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Win more listings - DISC based listing presentations

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Mega Camp 2013 presentation from the Market Leader and Trulia TruLeader theater. Kris Olsen, Senior Trainer and Instructional Designer at Market Leader, shows how Keller Williams associates can win more listings with DISC based listing presentations.

Publicada em: Imóveis, Negócios, Tecnologia
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Win more listings - DISC based listing presentations

  1. 1. Win More Listings: DISC-Based Listing Presentations
  2. 2. • DISC refresher: Homeowner characteristics for each style • What each type of homeowner wants from you • Strategies and tools to get each homeowner to “Yes!” What You’ll Learn Today
  3. 3. • To give you their business, home owners need to: – Trust you – Believe you will help them reach their goals – Feel comfortable with you • You will win more listings when you effectively “reach” people Why DISC?
  4. 4. DISC: Where Are You At?
  5. 5. DISC Refresher: The Big Picture Outgoing People OrientedTask Oriented Reserved
  6. 6. What are D’s like? Qualities: • Fast paced • Impatient • Decisive • Goal oriented • Control seeking • Cool and competitive Dominance
  7. 7. What are I’s like? Qualities • Fast paced • Outgoing and gregarious • Stimulating • Unfocused w/ time management • Spontaneous • Involved • Risk taker • Dramatic opinions and showy • Enthusiastic Influence
  8. 8. What are S’s like? Qualities • Slower paced • Friendly • Supportive • First name based • Great listener, counselor like • Easy questions, truly interested • Sharing of personal feelings • Relationship oriented • Risk avoiding Steadiness
  9. 9. What are C’s like? Qualities • Conservative pace • Facts and data oriented • Focused with time • “Put it in writing” • “Show me” type attitude • Precise and measured • Comfortable with problem solving • Asks questions for specifics Conscientiousness
  10. 10. DISC Profile: The Big Picture
  11. 11. Listing Presentations for D’s: What Do I Do? Key: Show me the bottom line
  12. 12. Do • Get to the point quickly • Focus on results • Let them feel in charge • Provide options • Be efficient • Focus on ‘what’ – What you are going to do to help them achieve their goals How Would D’s Want You to Communicate With Them?
  13. 13. Don’t • Assume without getting an opinion • Over socialize • Waste time • Be a ‘People Pleaser’ • Emphasize unnecessary details How Would D’s Want You to Communicate With Them?
  14. 14. Website analytics overview page  Visitor Totals  Popular Pages  Geographic Visitor Locations  Search Engine Keywords  Referring Websites  Visitor Identities Tools to Get to “Yes!”
  15. 15. Tools to Get to “Yes!” Seller’s Market Report
  16. 16. Tools to Get to “Yes!” Diagram of your home marketing system
  17. 17. Tools to Get to “Yes!” Diagram of your lead-generation system
  18. 18. Listing Presentations for I’s: What Do I Do? Key: Prove you’re the realtor of choice.
  19. 19. Do • Share personal stories about your service • Focus on past and current clients • Provide testimonials • Match their energy • Be upbeat and friendly • Handle details when possible • Give them a written summary or follow up How Would I’s Want You to Communicate with Them?
  20. 20. Don’t • Emphasize technicalities of product • Be overly formal or reserved • Add to client’s workload • Leave decisions unclear • Don't rush the discussion How Would I’s Want You to Communicate with Them?
  21. 21. Tools to Get to “Yes!” Testimonials page
  22. 22. • Marketing pieces you’ve done for past clients Tools to Get to “Yes!”
  23. 23. • Personal websites Tools to Get to “Yes!”
  24. 24. Listing Presentations for S’s: What Do I Do? Key: Prove you’ll make them feel valued
  25. 25. Do • Focus on “how” you will meet their goals • Assure client’s buying decision • Be interested in them as a person • Listen patiently • Support their feelings and priorities • Mirror their speed and energy • Make a friend! How Would S’s Want You to Communicate with Them?
  26. 26. Don’t • Rush client into quick buying decisions • Forget to regularly follow-up • Have an “I don’t care” attitude • Be abrupt or fast How Would S’s Want You to Communicate with Them?
  27. 27. Tools to Get to “Yes!” Market Insider
  28. 28. Tools to Get to “Yes!” Diagram of your lead-generation system
  29. 29. Tools to Get to “Yes!” Diagram of your home marketing system
  30. 30. Show you’re in this for the long-term with them • Listing alerts • Seller email campaign Tools to get to “Yes!”
  31. 31. Listing presentations for C’s: What do I do? Key: Help them feel confident in this approach.
  32. 32. Do • Focus on “why” your strategies work • Use a logical approach • Focus on facts and detailed analysis • Answer questions accurately • Provide evidence of quality • Provide detailed information • Systematic, prepared, organized, ON TIME. How would C’s want you to communicate with them?
  33. 33. Don’t • Be overly enthusiastic or social • Appear disorganized • Rush decision-making • Use gimmicks • Be unprepared • Lack product knowledge How would C’s want you to communicate with them?
  34. 34. I Draw a Nationwide Audience
  35. 35. • Show how many buyers viewed a listing you recently sold Many People Will View Your Home
  36. 36. My marketing strategies are effective • Show how many website visitors you generate each day • Each month
  37. 37. I Know My Buyers
  38. 38. Website analytics overview page  Visitor Totals  Popular Pages  Geographic Visitor Locations  Search Engine Keywords  Referring Websites  Visitor Identities Tools to Get to “Yes!”
  39. 39. Tools to Get to “Yes!” Market Insider
  40. 40. Tools to Get to “Yes!” Diagram of your lead-generation system
  41. 41. Tools to Get to “Yes!” Diagram of your home marketing system
  42. 42. Steadiness • Patient • Modest • Sincerity Conscientiousness • Cautious • Accurate • Contemplative Influence • Enthusiasm • Optimistic • Friendly Dominance • Competitive • Results • Direct Listing Presentations: Working with DISC Profiles Outgoing People OrientedTask Oriented Reserved
  43. 43. What Challenges Do You Face When Tailoring Your Presentations to Your DISC Sellers?
  44. 44. Thank You! Win More Listings: DISC-Based Listing Presentations Download the presentation here: www.marketleader.com/kw/kwmc Kris Olsen LinkedIn: www.linkedin.com/in/KrisKOlsen Email: kriso@marketleader.com

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