1. MREA: Listing Specialist
Instructor's Notes
11/19/2018
MREA: Listing Specialist
A Course for the Millionaire Real Estate Agent
Keller MREA Business Planning Clinic Jan 2004

2. Introduction to MREA: Listing Specialist
Instructor's Notes
11/19/2018
Introduction
Introduction to MREA: Listing Specialist
In this chapter, you will…
Describe the Ground Rules for this class
Describe what you will learn
Identify why you are here
Identify how you will learn 1
Keller MREA Business Planning Clinic Jan 2004

3. Instructor's Notes
11/19/2018
Introduction
Ground Rules
Arrive to class on time and return promptly from breaks.
Move quickly when you are instructed to form small groups or partner with someone to role-play.
Limit your side conversations.
Turn your cell phones and pagers to vibrate or OFF. 2
Keller MREA Business Planning Clinic Jan 2004

4. 2 Ground Rules (cont.) Feel free to stand and walk.
Instructor's Notes
11/19/2018
Introduction
Ground Rules (cont.)
Feel free to stand and walk.
Accept the reality of time and participation.
Respect the different learning styles and opinions of others.
Help each other learn.
Consider everything we discuss confidential.
Have Fun! 2
Keller MREA Business Planning Clinic Jan 2004

5. Instructor's Notes
11/19/2018
Introduction
Why You Are Here
Question: What do you want to get out of this course? 3
Keller MREA Business Planning Clinic Jan 2004

6. What You Will Learn 4 About MREA Business Systems Introduction
Instructor's Notes
11/19/2018
Introduction
What You Will Learn
About MREA Business Systems 4
Keller MREA Business Planning Clinic Jan 2004

7. What You Will Learn (cont.)
Instructor's Notes
11/19/2018
Introduction
What You Will Learn (cont.)
Finding and Servicing Sellers Action-Oriented Outcomes
The role of a Listing Specialist
Prospect for leads
Prepare for a listing consultation
Prepare for objections
Deliver a listing consultation
Consult sellers on price/staging
Present offers
Create an action plan 5
Keller MREA Business Planning Clinic Jan 2004

8. What You Will Learn (cont.)
Instructor's Notes
11/19/2018
Introduction
What You Will Learn (cont.)
MREA: Listing Specialist Outline
The Role of the Listing Specialist
Prospecting
Preparing for an Appointment
Preparing for Objections
Delivering the Listing Consultation
Consulting the Seller
Receiving and Presenting Offers
Putting It All Together 6
Keller MREA Business Planning Clinic Jan 2004

9. How You Will Learn 7 Get ready for some action-oriented training!
Instructor's Notes
11/19/2018
Introduction
How You Will Learn
Get ready for some action-oriented training!
Participate in large group interactive lecturettes.
Participate in small group discussions and exercises.
Observe your instructor as he/she demonstrates the desired skills and behaviors.
Role-Play with a peer partner to sharpen your dialogue skills.
Share your A-ha’s to increase your knowledge as a group.
Develop an Action Plan. 7
Keller MREA Business Planning Clinic Jan 2004

10. Chapter 1: The Role of the Listing Specialist
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Chapter 1: The Role of the Listing Specialist
In this chapter, you will…
Review the job description of the Listing Specialist
Identify your key goal categories
Create a 4-1-1
Experience an accountability session 8
Keller MREA Business Planning Clinic Jan 2004

11. Job Description 9 Listing Specialist Key relationship for all sellers
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Job Description
Listing Specialist
Key relationship for all sellers
Obtaining appointments
Develops expert knowledge
Provides high-level fiduciary advice
Works directly with the Listing Manager
Consults with clients
Evaluates showing feedback/pricing
Effectively negotiates 9
Keller MREA Business Planning Clinic Jan 2004

12. Goal Categories 10 The 80/20 Rule
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Goal Categories
The 80/20 Rule
Truth: There is a pattern of predictable imbalance in life. It is called the 80/20 Principle.
Truth: Doing a lot of things is never a substitute for doing the right things. 10
Keller MREA Business Planning Clinic Jan 2004

13. Goal Categories (cont.)
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Goal Categories (cont.)
The Key Goal Categories
Prospect to hit your monthly lead generation target
Convert those appointments
Consult your client on price
Stay engaged until a contract is signed 11
Keller MREA Business Planning Clinic Jan 2004

14. The 4-1-1 What is the 4-1-1? Annual Goals Monthly Goals Weekly Goals
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
The 4-1-1
What is the 4-1-1?
Annual Goals
Monthly Goals
Weekly Goals
12-13
Keller MREA Business Planning Clinic Jan 2004

15. 4-1-1 Action Goal Worksheet
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
The 4-1-1
4-1-1 Action Goal Worksheet
Annual Goals (Gauge)
Monthly Goals and/or Actions (Gauges and/or Levers)
Weekly Actions (Levers)
14-15
Keller MREA Business Planning Clinic Jan 2004

16. Accountability Preparing for the Accountability Session S – Specific
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Accountability
Preparing for the Accountability Session
S – Specific
M – Measurable
A – Action Oriented
R – Realistic
T – Time Bound
16-17
Keller MREA Business Planning Clinic Jan 2004

17. Accountability (cont.)
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Accountability (cont.)
Format of the Session
The Weekly Accountability Session
What was your goal?
How did you do?
How do you feel about that?
What do you need to do now? 18
Keller MREA Business Planning Clinic Jan 2004

18. Accountability (cont.)
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Accountability (cont.)
Results of the Session
Meeting the Goals
Not Meeting the Goals 19
Keller MREA Business Planning Clinic Jan 2004

19. Accountability (cont.)
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
Accountability (cont.)
Exercise: What’s wrong with this picture?
Find out what’s wrong with the sample 4-1-1
20-21
Keller MREA Business Planning Clinic Jan 2004

20. The Role of the Listing Specialist: Summary
Instructor's Notes
11/19/2018
Chapter 1: The Role of the Listing Specialist
The Role of the Listing Specialist: Summary
Review the job description of the Listing Specialist
Identify your key goal categories
Create a 4-1-1
Experience an accountability session
sum
Keller MREA Business Planning Clinic Jan 2004

21. Chapter 2: Prospecting 22 In this chapter, you will…
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Chapter 2: Prospecting
In this chapter, you will…
Identify the three best sources for seller leads
Understand the 33 Touch system
Understand the 8 by 8 system
Learn the basics of prospecting for FSBO’s, expired listings and past client referrals 22
Keller MREA Business Planning Clinic Jan 2004

22. The Three Major Seller Lead Sources
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
The Three Major Seller Lead Sources
Overview
FSBO’s
Expired listings
Past client referrals 23
Keller MREA Business Planning Clinic Jan 2004

23. 33 Touch 33 Touch Overview Basic Steps Use contact management software
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
33 Touch
33 Touch Overview
Basic Steps
Use contact management software
Mail everyone in your contact database
Set up a 33 Touch plan
Modify the 33 Touch to work for you
24-25
Keller MREA Business Planning Clinic Jan 2004

24. 8 by 8 8 by 8 Overview Basic Steps
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
8 by 8
8 by 8 Overview
Basic Steps
Make contact with all of the prospects, customers, and past customers in your contact management database
Set up your 8 by 8 plan
Modify the 8 by 8 to work for you
26-27
Keller MREA Business Planning Clinic Jan 2004

25. FSBO’s 28 Introduction How To Do It Search for FSBO’s
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
FSBO’s
Introduction
How To Do It
Search for FSBO’s
Input the homeowner into your contact database
Launch the homeowner on your 8 by 8
Make initial contact
Include the homeowner in your 33 Touch 28
Keller MREA Business Planning Clinic Jan 2004

26. Instructor's Notes
11/19/2018
Chapter 2: Prospecting
FSBO’s
8 by 8 FSBO’s
Week 1 - Make initial contact with the homeowner
Week 2 - Drop off a FSBO package
Week 3 - Contact the homeowner by telephone
Week 4 - Drop off List of Vendors with your card
Week 5 - Send a Just Sold card
Week 6 - Drop by in person
Week 7 - Contact the homeowner by telephone
Week 8 - Contact the homeowner by telephone 29
Keller MREA Business Planning Clinic Jan 2004

27. Scripts for FSBO Prospecting Role-play:
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
FSBO’s
Scripts for FSBO Prospecting
Role-play:
Driving by a FSBO Home
Calling on a FSBO Sign
Touring a FSBO Home
30-34
Keller MREA Business Planning Clinic Jan 2004

28. Expired Listings 35 Expired Listings How to Do It
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Expired Listings
Expired Listings
How to Do It
Check your local MLS website
Input the homeowner into your contact database
Launch the homeowner on your 8 by 8: Expired/Withdrawn Listing plan
Make initial contact by telephone
Include the homeowner in your 33 Touch plan 35
Keller MREA Business Planning Clinic Jan 2004

29. 36 Expired Listings 8 by 8: Expired Listings
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Expired Listings
8 by 8: Expired Listings
Week 1 - Make initial contact with the homeowner
Week 2 - Drop off a Expired/Withdrawn package
Week 3 - Contact the homeowner by telephone
Week 4 - Drop off List of Vendors with your card
Week 5 - Send a Just Sold card
Week 6 - Drop by in person
Week 7 - Contact the homeowner by telephone
Week 8 - Contact the homeowner by telephone 36
Keller MREA Business Planning Clinic Jan 2004

30. Scripts for Expired Listings Role-play:
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Expired Listings
Scripts for Expired Listings
Role-play:
Calling on an Expired/Withdrawn Listing
Calling on an Expired Listing
37-39
Keller MREA Business Planning Clinic Jan 2004

31. Past Client Referrals 40 Introduction How to Do It
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Past Client Referrals
Introduction
How to Do It
Enter the client into your database as soon as the transaction begins
Place client on your 33 Touch plan as soon as transaction is complete
Educate, ask for, and reward referrals 40
Keller MREA Business Planning Clinic Jan 2004

32. 41 Past Client Referrals 8 by 8: Past Clients
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Past Client Referrals
8 by 8: Past Clients
Week 1 - Make initial contact with the homeowner
Week 2 - Conduct Listing Consultation
Week 3 - Contact the individual by telephone
Week 4 - Contact the individual by telephone
Week 5 - Send a Just Sold card
Week 6 - Drop by in person
Week 7 - Contact the homeowner by telephone
Week 8 - Contact the homeowner by telephone 41
Keller MREA Business Planning Clinic Jan 2004

33. Scripts for Past Client Referrals Role-play:
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Past Client Referrals
Scripts for Past Client Referrals
Role-play:
Asking a Past Client for Business
Asking a Past Client for Business (Alternate Version)
42-43
Keller MREA Business Planning Clinic Jan 2004

34. KW A&Q 44 Exercise: Display your knowledge about: Contacting
Instructor's Notes
11/19/2018
Chapter 2: Prospecting
KW A&Q
Exercise: Display your knowledge about:
Contacting
Lead Sources
Wild Card 44
Keller MREA Business Planning Clinic Jan 2004

35. Instructor's Notes
11/19/2018
Chapter 2: Prospecting
Prospecting: Summary
Identify the three best sources for seller leads
Understand the 33 Touch system
Understand the 8 by 8 system
Learn the basics of prospecting for FSBO’s, expired listings and past client referrals
Exercise: My Scorecard 45
Keller MREA Business Planning Clinic Jan 2004

36. Chapter 3: Preparing for an Appointment
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Chapter 3: Preparing for an Appointment
In this chapter, you will…
Internalize the Winning Mindset it takes to get a Listing Consultation appointment
Gather information and get an appointment by conducting a seller interview
Prepare for a Listing Consultation 46
Keller MREA Business Planning Clinic Jan 2004

37. The Winning Mindset 47 How to Get It Be confident Take control
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
The Winning Mindset
How to Get It
Be confident
Take control
Listen carefully
Isolate objections
Trial close at every step 47
Keller MREA Business Planning Clinic Jan 2004

38. Get an Appointment 48 Seller Interview How to Do It:
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Get an Appointment
Seller Interview
How to Do It:
Use the Seller Interview form to gather information
Use the Seller Interview form information
File your completed Seller Interview form 48
Keller MREA Business Planning Clinic Jan 2004

39. 49 Get an Appointment Role-Play: Practice handling questions
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Get an Appointment
Seller Interview (continued)
Role-Play: Practice handling questions
I’m not going to work with anyone who charges over 4% commission. 49
Keller MREA Business Planning Clinic Jan 2004

40. Prepare for the Listing Consultation
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Prepare for the Listing Consultation
Pre-Listing Preparation
How to Do It:
Deliver a Pre-Listing Packet
Check the contents of your Listing Consultation Packet 50
Keller MREA Business Planning Clinic Jan 2004

41. Prepare for the Listing consultation
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Prepare for the Listing consultation
Deliver a Pre-Listing Packet
What it contains:
Packet Folder
Pre-listing Cover Letter
CMA
Seller Book
Seller Listing Checklist
VIP Questionnaire
10 Favorite Features
Seller’s Disclosure Instructions
Seller’s Disclosure Checklist
HOA Disclosure 51
Keller MREA Business Planning Clinic Jan 2004

42. Prepare for the Listing consultation
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Prepare for the Listing consultation
Deliver a Pre-Listing Packet (continued)
What it contains: (continued)
Utilities, Taxes, and Square Footage Disclosures
Mold Disclosure
Home Warranty Brochures
When Selling Your Home…
Movie Flyer
2 Business Cards 51
Keller MREA Business Planning Clinic Jan 2004

43. Prepare for the Listing consultation
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Prepare for the Listing consultation
Deliver a Pre-Listing Packet (continued)
The Pre-Listing Packet may also contain:
Deliver the Pre-Listing Packet
Logo velour bag, with chocolates
Movie – “Pricing your Home to Sell”
Popcorn 52
Keller MREA Business Planning Clinic Jan 2004

44. Prepare for the Listing consultation
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Prepare for the Listing consultation
Listing Consultation Packet Contents
What it contains:
Listing Walk-through Notes
Advertising Copy
Seller 10’s Sheet
CMA
Seller’s Estimated Closing Statement
Listing Agreement
Addenda
Lockbox Agreement
Security System Addendum
Agency Disclosure 53
Keller MREA Business Planning Clinic Jan 2004

45. Prepare for the Listing consultation
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Prepare for the Listing consultation
Listing Consultation Packet Contents (continued)
What it contains:
Affiliated Business Arrangement Disclosure
Lead-based Paint Disclosure
Mortage Information Request Letter
Preparing Your Home for Sale
Pet Sheet
Who Do You Call When...
Presentation Survey
S.A.S.E. for Survey 53
Keller MREA Business Planning Clinic Jan 2004

46. Preparing for an Appointment: Summary
Instructor's Notes
11/19/2018
Chapter 3: Preparing for an Appointment
Preparing for an Appointment: Summary
Internalize the Winning Mindset it takes to get a Listing Consultation appointment
Gather information and get an appointment by conducting a seller interview
Prepare for a Listing Consultation
Exercise: My Scorecard 54
Keller MREA Business Planning Clinic Jan 2004

47. Chapter 4: Preparing for Objections
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Chapter 4: Preparing for Objections
In this chapter, you will…
Handle objections to your commission
Handle objections to signing a listing agreement
Handle objections to the length of the listing agreement
Handle objections to your recommended price 55
Keller MREA Business Planning Clinic Jan 2004

48. Common Objections Overview
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Common Objections Overview
How to Do It
Role-play
Your Commission
Signing a listing agreement
The length of the listing agreement
Your recommended price 56
Keller MREA Business Planning Clinic Jan 2004

49. Objections to Your Commission
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Objections to Your Commission
Sample Scripts
Two Types of Agents
Linking Full Commission Fee to Seller’s Full Profit
Linking Commission to Integrity
Explaining How Commission is Used
Explaining How Commission is Necessary for a Win-Win Relationship
57-60
Keller MREA Business Planning Clinic Jan 2004

50. Objections to Signing a Listing Agreement
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Objections to Signing a Listing Agreement
Sample Scripts
Want to Visit with Another Agent
We Want to Think About It (Alternate 1)
We Want to Think About It (Alternate 2)
We Want to Interview Several Agents First
61-63
Keller MREA Business Planning Clinic Jan 2004

51. Objections to the Length of the Listing Agreement
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Objections to the Length of the Listing Agreement
Sample Scripts
Want to Sign a 30 Day Listing
Explaining an “Easy Exit” Listing Agreement
Shortening the Listing Agreement Term 64
Keller MREA Business Planning Clinic Jan 2004

52. Objections to Your Recommended Price
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Objections to Your Recommended Price
Sample Scripts
Best Buyers in the Market
I Want My Price No Matter How Long It Takes
We Have to Have $20,000 to Buy Another Home!
Shouldn’t We Leave Room for Negotiation?
We’ve Done All This Updating Over the Past Year!
Real Estate vs. Retail Dialogue
Truth: You don’t need unmotivated sellers in your life!!!
65-70
Keller MREA Business Planning Clinic Jan 2004

53. 71 Exercise: Aha! Accountability!
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Exercise: Aha! Accountability!
Consult with your partner about your Aha! 71
Keller MREA Business Planning Clinic Jan 2004

54. Preparing for Objections: Summary
Instructor's Notes
11/19/2018
Chapter 4: Preparing for Objections
Preparing for Objections: Summary
Handle objections to your commission
Handle objections to signing a listing agreement
Handle objections to the length of the listing agreement
Handle objections to your recommended price
Exercise: My Scorecard 72
Keller MREA Business Planning Clinic Jan 2004

55. Chapter 5: Delivering the Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Chapter 5: Delivering the Listing Consultation
In this chapter, you will…
Tailor your listing consultation to suit the personality profile (D.I.S.C.) of the seller
Internalize the Winning Mindset it takes to get a signed listing agreement
Identify and conduct the eight steps of a successful listing consultation 73
Keller MREA Business Planning Clinic Jan 2004

56. Know Who You’re Talking To
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Know Who You’re Talking To
The D.I.S.C. Personality Profile
What is it?
D: Dominant-Driver
I: Influencing-Inspiring
S: Stable-Steady
C: Compliant-Correct
74-75
Keller MREA Business Planning Clinic Jan 2004

57. Know Who You’re Talking To
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Know Who You’re Talking To
Another Way of Looking at the D.I.S.C.
I: Hot, People/Relationships, Fast/Aggressive
D: Cold, Tasks/Thinking, Fast/Aggressive
S: Warm, People/Relationships, Slow/Passive
C: Cool, Tasks/Thinking, Slow/Passive 76
Keller MREA Business Planning Clinic Jan 2004

58. The Winning Mindset 77 How to Get It: Be confident
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
The Winning Mindset
How to Get It:
Be confident
Don’t worry about the order
Know who you’re talking to
Direct with questions
Trial close
Stop if they say “YES” 77
Keller MREA Business Planning Clinic Jan 2004

59. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Steps and Forms
How to Do It:
Greet and build rapport
Set the stage
Uncover priorities
Explain the home-selling process
Talk about your team
Consult on pricing
Sign a listing agreement
Consult on proper staging 78
Keller MREA Business Planning Clinic Jan 2004

60. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Practice the Listing Consultation
Exercise: Practice the steps to the Listing Consultation in 3 parts. 79
Keller MREA Business Planning Clinic Jan 2004

61. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 1. The Walk-through 80
Keller MREA Business Planning Clinic Jan 2004

62. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 2. Setting the Stage
81-82
Keller MREA Business Planning Clinic Jan 2004

63. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 3. Needs Analysis
Stop and Role-Play!
83-85
Keller MREA Business Planning Clinic Jan 2004

64. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 4. The Home-Selling Process
86-87
Keller MREA Business Planning Clinic Jan 2004

65. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 5. The Team
Stop and Role-Play!
88-91
Keller MREA Business Planning Clinic Jan 2004

66. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 6. Pricing Strategy
92-94
Keller MREA Business Planning Clinic Jan 2004

67. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 7. Signing the Listing Agreement 95
Keller MREA Business Planning Clinic Jan 2004

68. Steps to a Successful Listing Consultation
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Steps to a Successful Listing Consultation
Step 8. Staging the Home
Stop and Role-Play!
96-97
Keller MREA Business Planning Clinic Jan 2004

69. 98 Exercise: Give an Aha!, Take an Aha!
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Exercise: Give an Aha!, Take an Aha!
Share your Aha’s about the Listing Consultation process 98
Keller MREA Business Planning Clinic Jan 2004

70. Delivering the Listing Consultation: Summary
Instructor's Notes
11/19/2018
Chapter 5: Delivering the Listing Consultation
Delivering the Listing Consultation: Summary
Tailor your listing consultation to suit the personality profile (D.I.S.C.) of the seller
Internalize the Winning Mindset it takes to get a signed listing agreement
Identify and conduct the eight steps of a successful listing consultation
Exercise: My Scorecard 99
Keller MREA Business Planning Clinic Jan 2004

71. Chapter 6: Consulting the Seller
Instructor's Notes
11/19/2018
Chapter 6: Consulting the Seller
Chapter 6: Consulting the Seller
In this chapter, you will…
Consult with the seller on adjusting the listing price
Consult with the seller on staging issues
100
Keller MREA Business Planning Clinic Jan 2004

72. Consult the Seller on Price Adjustment
Instructor's Notes
11/19/2018
Chapter 6: Consulting the Seller
Consult the Seller on Price Adjustment
How to Do It:
Role-play
Consulting the Seller to Reduce the Price
Keller MREA Business Planning Clinic Jan 2004

73. Consult the Seller on Staging Issues
Instructor's Notes
11/19/2018
Chapter 6: Consulting the Seller
Consult the Seller on Staging Issues
How to Do It:
Role-play
Consulting the Seller on Animal Issues
Keller MREA Business Planning Clinic Jan 2004

74. Consulting the Seller : Summary
Instructor's Notes
11/19/2018
Chapter 6: Consulting the Seller
Consulting the Seller : Summary
Consult with the seller on adjusting the listing price
Consult with the seller on staging issues
Exercise: My Scorecard
105
Keller MREA Business Planning Clinic Jan 2004

75. Chapter 7: Receiving and Presenting Offers
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Chapter 7: Receiving and Presenting Offers
In this chapter, you will…
Review offers for accuracy and completeness
Internalize the Winning Mindset to get a contract signed by both parties
Present offers to your seller
Handle seller’s objections to offers
Make a counter offer
106
Keller MREA Business Planning Clinic Jan 2004

76. Review the Offer 107 How to Do It: Appliances Home Warranty Price
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Review the Offer
How to Do It:
Appliances
Price
Earnest Money
Time for Acceptance
Loan Approval
Financing Terms
Closing Date
Home Warranty
Repair Limits
Special Clauses
HOA & Mold Disclosures
Possession Date
Seller Costs
107
Keller MREA Business Planning Clinic Jan 2004

77. The Winning Mindset 108 How to Get It Be open Communicate Stay calm
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
The Winning Mindset
How to Get It
Be open
Communicate
Stay calm
Focus on the customer’s needs
108
Keller MREA Business Planning Clinic Jan 2004

78. Present the Offer to Your Seller
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Present the Offer to Your Seller
Best Face Forward
How to Do It:
Prepare the Seller’s Estimated Closing Statement
Review Buyer Agent Questions Worksheet
Present the offer
Stay positive
Explain the offer
Show Seller’s Estimated Closing Statement
Remind seller home could be sold
Advise on other possible offers
Positive agreement
Seller signs contract
Keller MREA Business Planning Clinic Jan 2004

79. Present the Offer to Your Seller
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Present the Offer to Your Seller
Best Face Forward (continued)
How to Do It (continued)
Notify buyer’s agent
Consult if counter offer
Notify buyer’s agent if counter offer
Repeat if necessary
Seller signs if accepted, fax offer
Retrieve contract and checks
Deliver checks
Keller MREA Business Planning Clinic Jan 2004

80. Present the Offer to Your Seller
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Present the Offer to Your Seller
Best Face Forward (continued)
Practice
Practice presenting the offer
Keller MREA Business Planning Clinic Jan 2004

81. Handle Seller’s Objections to Offers
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Handle Seller’s Objections to Offers
Practice Handling Seller’s Objections to Offers
Role-Play
That Offer is Too Low!
It Took a Long Time to Get an Offer
Will You be Upset with your Decision?
I Don’t Want to Make Any Repairs
Keller MREA Business Planning Clinic Jan 2004

82. Make a Counter Offer 117 Practice
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Make a Counter Offer
Practice
Practice dealing with a Low ball offer
117
Keller MREA Business Planning Clinic Jan 2004

83. Receiving and Presenting Offers : Summary
Instructor's Notes
11/19/2018
Chapter 7: Receiving and Presenting Offers
Receiving and Presenting Offers : Summary
Review offers for accuracy and completeness
Internalize the Winning Mindset to get a contract signed by both parties
Present offers to your seller
Handle seller’s objections to offers
Make a counter offer
Exercise: My Scorecard
118
Keller MREA Business Planning Clinic Jan 2004

84. Chapter 8: Putting It All Together
In this chapter, you will…
Review what you have learned
Complete your own action plan
119

85. What You Have Learned! 120 MREA: Listing Specialist Outline
Chapter 8: Putting It All Together
What You Have Learned!
MREA: Listing Specialist Outline
The Role of the Listing Specialist
Prospecting
Preparing for an Appointment
Preparing for Objections
Delivering the Listing Consultation
Consulting the Seller
Receiving and Presenting Offers
Putting It All Together
120

86. 121 Exercise: My Action Plan Create your own action plan
Chapter 8: Putting It All Together
Exercise: My Action Plan
Create your own action plan
121