1. © Copyright 2010 Cortney Jones and Keith Young Module 3: Preparation: The Secret to Creating Your Own Luck!

2. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Module 3: Objectives Learn the pre-call process Reasons to do a pre-call How to prepare for a successful appointment What to bring to an appointment Checklists to help you prepare and have peace of mind Preparing mentally before the appointment Inner game of sales and negotiating

3. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young What is a Pre-Call Process you follow to prepare for a successful seller appointment Like a pilot going through his pre-flight check list Helps you have all the tools needed for a successful appointment Think of it as part of your success formula

4. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Why do a Pre-Call Helps get you totally prepared to have a successful appointment Gives you peace of mind so you can focus on the seller Helps you have all the tools needed for a successful appointment Helps you remember everything you need to bring for your appointment

5. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Luck = Opportunity + Preparedness “Luck is what happens when preparation meets opportunity.” Seneca Seneca Roman dramatist, philosopher, & politician (5 BC - 65 AD)

6. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Pre-Call Checklist Property File Paperwork checklist Credibility kit and proof Brief case checklist Pre-call prep sheet Action steps Affirmations

7. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Property File Property Information sheet Comps and valuations—MLS, Site-X Data, Zillow, cyberhomes, RealQuest, foreclosures - RealtyTrac, Foreclosures.com Tax assessor Directions Transaction cost sheet Offers Old MLS listings

8. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Paperwork Checklist Purchase and Sales Agreement Option to Purchase Agreement Disclosures/CYA’s Addendum—subject to Authorization to Release Power of Attorney Installment Land Contract Always have 2 sets of all paperwork

9. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Briefcase Checklist Property File Paperwork Credibility Kit Offers cheat sheet—for my eyes only 4 blue gel pens—working Calculator—sorry old school here Presentation book Laptop

10. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young PRE-CALL Prep Sheet Instructions: Complete prior to the appointment, really think about each item. 7 Laws to carry to every appointment 1. Keep it Simple4. Show and Then Tell7. Ask Questions 2. Keep them saying Yes5. Call them by Name 3. Be Enthusiastic6. Always Agree Why are they selling? What is their Distress Level? What are their needs? Find the Hot Buttons - Do not make a presentation without knowing and using the hot button. Beware of making decisions for the Seller, your job is to present offers. Their Likely Objections? Their Likely Questions? Your Exit Strategy? Remember to find their problem and solve their problem Need to Customize the Presentation? CRITICAL: Write at least five benefits of your offer to the homeowner. Benefits are the key to showing the VALUE of our offer. Value sells! 1. 2. 3. 4. 5. Affirm your positive thoughts: They need me and my solution I'm great at uncovering hot buttons and I easily and naturally use them to create more desire I am a master at the 7 laws and I keep both parties engaged as I present and close. My presentations are so powerful that it is easy to close I provide a great service to my clients, and close easily and confidently I am the master at building rapport I provide great benefits that trigger emotions I am tenacious in my close because I know they need me and my solution Pre-Call Prep Sheet

11. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Thought Process Proper mindset—become fearless investor Confident attitude—become a problem solver Go through thought process checklist Do you know the sellers reasons to sell? —if so what are they What is their distress level What possible objections will come up Don’t pre-judge—what offer will they take Go over your offers and make sure you know them Do I need to customize anything in my presentation

12. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Action Steps Drive the comps Drive by sellers house—takes pressure to find it Go over thought process again just before entering sellers house Imprint affirmations—have mine on cd

13. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Affirmations : I am a dynamic presenter and hold the sellers attention on every word I am great at finding and solving a sellers problem I am a great close and close over 50% of my deals I am great at uncovering hot buttons and use them to help move the seller toward a decision I am great at developing rapport and the sellers feel like they have known me forever

14. Module 3: Mastering Sellers in the Home © Copyright 2010 Cortney Jones and Keith Young Be Prepared The better prepared you are the better chance for a successful appointment Do things that others will not to achieve success Success is an attitude This is part of the success process