1. Become a Listing Legend Gee Dunsten, CRS

2. Strategic Thinking

3. Two Critical Questions: 1. What am I doing better than my competition? 2. What am I not doing that my competition is doing better ?

4. Real Estate Industry is Not Strategic

5. Strategic Thinking Focus on what consumer wants

6. “All wisdom begins with the use of proper names”.

8. Listing Presentations vs. Marketing Proposals

9. Rectification of Names

10. Insurance Industry

11. Listings

12. Listing Agent

13. Time to do Critical Thinking

14. Listing Agent vs. Marketing REALTOR

15. Four P’s of Marketing 1.Product 2.Pricing 3.Positioning 4.Promotion

16. Introducing the one “P” of Marketing …….. Pricing

17. Eric Sever ide

18. Wisdom Knowledge Information Data

19. Pricing begat a long lasting love affair with listing

20. Not Focused on What Consumer Wants

21. Harris Poll

22. Listing begat “Listing Presentation”

23. Listing Presentation begat “reason homes don’t sell” …… Price

24. Homes don’t sell because of price begat ….. “The buyer must determine the price.”

25. The buyer determines the price begat ……. “The market must determine the price”.

26. “The Market” Homes aren’t commodities X

27. The market must determine the price begat ….. names/words:

28. Comps Commodity Similar Homes CMA

29. Let’s look a the properties that your future buyer will be looking at.

30. Comps, Commodity, Similar Homes, and CMA begat …… Data Driven Presentations

31. CMA vs. CPA C ompetitive Property Analysis

32. SMS Strategic Market Strategy

33. Pricing Staging Negotiating Positioning Promoting

34. Who Determines / Influences the Final Price 1.Seller 2.Seller’s Agent 3.Buyer 4.Buyer Agents 5.Bank

35. Pricing Is Like Throwing a Dart on a Dart Board

36. What Percentage of Agents Have: Access to the market data? Ignore data when pricing their own home?

37. Adaption to the Consumer Behavior

38. Introducing the SMS begat …… Three Critical Thinking Questions

39. CREATING a Culture of Confidence

41. Arrive Early

42. Take Notes

44. Who’s idea was this?

45. Customization

46. Three Critical Thinking Questions: 1. 2. 3.

47. These Three Questions Lead to a Three Point Presentations: 1. 2. 3.

49. Based on your knowledge of the current market for homes similar to yours, do you feel that the market is improving in your favor or going in the wrong direction?

54. Become a Marketing Consultant

55. What do you expect from the agent you select to market your home?

56. “Is there anything else you want?”

57. With all due respect; you really aren’t asking / expecting enough!

58. You seem to be asking the things that any average real estate company can provide. Things that any agent can do.

59. We want to market your home in a more customized fashion.

60. Conventional marketing is no longer enough in today’s market place.

61. Create Awareness a.Internet Consumer b. Top Buyers Agents

62. Staging

63. Sellers Top 5 Benefits Living Here

64. Primary Defender of Their Equity

65. Suggested Marketing Plan Time Activity Person Specific Update Every Thirty Days

66. “If you can’t explain it simply, you don’t understand it well enough.”

67. New vocabulary:

68. List Price vs. Initial Market Position

69. ListingPresentationManual X

70. MarketingConversation

71. Price Reduction Reduction X

72. Market Position PositionAdjustment

73. Certified Serious Seller Pricing the home at or below an independent appraisal or according to absorption rate positioning Having a qualified home inspection Repairing items identified in a home inspection Pest inspection Property disclosure CLUE report Home warranty Watch Pricing your home to sell Watch Preparing your home to sell

74. Advantages for Sellers

75. Marketing Plan Time Activity Person Specific Update Every Thirty Days

77. - Will Rogers - “Going to church on Sunday will no more make you a Christian, than sleeping in a garage will make you a Chevrolet.” 77