5 Elements of the Perfect Listing Presentation Every

5 Elements of the Perfect Listing Presentation

Every Top Agent H. A. S. these three things in Common… �H - Habits �Consistent Lead Generation Activities � Schedulable � Daily (Minimum of 5 Days per Week) �A - Attitude �A Positive Attitude that is!! �S - Skills �Lead Generation (Finding Buyers & Sellers) � Continuously filling their Customer/Client Pipeline �Working With Buyers (Do YOU take the lead) �Working With Sellers (Including the Skill of a Listing Presentation)

A Few Questions… �So… how are your “Habits”? �So… how is your “Attitude”? �So… how do you feel about your “Skills”

The “Skill” of a Listing Presentation �What things do YOU want to include in YOUR Listing Presentation & Why? ? �What things do you think the SELLER is interested in? ? �How Do You Find Out the specifics of what they want from you & RMS? �ASK

The Elements of the Perfect Listing Presentation Build Rapport Identify Needs Company Value Personal Value Earned Trust

Elements “When getting help with money, whether it’s insurance, real estate or investments, you should always look for someone with the heart of a teacher, not the heart of a salesman. ” Dave Ramsey, Financial Guru

Build Rapport �YOU MUST START STRONG. . �The beginning and the end are the most important parts of any presentation. But the beginning isn’t when you start talking; it’s the moment you walk in the door, before you say a word! �Sellers aren’t going to trust you until they like you. To get them to like you, you must make sure they understand that you care about them! So make sure their first impression of you is a positive one! � Be Professional (in every way… including how you dress) � Be Organized � Be Knowledgeable

Build Rapport �The Pre-Listing Segment �Education � Visuals �Pre-Listing Phone Call �Pre-Listing Packet � Education � Visuals

Education �Things to Consider When Selling Your Home �Home Selling 101 � 5 Things to do Before you Sell your Home �The Homeselling Process… a Checklist

Pre-Listing Phone Call �“So I can make our time together more valuable, there a few questions I’d like to ask that would really help me understand your frame of reference. Does that sound OK? ” �Why do you want to move? (Motivation) �Do you have a specific time frame you would like to move by? (More Motivation) �What would you say your home is currently worth? (Get their frame of reference) �What do you owe on the property? (For calculation of “net proceeds”) �What are some of the features of your home? (Get them involved) �Do you feel that your home will show well? (Importance of First Impressions)

Pre-Listing Packet �What are the reasons for sending it? �Raises the acceptance level in advance �Establishes credibility in advance �Creates “You’re that agent…” recognition �Gets the Sellers involved with you before you ever meet them �Prepares the Sellers for a “conversation” instead of a lecture

Pre-Listing Packet �The Elements of a Powerful Pre-Listing Packet �Table of Contents �Brief / Personalized Note w/current photo �Resume / Personal Brochure �Testimonials or List of satisfied customers �Company Information �Sample Marketing Piece �Written Marketing Plan w/timeline �Seller Involvement � Home Improvement log

Pre-Listing Packet (continued) �SDS & Explanation �Preparing Your House to Sell (Item of Value) �Things to Consider When Selling Your Home (Brochure) �Pricing Your House to Sell (Video)

What is the Message You’re Sending? �Professional �Prepared �Organized �Different �You Care!!

Build Rapport �The Listing Appointment – Part 1 �Be Prepared �Dress for Success �Be On Time �Smile & Shake Hands �Ask to be shown around the Home � Look for things in Common �Sit at the kitchen table � Start the process of Identifying Needs

Identify Needs �You need to prove to Sellers that you’re there to make sure they’re OKAY! How can you do that? �You need to ASK the right questions! �By starting with THEIR needs, they know two things: � You care about them right out of the gate because you’re asking what they need. � Your are a person they can trust because you are not worried only about yourself.

“The Questions” �What are your biggest fears or concerns about selling your home? �What do you hope to get out of the sale of your home?

What if they say something I’m not prepared for? �First, let’s say that the chance of that happening is very slim! In fact, there are only five things that a seller will potentially tell you when you ask them what they need for the sale of their home: � 1) They need the house SOLD – Answer: Marketing Plan � 2) They need the MOST MONEY – Answer: Accurate CMA / Qualified Buyers � 3) They need the sale to occur in a certain amount of TIME – Answer: Negotiation Skills � 4) They need the LEAST problems – Answer: Knowledge � 5) They want you to help them with the RELOCATION to their new home – Answer: Control / Resources / Contacts

The Listing Presentation �Explain your Purpose �To Sell your home for the highest possible amount in the shortest period of time �My job is not to “list” your home… its to “sell” it!

The Listing Appointment Identify Needs �The RMS Complete Marketing Plan �Use Visuals / Have Them at the Ready �Company Value �Personal Value

THE Complete Home Marketing Plan Place Your Picture Here Lloyd Dreibelbis Broker Associate (484) 529 -2977 rmslloyd@gmail. com © 2012 Buffini & Company. All rights reserved.

The Listing Presentation a strong finish!! � The Pricing Presentation � C. M. A. � Price Positioning � � � Look at the Seller’s competition How are they priced Why would the Buyer choose your home over your competition? � Discuss the Buyers Perspective � Put the Seller in the Buyer’s shoes if they insist on overpricing their home � Be Prepared for the most common Seller “issues” (Dialogues) � Still need a little help? � “Pricing your Home to Sell” video from David Knox � Always refocus the client on their goals. What is their primary motivation for selling? � The Commission Presentation (if necessary) � Expense or Investment Dialog

The Commission Presentation �Expense or Investment �“I’d like you to think about the commission as an investment rather than an expense. Like any investment there should be a return on the investment you’re making in me and RMS Elite Properties. I’d like to think that if I do my job competently and professionally, you will receive the highest possible price for your property in the shortest amount of time. ” �We also need to be able to discuss the fact that obtaining the “highest net” is the result of our ability to market & negotiate with potential buyers… & is not necessarily the result of paying a “lower commission”.

Company Value �What sets your company apart from all the others? �Leader in Real Estate Brokerage with multiple offices in the Tampa Bay Region �Leader in Real Estate Property Management �Leader in Real Estate Investment �What are the biggest benefits a seller gets from choosing to work with your company that they could not get from another? �Multi Faceted Marketing �Complete Transaction Management �In-House Title & Mortgage Company �Legal Counsel on Staff

Elite Properties RMS Elite Properties, one of the fastest growing Real Estate Companies in the Greater Tampa Bay Area, is built on a very strong foundation. A foundation that includes an incredibly successful Real Estate Investment firm, and a Property Management Company second to none. Our company is unique by virtue of our relationships with ready, willing and very capable buyers of Real Estate at all times. RMS Elite Properties is a company based on the premise that you, & meeting your needs are our Primary goals & responsibilities. We firmly believe, and are committed to running our business with Honesty, Integrity & Professionalism that will last beyond the transaction, and realize that these traits are integral to our long term relationship. We want you to be a Customer for Life! We don’t want to be just your Agent… we want to be your Elite Agent!!

Personal Value �What do YOU bring to the TABLE? � 30 Years of Real Estate Sales & Management Experience (Knowledge) �Broker License in PA & FL (Personal Experience) �Certified Residential Brokerage Manager (CRB) �Certified Residential Specialist (CRS) �Graduate REALTORS Institute (GRI) � (Professional Designations) �Special Classes �Personalized & Written Marketing Plan

Personal Value – New to the Business Agent �What do YOU bring to the TABLE? �Customer Service, Sales or Marketing Experience � Even if it’s outside the realm of R. E. �Real Estate License # _____________ �College Degree ? �Completed Specialized classes in ________ � I. e. : Negotiations, Marketing, Ethics, Etc. �REALTOR �Member National Assoc. of REALTORS / Florida Assoc. of REALTORS / Local Assoc. of REALTORS �Personalized Marketing Plan

Earned Trust �Sellers have to TRUST you enough to set the market value on possible the largest asset their family owns. �Sellers have to TRUST you enough to set the time schedule for a successful liquidation of that asset. �Sellers have to TRUST you enough to set a fair fee to handle the liquidation of that asset. �Therefore, you want to make sure they TRUST you enough at the conclusion of your presentation.

Trust… �What they need is an EXPERT �And experts speak with CONFIDENCE �That’s how you build TRUST

The Listing Contract �ASK �“Do you have any further questions for me? ” � If so… answer the question � If not… ASK �“Is there any reason we can’t get started today? ” Remember… If we don’t ASK, the answer is ALWAYS NO!!