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

2. 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.”

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

4. Choose to EVOLVE rather than continually REVOLVE

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

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

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

8. 2. How you think truly is everything.

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

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

11. 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.

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

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

14. BODY LANGUAGE

15. INTENSITY LEVEL

16. NOTES

17. DETERMINED TO UNDERSTAND

18. EYE CONTACT

19. RESPONSE READY

20. 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?

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

22. 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!

23. 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)

24. 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?

25. 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…

26. 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.

27. 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?