Working with Real Estate Sellers
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Working with Real Estate Sellers needs patience. Sellers want maximum price of their property to be sold. The appointment with a buyer or seller is something you need to prepare for and what many Sales Associates take for granted. If you are not closing at least 50% of your appointments you need to re-evaluate your presentation. If you have done a good job with your presentation, the customer should enter into a contract with you. Presentations must be the same every time to develop a selling system that can produce predictable results.
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Working with Real Estate Sellers
- 1. FUNDAMENTALS IN REAL ESTATE SERIES PART 4 WORKING WITH SELLERS
- 2. RE/MAX Mumbai Gujarat RECAP Part 1 - Getting Started o Nature of the work o Market trends o Become the Sales Associate of choice o Four reasons why Sales Associates fail o Sales Associate mission statements o Goals o Marketing plan
- 3. RE/MAX Mumbai Gujarat RECAP Part 2 - Marketing o Needs and wants of consumers are changing o The brand o Marketing a service o Building relationships o Marketing rules o Personal promotion o Specialize o Elements for your marketing plan
- 4. RE/MAX Mumbai Gujarat RECAP Part 3 - Prospecting o Repetition o Seek opportunities for leverage o Six steps to getting started o Farming o Direct response marketing o Expired listings o For Sale by Owner o Ad/sign call system o Open houses
- 5. RE/MAX Mumbai Gujarat TODAY’S AGENDA Presentation to a seller Pre-listing package Listing package Presentation steps Pricing Negotiating with sellers Cutting commissions Follow-up system After closing How to avoid the eight biggest selling mistakes
- 7. RE/MAX Mumbai Gujarat QUESTIONS TO ASK SELLER Are you planning to interview more than one Sales Associate? Where are you moving to? When do you have to be there? Will you describe the property in as much detail as possible? What improvements have been made to the property?
- 8. RE/MAX Mumbai Gujarat LISTING PROCESS Two step listing process One step listing process
- 10. RE/MAX Mumbai Gujarat PRE-LISTING PACKAGE INCLUDES Introductory letter Testimonials/references Performance history - Yours, RE/MAX office, market, competition o Market share graph o Sales to list ratio o Time on market o Sales volume Dangers of overpricing Promo pieces on you and/or RE/MAX Sample marketing pieces Listing agreement
- 11. LISTING PACKAGE
- 12. RE/MAX Mumbai Gujarat Letter to client from you Listing agreement Disclosure forms Comparative Market Analysis (CMA) Company brochure Personal brochure or resume Sample property brochures, feature sheets, flyers Testimonials/letters of reference
- 13. RE/MAX Mumbai Gujarat Information pieces Why use a Sales Associate? Remodel or sell? Dangers of overpricing Market statistics Your marketing plan Service guarantee Performance history (use office numbers if you are a new Agent). Professional designations, education courses and certificates received.
- 14. RE/MAX Mumbai Gujarat 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)
- 16. RE/MAX Mumbai Gujarat Preparation and research Call and confirm appointment Establish seller’s objectives Presentation Sales Associate selection Confirm asking price Explain & sign the listing agreement
- 17. RE/MAX Mumbai Gujarat Establish trust Determine the seller’s motivation Experience and expectations Length of your presentation Seller questions Sell your credentials and marketing plan Listing or marketing plan
- 18. PRICING
- 19. RE/MAX Mumbai Gujarat CURRENT MARKET CONDITIONS Buyer’s market Balanced market Seller’s market Sale to List Price Average Sale Price Trend Total Homes Listed Versus Sold Seasonality
- 20. RE/MAX Mumbai Gujarat CONDITION OF THE PROPERTY Staging Other Factors in Pricing – Location, Size and Amenities Initial Impression Taking Overpriced Listings Dangers of Overpriced Listings
- 22. RE/MAX Mumbai Gujarat Overcoming Objections Seller Objections Cutting Commissions Commission Objections
- 23. FOLLOW-UP SYSTEM
- 24. RE/MAX Mumbai Gujarat Set up a weekly or bi-weekly market report for your active listings. Set up an aggressive price reduction campaign
- 25. AFTER CLOSING
- 26. RE/MAX Mumbai Gujarat Customer Satisfaction Handling Complaints
- 27. HOW TO AVOID THE 8 BIGGEST SELLING MISTAKES
- 28. RE/MAX Mumbai Gujarat 1. Wrong Price 2. As-Is Condition 3. No Curb Appeal 4. Not Making Your Home “Fit to Sell” 5. Lavishly Over Improving 6. Not Using a Professional 7. Not Disclosing Defects 8. Play Hardball
- 29. RE/MAX Mumbai Gujarat THANK YOU