1. Perfecting Your Listing Presentation
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Perfecting Your Listing Presentation

2. Let’s Get Started Today’s Agenda Success Stories
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Let’s Get Started
Success Stories
Sales Activity Updates/Questions
Success Board
Call Session Results
Announcements/Updates
Today’s Agenda

3. Our Objectives for Today
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Our Objectives for Today
Discuss the purpose and benefits of the Enhanced PTA.
Learn how to apply the 4 elements that measure pricing trends
Review dialogue to use when presenting the PTA to sellers.
Reinforce flow and content of the listing presentation with a live demonstration.
Practice presenting the listing presentation with peers.
Provide and receive feedback from peers.

4. Enhanced Price Trend Analysis
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Enhanced Price Trend Analysis
(PTA)

5. Why use the Price Trend Analysis?
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Why use the Price Trend Analysis?
Clearly summarizes what’s happening in the local market – including a forecast of where the market is going.
OLR sheets of actives, pendings, solds, etc. are back-up material, rather than the focus of the conversation.

6. Why is it important to differentiate yourself?
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Differentiating yourself allows you to:
Demonstrate your value
Prevent or defuse objections to price
Reinforce you are worth the full commission

7. Factor the Market Trend into Pricing
Seeking the True Market Value
Statistics, Trends & Forecasts

8. True Market Value True market value = the price paid
by a ready, willing and able buyer not forced to buy,
to a ready, willing and able seller not forced to sell,
in an arms length transaction,
after sufficient exposure to the market.

9. Elements of the Real Estate Trend
Absorption Rate
Variation (Appreciation/Depreciation)
Sales Price to Listing Price Ratio
“Temperature” of the Market
Notes: Applying trends and strategies

10. 1. Absorption Rate SUPPLY DEMAND TOTAL ACTIVES ABSORPTION RATE=
UNDER CONTRACT
PAST 30 DAYS
Note: Determining Supply and Demand as it is expressed as an Absorption Rate
DEMAND 10

11. 2. Market Appreciation/Depreciation
High Supply/Low Demand
Low Supply/High Demand
Normal
Market Absorption in Months 1 2 3 4 5 6 7 8 9 10 11 12
Normal
Weichert has been studying market conditions for more than 3 decades and has found a direct correlation between market absorption and property values.
As absorption rates increase beyond a normal market level of 5-6 months, property values depreciate annually.
Note: This Market Scale is valid only for absorption rates between 1 and 12 months.
Note: Correlation between absorption rate and price variation (appreciation/depreciation) – not reflected in the existing PTA Calculator. The enhance PTA Calculator has a built in formula that takes in account what the absorption rates are and it is reflected in the suggested price range.
Give as HANDOUT. 11

12. The Caveat
Note: Because absorption rates vary throughout the year, look at average absorption rates or trends over the last six months. 12

13. 3. Sold Price/List Price Ratio
Sale Price/List Price = SP%LP Ratio
Appears in most OLR Listings
Used to determine estimated Sale Price of UC Listings

14. 4. “Temperature” of the Market
What would give you more of an indication of the “temperature” of the market ?
When a listing Closed? OR
When a listing went Under Contract?

15. Present the Big Picture to Detail
From the Buyer’s Perspective…
Who is your competition?
Local Market Statistics
Absorption Rate
Days on Market
Competitive Comparables

16. Discussion: Q & A starts here!

17. Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Selecting Comps
Selecting comps for use in the preparation of a PTA requires knowledge, experience and practice
Develop your knowledge and experience by:
Becoming a Neighborhood Specialist
Staying on top of your market inventory
Making an effort to see the properties in your market area

18. Selecting Comps, continued
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Selecting Comps, continued
Facts to consider when determining comparable properties:
Location
Size (SQ/FT)
Number of beds
Number of baths
Outdoor Space
Amenities
Monthly’s
Changed factors

19. Selecting Comps, continued
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Selecting Comps, continued
Other considerations:
Age and Condition
Improvements
Desirability
Common Areas
“Walkability”
Changed

20. The PTA and Prospective Sellers
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
The PTA and Prospective Sellers
The PTA clearly illustrates the market trend.
It helps the seller price the home correctly.
The PTA reinforces your Weichert selling strategy.

21. Pricing Discussion Share the big picture
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Pricing Discussion
Share the big picture
Review the boxes across the Price Trend Analysis
Drill down on the facts
Ask the seller for a price range for their property
Agree on price and close for the listing

22. Price to the Future Waiting doesn’t work in seller’s favor.
Overpricing doesn’t work in seller’s favor.
Price today for the price of tomorrow.
Be the more attractive price on the market.
Induce competing offers.
Good properties, attractively priced still sell
over the asking price.
Sell within 30 days for more than you could expect
in 120 days.
Save 3 to 4 month of mortgage payments.
PRICE TO MEET THE MARKET INSTEAD OF CHASING THE MARKET!

23. Sample Dialogue: Sharing the PTA with Prospective Sellers
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
“I’d like to talk to you now about our approach for pricing properties. We not only look at comparable residences in the local marketplace, we research trends from 12 months ago, 6 months ago, 3 months ago and what’s under contract.” OR
“Before we look at the boxes across the page, let me direct you to, what I consider, is the executive summary of what’s happening in this market, the Current Inventory Analysis Snapshot.”

24. Weichert Listing Presentation
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Weichert Listing Presentation

25. Share the Weichert Value Story
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Share the Weichert Value Story
Sellers Think: Are you competent? Can you represent me? Can you bring me buyers? Will you work hard for me?
You’re using the Weichert Listing Presentation to:
Demonstrate value
Show you have a plan
Express your commitment
Gain their confidence

26. The Weichert Difference . . . Six Distinct Advantages
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
The Weichert Difference . . .
Six Distinct Advantages
Six? I’m still not sure what you want to do here

27. The Listing Presentation
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
The Listing Presentation
Continue to build the relationship
Open and preparation
Uncover needs and engage the client
Provide value and service
Close
changed
Distribute and review the Weichert Listing Presentation Checklist

28. Listing Presentation Demonstration
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Listing Presentation Demonstration
Facilitators will demonstrate
Class will act as Observers
Use the Weichert Listing Presentation Checklist/Feedback form
On the front - Take notes on what worked well and what needs to be improved for next time.
On the back - Mark off behaviors.

29. Demonstration Debrief
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Demonstration Debrief
What worked well?
What would you do differently?
What specific behaviors did you see?
What questions do you have before you begin to practice it?

30. Associate Manual – No page associated with this slide
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Associate Manual – No page associated with this slide
ASK: What does this quote mean to you?
ELICIT responses.
TIE IN responses to “practice makes perfect” and that’s why we are devoting time in class to practice the listing presentation.
By nature men are nearly alike;
by practice, they get to be wide apart.
Confucius

31. Weichert Listing Presentation Practice
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Weichert Listing Presentation Practice
Each person will get a chance to present a portion of the Weichert Listing Presentation.
Each person will get a chance to provide and receive feedback from peers.
Changed
CLICK to reveal and review each point to transition into the skills practice instructions.

32. Weichert Listing Presentation Practice
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Weichert Listing Presentation Practice
Split into groups of three
Assign a number (1, 2 or 3) to each person in the group
Distribute Weichert Listing Presentation portfolios and blank Checklist/Feedback forms
Each will have a turn to role-play the part of the Sales Associate, Seller, and Observer
Each will have an opportunity to present at least half of the listing presentation
Observer should take specific notes on the Weichert Listing Presentation Practice Feedback Form

33. You have 15 minutes per Round
Skill Practice Rounds
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Assigned Number
Round 1
Round 2
Round 3 #1
Sales Associate
Seller
Observer #2 #3
You have 15 minutes per Round

34. Skills Practice Feedback Session
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Skills Practice Feedback Session
Observer conducts a feedback discussion:
Have the Sales Associate state…
What they did well
What they would change next time
Have the Seller give feedback next
What they think the Sales Associate did well
What they would recommend they change next time
Observer gives feedback based on their notes from the feedback form
Be very specific
Observer gives the feedback form to the sales associate
You have 5 minutes

35. Skills Practice Debrief
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Skills Practice Debrief
What worked well?
What aspect of the presentation was easiest?
What aspect of the presentation was most difficult?
What would you focus on for next time?
How are you feeling about being able to do the listing presentation?

36. Listing Presentation Coaching Appointment
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Confirm your scheduled appointment.
Continue practicing your pages.
Dress for success.
Be on time.
Be enthusiastic and positive.
Deliver the presentation and receive feedback.
RELAX and enjoy the learning experience!

37. Taking Care of Business Have a Productive and Successful Day!
Fast Track Facilitator Notes
Session 8: Practice Makes Perfect
Taking Care of Business
Weichert University
Related online courses
Weichert Listing Presentation: Dialogue & Tips
Weichert Listing Presentation: Effective Closing Techniques
Effective Presentations: How They Can Make or Break Your Transaction
Overcoming Common Seller Objections
WeichertOne Sales Associate Resources
Today’s Work Assignments
Have a Productive and Successful Day!

38. Today’s Call Session

39. If no appointment today, offer to stay in touch using these tips
Review pages of the Associate Calling & Follow Up Guide

40. Team Captains, please roll up the numbers!
Fast Track Facilitator Notes
Session 2: Getting Started
Team Captains, please roll up the numbers!
Team Name
# Calls
# Contacts
# Leads
# Appointments
Prize!
The Sales Associate with the most appointments secured wins a prize!
Weichert University October