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.
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?
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
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
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
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