MREA Admin: Managing and Servicing Listings Instructor's Notes 12/8/2018 MREA Admin: Managing and Servicing Listings A Course for the Millionaire Real Estate Agent Team Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Introduction 1 Describe the Ground Rules What you will learn Instructor's Notes 12/8/2018 Introduction Describe the Ground Rules What you will learn Why you are here How you will learn 1 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Ground Rules 2 Arrive on Time Limit Side Conversations Instructor's Notes 12/8/2018 Introduction Ground Rules Arrive on Time Limit Side Conversations Turn off Cell Phones and Pagers Help Each Other Have Fun! 2 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

What You Will Learn 4 Action Oriented Outcomes Instructor's Notes 12/8/2018 Introduction What You Will Learn Action Oriented Outcomes Understand the prelisting work Knowledgeable of the paperwork Understand marketing techniques Effectively communicate Be aware of showing requirements Manage changes 4 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

What You Will Learned (cont.) Instructor's Notes 12/8/2018 Introduction What You Will Learned (cont.) The Role of the Listing Manager Pre-Listing Preparation Updating Systems Managing the Paperwork Marketing and Feedback Managing Changes 5 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Why You Are Here 6 What are your listing management challenges? Instructor's Notes 12/8/2018 Introduction Why You Are Here What are your listing management challenges? 6 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

How You Will Learn 7 Get ready for some action-oriented training! Instructor's Notes 12/8/2018 Introduction How You Will Learn Get ready for some action-oriented training! Participate Observe Develop an Action Plan 7 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 1: The Role of the Listing Manager Instructor's Notes 12/8/2018 Chapter 1: The Role of the Listing Manager Job Description Create a 4-1-1 Customer Service 8 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Job Description 9 Provides Fiduciary Service to Sellers Instructor's Notes 12/8/2018 Chapter 1: The Role of the Listing Manager Job Description Provides Fiduciary Service to Sellers Produce Listing Marketing Materials Communication with Sellers Update Listing Specialist and Team Leader Prepares CMA’s, Seller Net Sheets, etc. Coordinates Staging, Repairs, etc. 9 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Goal Categories 10 Chapter 1: The Role of the Listing Manager Instructor's Notes 12/8/2018 Chapter 1: The Role of the Listing Manager Goal Categories 10 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Accountability (cont.) Instructor's Notes 12/8/2018 Chapter 1: The Role of the Listing Manager Accountability (cont.) Exercise 5 problems with the 4-1-1. How would you fix them? 12,13 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Customer Service 14 It’s My Pleasure! Instructor's Notes 12/8/2018 Chapter 1: The Role of the Listing Manager Customer Service It’s My Pleasure! 14 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Customer Service (cont.) Instructor's Notes 12/8/2018 Chapter 1: The Role of the Listing Manager Customer Service (cont.) Exercise You be the seller! What do you want to hear? 15 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

My Scorecard 16 Give yourself a grade! Instructor's Notes 12/8/2018 Chapter 1: The Role of the Listing Manager My Scorecard Give yourself a grade! 16 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 2: Pre-Listing Preparation Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation Create a Listing Packet Information Required from Seller 17 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Overview 18 Pre-Listing Tasks Create Listing Packet Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation Overview Pre-Listing Tasks Create Listing Packet Notify Seller of Required Items 18 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Checklist 19 Initiate Listing Market the Property Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Checklist Initiate Listing Complete Listing Paperwork Prepare for Showing Distribute Paperwork Market the Property Listing Changes 19 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Packet 20 Listing Agreement Agency Addenda Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Packet Listing Agreement Agency Addenda Seller’s Disclosure Form Agency Disclosure Affiliated Business Arrangement Disclosure Listing Walk through Notes Various Disclosures 20 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Packet (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Packet (cont.) Public/Tax Record Seller 10’s Sheet VIP Questionnaire Comparisons/CMAs Seller’s Net Sheet 21 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Packet (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Packet (cont.) Affiliated Business Arrangement Interest through Partial Ownership Free to “Shop Around” 22 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Packet (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Packet (cont.) Listing Walk-through Notes Specifics on the Property Checklist of Required Items 23 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Packet (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Packet (cont.) Mortgage Information Request Letter Contact the Seller’s Lender Affects the Seller’s Net Sheet 24 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Packet (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Packet (cont.) Seller 10’s Sheet Sets Expectations 25 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Listing Packet (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation The Listing Packet (cont.) 10 Favorite Features Home Community 26 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Required Items from the Seller Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation Required Items from the Seller During the Appointment: Mortgage Loan Info HOA Info List of Improvements Extra Key 27 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Required Items from the Seller (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation Required Items from the Seller (cont.) Seller to Complete: Seller’s Disclosure State Required Forms 10 Favorite Features VIP Form 27 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Required Items from the Seller (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation Required Items from the Seller (cont.) File Notes Sheet Property Address Date Contact Name Phone Item Conversation 28 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Required Items from the Seller (cont.) Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation Required Items from the Seller (cont.) Listing Data Sheet Exercise- Review with your Instructor 29 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Let’s Review 30 Using your Listing Checklist Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation Let’s Review Using your Listing Checklist Mark off the completed items 30 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

My Scorecard 31 Give yourself a grade! Instructor's Notes 12/8/2018 Chapter 2: Pre-Listing Preparation My Scorecard Give yourself a grade! 31 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 3: Updating Systems Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Prepare for System Updates Update MLS/CMS Additional Systems 32 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Preparing for Updates 33 Exterior Photos Interior Photos Home Measured Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Preparing for Updates Exterior Photos Interior Photos Home Measured Entered in MLS Entered in CMS 33 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Preparing for Updates (cont.) Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Preparing for Updates (cont.) Current Listings Spreadsheet Current Listings Whiteboard Listing Checklist Listing Data Sheet 34 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

MLS/CMS 35 Launch Action Plans Order and Install Signs Add riders Instructor's Notes 12/8/2018 Chapter 3: Updating Systems MLS/CMS Launch Action Plans Order and Install Signs Add riders Install Lockbox 35 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Signs and Lockboxes 36 Providing a Sign and Lockbox Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Signs and Lockboxes Providing a Sign and Lockbox Obtain the address and a key Obtain a lockbox Sign the lockbox out in the Lockbox Inventory Folder. 36 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Signs and Lockboxes (cont.) Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Signs and Lockboxes (cont.) Providing a Sign and Lockbox (cont.) Complete the New Listing Lockbox form Obtain a sign and riders Complete the New Listings Sign form 3 copies of seller’s key 37 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Signs and Lockboxes (cont.) Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Signs and Lockboxes (cont.) Providing a Sign and Lockbox (cont.) Install lockbox, sign and test keys Place direction or lead-in signs Always get permission Never in a right-of-way Return to the Office Give a key to the Listing Manager Place key with address and shackle code in cabinet 38 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Additional Systems 39 Vacant Properties Vacant Property Spreadsheet Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Additional Systems Vacant Properties Vacant Property Spreadsheet Vacant Property Checklist Visit at least 1 time a week 39 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Additional Systems (cont.) Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Additional Systems (cont.) Current Listings Spreadsheet Display Current Listings Pay attention to Expiration Date* Remove when under contract 40 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Additional Systems (cont.) Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Additional Systems (cont.) Current Listings Whiteboard Initial List Date Current Price/Reduction Active Listing Available to Show 41 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Let’s Review 42 Using your Listing Checklist Instructor's Notes 12/8/2018 Chapter 3: Updating Systems Let’s Review Using your Listing Checklist Mark off the completed items 42 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

My Scorecard 43 Give yourself a grade! Chapter 3: Updating Systems Instructor's Notes 12/8/2018 Chapter 3: Updating Systems My Scorecard Give yourself a grade! 43 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 4: Managing the Paperwork Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Check for Completeness New Paperwork Client’s Expectations Distribute Paperwork Create Listing Folder 44 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Checking for Completeness Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Checking for Completeness At the time of the contract: Listing Agreement Seller’s Disclosure Agency Form HOA Disclosures 45 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

New Paperwork 46 Required Legal Documents Required Brokerage Documents Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork New Paperwork Required Legal Documents Required Brokerage Documents Required Team Documents 46 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Understanding Expectations Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Understanding Expectations Exercise Review Listing Data Sheet and Seller 10’s Sheet Identify Key Items Ways you can Exceed Expectations 47 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Distribute the Paperwork Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Distribute the Paperwork The Steps KW Front Desk Paperwork Packet Seller Paperwork Packet 50 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Distribute the Paperwork (cont.) Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Distribute the Paperwork (cont.) KW Front Desk Paperwork Packet Listing Data Sheet* (formerly the Owner Info Sheet) Listing Agreement Seller’s Disclosure Agency Addenda Tax Record MLS Sheet 50 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Distribute the Paperwork (cont.) Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Distribute the Paperwork (cont.) Seller Paperwork Packet Listing Thank You Letter Details and Repairs List Copies of Listing Paperwork 51 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Distribute the Paperwork (cont.) Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Distribute the Paperwork (cont.) Listing Thank You Letter Thank You! Sets Expectations 52 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Distribute the Paperwork (cont.) Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Distribute the Paperwork (cont.) Details of Repair Created from Walk-through Notes Improves Showing 53 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Create the Listing Folder Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Create the Listing Folder Front Section Contract Info Listing Info Middle Section (Transaction Coordinator) Lender Escrow End Section Correspondence Rejected Offers 54 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Let’s Review 55 Using your Listing Checklist Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork Let’s Review Using your Listing Checklist Mark off the completed items 55 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

My Scorecard 56 Give yourself a grade! Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork My Scorecard Give yourself a grade! 56 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

KW A&Q Pre Listing Prep Updating Systems Managing Paperwork 1 Instructor's Notes 12/8/2018 Chapter 4: Managing the Paperwork KW A&Q Pre Listing Prep Updating Systems Managing Paperwork 1 piece of candy 2 pieces of candy 3 Sum Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 5: Marketing and Feedback Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Setting Expectations Available Marketing Prepare for Showing Provide Feedback 57 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Setting Expectations 58 Internet? Open House? Leave during showing? Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Setting Expectations Internet? Open House? Leave during showing? Pets? Timeline? Lockbox Vacant Better? 58 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property 59 Flyers Sign-In Book Full MLS Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property Flyers Sign-In Book Full MLS Buyer Agent Info Packet Print Advertising 59 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) Tracking Service IVR Website Virtual Tour Open Houses Property Tour 60 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) Property Flyer Sell the Property Display Other Listings Generate Buyer Leads 61 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) Outside Flyer Generate Leads Fewer Details No Price! 62 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) Front of Flyer Generate Leads Fewer Details No Price! Back of Flyer Other Listings Team Information 62,63 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) Inside Flyer Floor Plan MLS Printout Seller’s Disclosure 64 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) The Sign-In Book KW Pocket Folder Sign In Sheets MLS Info Sheets Feedback Forms Welcome Tent Ready to Make an Offer Tent 65 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) The Sign-In Book (cont.) Feedback Fax Form Rate the Home Major Strength Ultimate Sales Price 66 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) Ready to Make an Offer? Property Disclosure State/Region Disclosures Other State Requirements Anything submitted with an offer 67 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) The Buyer Agent Info Packet Listing Data Sheet MLS Printout Seller’s Disclosure Property Flyer Items to aid Buyer Agent 68 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Market the Property (cont.) Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Market the Property (cont.) Team Specific Marketing Print Advertising Showing Tracking Service IVR System Website Virtual Tour Open House Caravan/Property Tour 69,70 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Choosing the Marketing Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Choosing the Marketing Exercise You choose the marketing! 71,72 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Why is staging important? Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Prepare for Showing Lighting Paint Color Clutter Smell Cleanliness Landscape Why is staging important? 73 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Feedback 74 Daily Ask the Seller or Review Tracking Report Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Feedback Daily Ask the Seller or Review Tracking Report Call each agent. 74 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

75 Feedback (cont.) Listing Comment Sheet Property Date Agent/Company Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Feedback (cont.) Listing Comment Sheet Property Date Agent/Company Contact Info Comments 75 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

76 Feedback (cont.) Exercise Review Comments 5 questions Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Feedback (cont.) Exercise Review Comments 5 questions What challenges you? 76 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

77 Feedback (cont.) Weekly Review Comments Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Feedback (cont.) Weekly Review Comments Call the Seller (Time Block!) Any Adjustments? Photocopy every ad for the week 77 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

78 Feedback (cont.) Exercise Review Comments Discuss with Seller Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Feedback (cont.) Exercise Review Comments Discuss with Seller What challenges you? 78 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

79 Feedback (cont.) Monthly Seller Activity Report Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Feedback (cont.) Monthly Seller Activity Report Listing Comment Sheets Photocopies of ads 79 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

80 Feedback (cont.) Monthly (cont.) Required Repairs Price Reductions Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Feedback (cont.) Monthly (cont.) Required Repairs Price Reductions 80 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Let’s Review 81 Using your Listing Checklist Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback Let’s Review Using your Listing Checklist Mark off the completed items 81 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

My Scorecard 82 Give yourself a grade! Instructor's Notes 12/8/2018 Chapter 5: Marketing and Feedback My Scorecard Give yourself a grade! 82 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 6: Managing Changes Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Checklist Listing Change Notice 83 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Listing Change Checklist Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Checklist Price Reduction/Increase Extend Listing Cancelled Listing Expired Listing Re-List Status Change 84 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Listing Change Checklist (cont.) Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Checklist (cont.) Price Reduction/Increase Change MLS/CMS New MLS Printout Update Ads, Flyers, etc. Seller Sign Listing Change Form Communicate Change 85 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Listing Change Checklist (cont.) Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Checklist (cont.) Extend the Listing Now is the time for review It’s Price or Presentation! 85 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Listing Change Checklist (cont.) Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Checklist (cont.) Cancelled Listing Same Tasks PLUS Remove Signs and Lockbox Remove flyers, ads, etc. Cancelled Letter 86 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Listing Change Checklist (cont.) Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Checklist (cont.) Expired Listing Expired Listing vs. Cancel on Last Day 87 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Listing Change Checklist (cont.) Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Checklist (cont.) Re-List Confirm inactive requirements. Status Change Add or remove riders Update Ads, Flyers, Websites, etc. 88 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Listing Change Notice 89 Complete every time there is a change. Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Listing Change Notice Complete every time there is a change. Distribute to the Buyer Specialists. 89 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

It’s a Sale 90 Chapter 6: Managing Changes Instructor's Notes 12/8/2018 Chapter 6: Managing Changes It’s a Sale 90 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

My Scorecard 91 Give yourself a grade! Chapter 6: Managing Changes Instructor's Notes 12/8/2018 Chapter 6: Managing Changes My Scorecard Give yourself a grade! 91 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Aha! Scratch Out Exercise Form groups of 4-5 and share your Aha’s Instructor's Notes 12/8/2018 Chapter 6: Managing Changes Aha! Scratch Out Exercise Form groups of 4-5 and share your Aha’s Duplicate Aha’s are scratched out Put the Aha into action Sum Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Chapter 7: Putting it All Together Instructor's Notes 12/8/2018 Chapter 7: Putting it All Together Create an Action Plan 92 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

What You Have Learned Action Oriented Outcomes Instructor's Notes 12/8/2018 Chapter 7: Putting it All Together What You Have Learned Action Oriented Outcomes Understand the prelisting work Knowledgeable of the paperwork Understand marketing techniques Effectively communicate Be aware of showing requirements Manage changes Sum Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Action Plan Develop your Action Plan! 93 Instructor's Notes 12/8/2018 Chapter 8: Putting it All Together Action Plan Develop your Action Plan! 93 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Thank You for Being Here!