CAMP 4:4:3 Power Session 9: The Listing Consultation – Initial Steps Instructor's Notes 4/23/2017 CAMP 4:4:3 Power Session 9: The Listing Consultation – Initial Steps Keller Williams@2003 MREA Business Planning Clinic Jan 2004

- Millionaire Real Estate Agent Instructor's Notes 4/23/2017 Introduction In my mind, it all comes down to your affirming or non-affirming answer to this question: “Do you think it is possible?” - Millionaire Real Estate Agent 64 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

64 Introduction Objectives… Instructor's Notes 4/23/2017 Introduction Objectives… Identify the basic steps of the listing consultation Review how to discuss agency Review the contents of the Pre-Listing Packet Identify how to greet sellers Define how to consult with sellers Discover how to evaluate a seller’s home Practice the initial steps of the listing consultation 64 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

CAMP Map 65 Instructor's Notes 4/23/2017 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Basics 66 Instructor's Notes 4/23/2017 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

The Basics 67 One-Step Consultation vs. Two-Step Consultation Instructor's Notes 4/23/2017 The Basics One-Step Consultation vs. Two-Step Consultation The listing consultation can be done in either one meeting or two. While a two-step consultation is preferred, it won’t always fit the schedule of the seller. 67 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 4/23/2017 Agency You must discuss agency with the seller. However, agency laws vary widely from state to state, so a sample script is not provided in this training. Your instructor will explain what to say based on your state laws and at what juncture in the process you must disclose this information. 68 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

1. The Pre-Listing Packet Instructor's Notes 4/23/2017 1. The Pre-Listing Packet The Pre-Listing Packet is a collection of documents that you send or drop off to the seller. The advantages of the Pre-Listing Packet are twofold: It can shorten your consultation by 15-30 minutes as it educates and proactively addresses common objections. It sets you apart from the competition and thus is the first step in demonstrating the benefits of selecting you as an agent. 69 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 4/23/2017 2. Greet the Sellers In preparation for the appointment, bring an additional copy of the Pre-Listing Packet (in case the sellers have misplaced theirs), a comparative market analysis for the home, and all necessary graphs and charts you will refer to during the presentation. 70 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

3. Consult with the Sellers Instructor's Notes 4/23/2017 3. Consult with the Sellers Your goal during this step of the listing consultation is to identify the sellers’ wants, needs, and values—what is important to them in the sale of their home. As with buyers… Your goal is to help your clients achieve their goals! 71 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

3. Consult with the Sellers Instructor's Notes 4/23/2017 3. Consult with the Sellers Identifying What is Important Beginning your consultation by talking about what is important to the sellers is critical in gaining their trust and communicating that you are there to assist them, rather than just to get a sale. Do not forget the critical follow-up question: What about ____ is important to you? 71-72 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

3. Consult with the Sellers Instructor's Notes 4/23/2017 3. Consult with the Sellers Winning Two Sides of Their Business Question number 10 above is of particular importance, because it provides you with two opportunities. The first is to ask for the sellers’ business as a buying client. If they agree, this will also build a very strong bond, and they’ll be more likely to list with you. If they are leaving the area, you can accomplish the same objective by offering relocation assistance. 73 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Instructor's Notes 4/23/2017 4. Evaluate the Home Use the Listing Walk-Through Notes (found in your Tool Kit) to take thorough notes as you tour the home. While you are touring the home, ask about obvious faults. At this stage of the consultation, avoid making recommendations for home improvements as this may offend the sellers. 74 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Practice 75 Role-Model Discussion Question Instructor's Notes 4/23/2017 Practice Role-Model Watch as your instructor demonstrates how to consult the seller and conduct the home evaluation. Discussion Question How might you build rapport with a seller who is very shy or quiet? 75 Keller Williams@2003 MREA Business Planning Clinic Jan 2004

Practice 76 Exercise Directions: With a partner, practice the scripts for consulting with the seller and touring the home. Use the training room as the “home.” As you walk through the room, the buyer will point out what they do and do not like, and the agent will ask questions about things in the room. Time: 30 minutes 76

Assignments 77 Power Session Assignments Customize your Pre-Listing Packet using the template provided in your Tool Kit. Prepare a CMA for one of the homes you previewed. 77

77 Assignments Ongoing Assignments Complete 10:5:15:5 Collect 10 business cards. Make 5 phone calls. Send 15 notes or letters. Preview 5 homes. Record your progress on the Success Grid. Schedule a one-hour role-play session with your CAMP Buddy. Practice the listing consultation scripts. Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 77

77 Assignments Something to Think About… How would you handle a situation in which you felt the seller was not being entirely honest about the condition, ownership or size of the house? 77

We have talked about… The basic steps of the listing consultation How to discuss agency The contents of the Pre-Listing Packet How to greet sellers How to consult with sellers How to evaluate a seller’s home How to conduct the initial steps of the listing consultation sum