Southwest-Sacramento Region, NRT Jeff Culbertson Senior Vice President Southwest-Sacramento Region, NRT

Admiral Stockdale “Those that survive tough situations are not necessarily those that chant positive statements and simply believe tomorrow will be a better day. It is those that face the harsh facts of the situation in front of them and make mental and physical preparation to survive whatever obstacles they confront.”

Most things come down to a couple of factors: ABLE & WILLING

Choose to EVOLVE rather than continually REVOLVE

Who can tell me how far a marathon is?? 26 miles, 385 yards

After 30 years in this business I’ve learned a few things:

1. It’s true that winners never quit, and quitters never win.

2. How you think truly is everything.

3. Survivors and winners carry themselves with confidence, not arrogance…confidence.

4. People filled with passion and a need to prove, somehow, sometimes remarkably so, find a way to succeed.

5. Most people enter the business determined not to be salespeople 5. Most people enter the business determined not to be salespeople! At the end of the day, you must learn to ask for the order.

6. Listening well is a learned skill: Good Doctor – Bad Doctor

Listening Skills B.I.N.D.E.R.

BODY LANGUAGE

INTENSITY LEVEL

NOTES

DETERMINED TO UNDERSTAND

EYE CONTACT

RESPONSE READY

The Changing Home Buying Process: How Innovative Companies are Responding Occurrance – Something Happens Curiosity – Neighborhood Drive-by’s, Sunday Newspaper, Internet Organized Search Discovery – What’s available? Can we afford it? Is it worth the effort?

5. Analysis Serious Not Serious Detailed Questions Stay in Curious Stage Agent/Internet Contract Sometimes become serious after more investigation

The Changing Home Buying Process (cont.) 6. Inspection of Properties 7. Trusted Advisor 8. Offer Negotiations 9. Ongoing Interaction Between Trusted Advisor/Buyer 10. Successful Close!

Sincere Questions Asked Sincerely Suggested Questions and Dialog for Today’s Market: Make the Internet “Valuation” Sites an Information Tool, Not an Adversary. Mr. and Mrs. Seller one of the challenges facing home sellers in today’s information age market is the dissemination of unclear information. What do you know about sites such as Zillow, Housevalues.com and Trulia? (Be sure to do a Zillow search on their property before the presentation)

2. Don’t Be the Messenger That Gets Shot in This Market Mr. and Mrs. Seller, I have no doubt that there could be an agent in our community that would walk through your front door, sit down at this table, and tell you everything they think you want to hear in order to secure your listing. I don’t work that way, and I certainly hope that is not what you are looking for in today’s market. Do I have your permission to be completely honest with you?

3. Confident “Trusted Advisor” What do you know about our company? What have the other Realtors you’ve spoken with shared with you about their company’s internet strategy? Do you know what the best companies and Realtors know how to do in this type of market?....Justify value. Not only to the possible buyers that come through your front door, but also to the Real Estate community that might show your home. Let me share with you how we go about doing that…

If you owned a real estate company, what would you do to motivate Realtors to show your listings first? …Our company does so much more than any other company in the area to get in front of prospective buyers as they enter the home buying process, and once they become serious about finding a home.

4. “Advisor” Questions What are you trying to accomplish? Seek to understand Why? What are you trying to accomplish? Suppose your property does not sell, what happens then? Is there any reason why you would not want a market update?