COLDWELL BANKER VANGUARD REALTY STREET SMART WORKING WITH SELLERS

THE FOUR STEPS TO EVERY SALE KNOW ME LIKE ME TRUST ME AS A PERSON TRUST ME AS A REALTOR ACCOMPLISH THIS AND YOU WILL HAVE A CLIENT NOT A CUSTOMER GET OUT OF STEP AND YOU WILL BE HUNGRY

IDENTIFY THE SOURCES NEIGHBORHOOD MARKETING SPHERE MARKETING OPEN HOUSES ABSENTEE OWNERS FOR SALE BY OWNERS EXPIRED LISTINGS OTHER?

THE SEVEN KEYS TO OBTAINING LISTINGS YOU HAVE TO IDENTIFY SOURCES YOU HAVE TO MAKE A COMMITMENT YOU HAVE TO CONTROL THE PROGRAM YOU HAVE TO BE CONSISTENT, EVEN WHEN IT DOESN’T WORK YOU HAVE TO UNDERSTAND THE SALE YOU HAVE TO KNOW WHAT TO SAY YOU HAVE TO KNOW WHEN TO SAY IT

UNDERSTANDING THE SALE THERE ARE SIX SALES YOU HAVE TO BE ABLE TO MAKE TO CONSISTENTLY CONVERT THE LISTING OPPORTUNITY. THEY ARE: MAKE THE FIRST APPOINTMENT CONDUCT A SUCCESSFUL FIRST APPOINTMENT CONVERT TO A SECOND APPOINTMENT WHICH SALE? REALTOR OR CBV? SELL CB, CBV AND ME SELL PRICE

CONSISTENCY STARTS AND STOPS ARE FATAL SET SPECIFIC DAYS AND TIMES SET SPECIFIC GOALS THAT YOU CAN CONTROL MAKE IT A PRIORITY LEARN FROM YOUR MISTAKES

THE GOALS GET THE FIRST APPOINTMENT CONDUCT A SUCCESSFUL FIRST APPOINTMENT CONVERT TO A SECOND APPOINTMENT MAKE A SUCCESSFUL PRESENTATION SELL PRICE

THE ISSUE IS ALWAYS REMEMBERING AND CONTROLlING THE STEPS “HOW MUCH DO YOU CHARGE?” “I’M THINKING OF SELLING, C’MON DOWN AND TALK TO ME ABOUT IT” “I’M GOING TO LIST WITH ABC REALTY” (AT THE FRONT DOOR) “I’LL ONLY PAY 2%” (AT THE FRONT DOOR) IF YOU GET OUT OF STEP YOU WILL NOT GET THE LISTING

makING THE FIRST APPOINTMENT WHAT IS YOUR GOAL? HAVE AN APPROACH THAT GETS YOU TO YOUR GOAL YOUR APPROACH MUST ALSO BE CONSISTENT WITH THE OWNERS GOALS YOUR APPROACH MUST BE CONSISTENT SAY IT IN YOUR SLEEP LETS YOU PAY ATTENTION TO THE OWNER EXPECT THE OBJECTION THERE ARE ONLY A FEW WHAT ARE THEY? ALWAYS WORK BY APPOINTMENT

CONDUCTING A SUCCESSFUL FIRST APPOINTMENT WHAT ARE THE GOALS? ESTABLISH RAPPORT FIND OUT ABOUT THE SELLER’S SITUATION AVOID DISCUSSING CBV THE MARKET YOUR PROWESS BE ABLE TO CONVERT TO A SECOND APPOINTMENT HOW WILL YOU DO THIS?

WHAT ARE THE QUESTIONS? YOU SHOULD HAVE AT LEAST 12 QUESTIONS PERSONAL SITUATIONAL PROPERTY LETS DEVELOP OURS NOW

THERE ARE 2 SECOND APPOINTMENTS THE CBV MARKETING PRESENTATION, MODIFIED TO BECOME YOURS THE “SELL IT YOURSELF” OR THE “FSBO” PRESENTATION DIFFERENT LEAD SOURCES LEAD TO DIFFERENT PRESENTATIONS TO BE EFFECTIVE YOU HAVE TO KNOW WHICH ONE TO USE HOW TO MAKE THE PRESENTATION THE SELL IT YOURSELF PRESENTATION IS A DIFFERENT SEMINAR, THE PRESENTATION, WITH DIALOGUE IS AVAILABLE ON THE EDUCATION EMPORIUM

THE CONVERSION YOU CAN’T CONVERT IF YOU HAVENT MADE THESE SALES: KNOW ME/LIKE ME/TRUST ME AS A PERSON UNDERSTAND WHICH SALE YOU HAVE TO MAKE SELL IT YOURSELF OR CBV MARKETING AND ME HAVE A CONSISTENT DIALOGUE TO CONVERT TO CBV AND ME LETS DEVELOP OURS NOW

SELL THE APPOINTMENT YOU MAKE THE SALE BY ASKING THE QUESTIONS “MR SELLER WHY DO YOU THINK THE HOME HASN’T SOLD YET?’ “HOW MUCH PHONE TRAFFIC HAVE YOU HAD?” “HOW MANY SHOWINGS HAVE YOU HAD?” “HOW MANY OFFERS HAVE YOU HAD?” “HAS ANYONE OFFERED TO SHOW YOU HOW TO SELL YOUR HOUSE FOR THE BEST PRICE?"

THE PRESENTATION THE SELLER NEEDS A WAY TO MAKE A DECISION WE ALL ADVERTISE THE SAME WAY THE ONLY PURPOSE OF THE PRESENTATION IS TO BE IN POSITION TO MAKE THE CLOSE ALWAYS USE A 3 PART CLOSE PRODUCT PERSONAL PRICE

IT WORKS LIKE THIS PRODUCT CLOSE, AT THE END OF YOUR MARKETING PRESENTATION “MR SELLER WHEN I PUT YOUR HOUSE IN MY MARKETING PLAN 100% OF THE POSSIBLE PROSPECTS WILL KNOW THAT YOUR HOUSE IS FOR SALE. HOW CAN ANYONE DO BETTER THAN 100%?” “THAT IS RIGHT THEY CANNOT. THEY MAY GET THERE ANOTHER WAY BUT NO ONE CAN DO BETTER THAN 100%” PERSONAL CLOSE, AT THE END OF YOUR PERSONAL PRESENTATION “MR SELLER I FEEL COMFORTABLE WORKING WITH YOU, DO YOU FEEL YOU CAN WORK WITH ME?” PRICE CLOSE, IMMEDIATELY FOLLOWING THE PERSONAL CLOSE “ASSUMING WE CAN GET TOGETHER ON PRICE IS THERE ANY REASON YOU WOULD NOT LET ME GO TO WORK FOR YOU TONIGHT?”

ELIMINATE ALL OBJECTIONS OTHER THAN PRICE WE WANT TO BE LAST, THEN WE KNOW BE READY FOR THE OBJECTIONS I WANT TO SEE WHAT ABC DOES AS FAR AS MARKETING IM NOT READY TO PUT MY HOUSE ON THE MARKET ABC WILL ONLY CHARGE X% WHY DON’T YOU JUST LEAVE YOUR PAPERWORK AND I’LL GET BACK TO YOU

THIS IS WHERE THE PROS WIN AND THE REST OF US GO HOME YOU HAVE TO HAVE A PRICING PRESENTATION IT HAS TO END WITH A CALL TO ACTION WHEN YOU GET TO PRICE YOU HAVE TO CLOSE THE SALE, IF YOU DO NOT YOUR CHANCES OF GETTING THE LISTING ARE ABOUT 1 IN 10. THE SELLER IS USUALLY CAUGHT BETWEEN 2 AGENTS. THE ONE WHO CLOSES IS ALMOST ALWAYS THE ONE WITH THE LISTING INITIAL PRICE IS NOT AS IMPORTANT AS MOTIVATION AND COMMUNICATION

PRICE MR SELLER IN REAL ESTATE PRICE IS ALWAYS A RANGE DON’T BELIEVE ANYONE WHO SAYS THEY KNOW THE RIGHT PRICE APPRAISERS WILL TELL YOU THAT FAIR MARKET VALUE IS A 6-8% RANGE FOR A $300,000 HOUSE A 6% RANGE IS $18,000. THAT MEANS THAT IF THE HOUSE SELLS FOR AS LITTLE AS $291,000 OR AS MUCH AS $309,00 IT SOLD FOR FAIR PRICE. ARE YOU WITH ME? WHOSE POCKET DO THOSE DOLLARS GO INTO OR COME OUT OF? THEN WHAT WE WANT TO DO IS SELL THE HOUSE AT THE TOP OF THE RANGE, RIGHT?

PRICE LETS TALK ABOUT THE PEOPLE WHO MAKE IT A RANGE SELLER BUYER AGENT APPRAISER WHOSE OPINION COUNTS LEAST? RIGHT THE AGENT’S

PRICE HERE IS THE PROBLEM EVERY SELLER FACES, AT THE END OF THE DAY, NO MATTER WHAT ANY AGENT TELLS YOU, YOU WILL RECEIVE THE LESSER OF WHAT THE BUYER OR THE APPRAISER THINKS YOUR HOUSE IS WORTH LET ME EXPLAIN BUYER $300,000 APPRAISER $290,000 APPRAISER $300,000 BUYER $290,000 SOME AGENTS HAVE MORE APPRAISAL PROBLEMS THAN OTHERS

PRICE WHEN YOU HIRE ME YOU HIRE ME TO MAKE 2 SALES FIRST I AM GOING TO NEGOTIATE TO GET YOU THE BEST PRICE SECOND I AM GOING TO WORK TO SELL THE APPRAISER ON THAT PRICE I WILL TAKE THE KEY FROM THE LOKBOX APPRAISERS ARE PEOPLE TOO PRICE IS A RANGE I AM HIS FRIEND I WILL SELL YOUR HOUSE

WE HAVE TO HAVE A PARTNERSHIP PRICE WE HAVE TO HAVE A PARTNERSHIP THERE ARE THINGS YOU CONTROL THERE ARE THINGS I CONTROL

PRICE MY JOB IS TO: MARKET THE HOUSE TO THE ENTIRE MARKET LISTEN TO WHAT THE MARKET SAYS GIVE YOU GOOD ADVICE SO THAT YOU CAN MAKE GOOD DECISIONS YOU CAN COUNT ON ME TO ALWAYS TELL YOU THE TRUTH

PRICE YOUR JOB IS TO BE THE EMPLOYER LISTEN TO WHAT THE MARKET TELLS US MAKE THE BEST DECISIONS FOR YOU THERE ARE 2 KEYS FOR SELLERS START WHERE YOU ARE COMFORTABLE REMEMBER IT IS EASIER TO COME DOWN IN PRICE THAN IT IS TO GO UP

WHERE DO YOU WANT TO START? PRICE WHERE DO YOU WANT TO START? HOW DID YOU GET THERE? WHAT IF THE MARKET TELLS US THIS IS NOT THE RIGHT PRICE? WHAT ARE YOU WILLING TO DO TO REACH THIS PRICE?

YOUR HOMEWORK WRITE YOUR PRESENTATIONS, ANSWERS AND QUESTIONS AT THE DOOR PRESENTATION ANSWERS YOUR 12 QUESTIONS FOR THE FIRST APPOINTMENT FOR THE CONVERSION TO A SECOND APPOINTMENT FOR THE BUYING SIGNS TO CREATE A SECOND APPOINTMENT

YOUR HOMEWORK WRITE YOUR THREE CLOSES LEARN THE MATERIAL PRODUCT CLOSE PERSONAL CLOSE PRICE CLOSE LEARN THE MATERIAL ALWAYS THE SAME PRESENT IT IN YOUR WORDS IN THE NEXT 7 DAYS SEND ME YOUR HOMEWORK.

THANK YOU FOR ATTENDING THE WORK YOU DO BEFORE YOUR NEXT APPOINTMENT IS WHAT WILL MAKE YOU SUCCESSFUL