If not, then reschedule! Perfect Your Prelist Package and Listing Consultation

  23. Mastery Consultation (cont.) 2. Adopt a “Yes” Mindset A. The listing is mine if I want it. B. I am the local real estate market expert. Perfect Your Prelist Package and Listing Consultation

  24. Mastery Consultation (cont.) • Enter and Tour A. Build rapport. Use FORD (Family, Occupation, Recreation, and Dreams). B. Go to the kitchen C. Ask the client to verify what they would like to accomplish today. Perfect Your Prelist Package and Listing Consultation

  25. Mastery Consultation (cont.) 4. Begin the Conversation A. Take control in a professional, soft-spoken, very confident, friendly way—smile! B. Rely heavily on visuals and market statistics to anchor your credibility. Good, solid data, as well as market and neighborhood knowledge, is very persuasive. C. Once all comparable properties are identified, recommend a sellingprice or a very tight range within which the house will sell, and commit to a probable number of days on market. Perfect Your Prelist Package and Listing Consultation

  26. Mastery Consultation (cont.) 4. Begin the Conversation (cont.) D. Always write on the CMA that the price and DOM is dependent on the home being in “updated, staged, and pristine condition.” As-is homes are priced much lower. E. Then ask, “Out of curiosity, how much had you estimated that your house would sell for, based on the comparable properties?” Perfect Your Prelist Package and Listing Consultation

  27. Mastery Consultation (cont.) • Explain Agents vs. Consultants A. Agents assume, tell, and sell. It’s often win-lose. B. Consultants ask, listen, and consult. It’s win-win. Perfect Your Prelist Package and Listing Consultation

  28. Mastery Consultation (cont.) • Uncover and Prioritize Needs A. Get their most desired outcome. B. Prioritize their needs. • Price • Time needed to sell • Communication quality Perfect Your Prelist Package and Listing Consultation

  29. Mastery Consultation (cont.) • Present Your Value Proposition A. What makes you different? B. What do you have to offer? Perfect Your Prelist Package and Listing Consultation

  30. Mastery Consultation (cont.) • Check for Commitment (always be closing) • Handle objections: “Has anyone else consulted you on satisfying these needs?” • “If I show you how we can satisfy or exceed these needs, would you commit to working with me?” • If yes, “Great!” • If no, “What would it take?” Perfect Your Prelist Package and Listing Consultation

  31. Mastery Consultation (cont.) 9. Handle Objections • Be agreeable. • Don’t debate. • Don’t jump to conclusions. • Talk slowly and softly. • Persist and stay calm. • Give an answer. • Keep it simple and logical. • Anchor conclusions back to data. • Don’t get attached to your desired outcome. Perfect Your Prelist Package and Listing Consultation

  32. Mastery Consultation (cont.) • Negotiate to Resolve Issues You’ve learned what the issues are as you answered objections. • “That’s interesting …” • “Tell me more about that …” • “Out of curiosity, why it that?” • “What about ______ is important to you?” • “How did you arrive at that price?” • “Which of the comparables led you to that price?” Perfect Your Prelist Package and Listing Consultation

  33. Mastery Consultation (cont.) • Set Expectations of Working Together • “How does someone win with you?” • “How does someone lose with you?” • “What do you feel you have the right to expect from me as your listing agent?” • “What do you feel I have the right to expect from you as my client?” • “If I see an issue keeping the home from selling, how should I approach you?” Perfect Your Prelist Package and Listing Consultation

  34. Mastery Consultation (cont.) • Close • Through closing, the seller self-discovers what a successful relationship is. • Closing questions: • “Any reason not to move ahead?” • “Ready to move ahead?” • “Want me to handle this sale for you?” • “Are you ready to take care of the paperwork?” Perfect Your Prelist Package and Listing Consultation

  35. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads

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