1. Negotiating the Listing Price

2. Check In What did you do? What happened? What results did you get?
What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. Meet the Expert Add guest speakers name
Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed
Add guest speakers name

4. Negotiating the Listing Price
Market’s evaluation of how much seller’s house is worth…
Seller’s belief of how much their house is worth…

5. Step 1: Probe for reason behind the asking price
Some possible reasons:
Seller does not have an accurate picture of home sale value in their area
Seller is using the sale price of incomparable homes in their area
Seller needs to finance next home purchase
Brand X told seller that’s what their house is worth
Seller has inaccurate numbers

6. Step 2: Show evidence to support your analysis
Review the Price Trend Analysis to show the area’s market trend for comparable homes
Fully discuss the DOM (days on market) for a home priced right from the start vs. homes overpriced

7. Step 3: Create Win-Win
Remind them that you will make every effort to get their home sold for the highest price possible
Ask seller to consider a Weichert exclusive listing for a period, so that you can obtain feedback from other Associates on pricing before exposing the house to the entire market
Agree to seller’s number, but explain that it may need to be reviewed later depending on feedback

8. Fast Track Facilitator Notes
Session 2: Getting Started
Today’s Call Session
Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds.
Keep track and report progress on the board.
Record all leads and appointments made.
Utilize Prospect Follow Up sheet to set follow up call appointments.
Weichert University October

9. Fast Track Facilitator Notes
Session 2: Getting Started
Call Session Results
How many calls were made in total? (Calculate on flipchart)
How many appointments were made? (Calculate on flipchart)
What worked well for you today when calling?
What would you try differently next time?
Weichert University October

10. Grow Your Skills and Business
Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments.
Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement.
Come prepared to make 50 calls at next workshop.
Preview homes and take notes on property features.
Work an Open House. Follow up with all guests in 24 hours.
Take online training – Art of Negotiating, Overcoming Common Seller Objections, and The Weichert Listing Presentation: Dialogue and Tips.

11. “The path to success is to take massive, determined action. ”
“The path to success is to take massive, determined action.” Anthony Robbins

12. Sales Planner
Add the assignments we just reviewed to your new Sales Planner.
Write down what you will commit to do by next session.
You have five minutes to complete this.
Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner

13. Quickest Way to Boost Your Business
REMEMBER…
Quickest Way to Boost Your Business
Aim
for an
Appointment
a Day!
Work an Open House every week.
Know the inventory!
Get Price Improvements on listings 30+DOM.
Make 100 iCalls every week.
Work FSBO’s and Expireds every week.
Follow up!
1=18%
2=34%
3=62%
4=78%

14. “Success is almost totally dependent upon drive and persistence
“Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.”
Denis Waitly
Thank You