1. CAMP 4:4:3 Power Session 12: Selling a Home

2. Power Session 12 Slide 2 Selling a Home Introduction The future of your real estate business depends directly on your ability to focus it in the proper direction. Aim low and you will probably only have the option of hitting a variety of low targets. Pull your aim higher and you’ll probably have the option of hitting higher targets. Just remember that when you aim low only a stray bullet hits a high target. - Millionaire Real Estate Agent 114

3. Power Session 12 Slide 3 Selling a Home Introduction Objectives… 1)Review how to provide SUPER Service to sellers 2)Identify how to market a home 3)Identify the techniques for staging a home 4)Practice handling staging issues 114

4. Power Session 12 Slide 4 Selling a Home CAMP Map 115

5. Power Session 12 Slide 5 Selling a Home Serving Sellers Communication Update your sellers regularly, not only on their home’s showings, but also on anything that affects their home’s sale. 116 SUPER Service SUPER Service: Sincerity – Search for the win-win. Understanding – Focus on needs, wants and values. Predictability – Deliver what is promised and expected. Exceptionality – Provide the extraordinary and uncommon. Responsiveness – Respond quickly and reliably.

6. Power Session 12 Slide 6 Selling a Home Marketing a Listing The 10-Point Marketing Plan If you want your listing to sell quickly and for the best price, you’ll need to give it wide exposure to the market. The 10-Point Marketing Plan is designed to do just that. Unleashing Your Marketing Plan Top agents talk about the concept of “unleashing their marketing plan.” Marketing doesn’t just serve to sell a home, it also sells your name and brings you buyer clients. 117

7. Power Session 12 Slide 7 Selling a Home Marketing a Listing 1.Staging and Pricing Strategies 2.For-Sale Sign, Rider Signs, and Directional Signs 3.Front-Yard Flyer Box and Distribution of Flyers in Neighborhood 4.Flyers in House/Home Book/Comment Cards 5.Multiple Listing Service 118

8. Power Session 12 Slide 8 Selling a Home Marketing a Listing 119- 120 6. Web Listings 7.Open-House Program 8. Track Showings/Collect Feedback 9.Weekly Seller Updates 10.Property Caravans Optional Items 11.House Featured in “Marketing Vehicle” 12.E-mail/Fax/Voice Broadcast 13.Target Marketing 14.Creative Marketing Ideas

9. Power Session 12 Slide 9 Selling a Home Marketing a Listing Exercise Creative Marketing Directions: As a class, brainstorm additional creative marketing ideas. Pay particular attention to low-cost ideas. Time:10 minutes 120

10. Power Session 12 Slide 10 Selling a Home Techniques for Staging Staging Tips The three factors that control the sale of a home are location, price, and condition. Staging is improving condition—cleaning, organizing, and improving the seller’s home to ensure a faster sale. 121

11. Power Session 12 Slide 11 Selling a Home Techniques for Staging Explaining the Importance of Staging to Sellers Difficult Staging Issues I Don’t See Why This Is So Important. Do We Really Have to Make This Repair? Why Can’t We Sell the House “As-is”? 122- 123

12. Power Session 12 Slide 12 Selling a Home Practice Role-Model Watch as your instructor role-models difficult staging issues that the class presents. Discussion Question How would you talk to a buyer about sensitive staging issues (such as cleanliness, pet odor, etc.)? 124

13. Power Session 12 Slide 13 Selling a Home Practice Exercise Directions: 1.Select a partner. 2.Walk around the training room and discuss staging strategies for how this room could be more attractive to people coming in. Time: 30 minutes 125

14. Power Session 12 Slide 14 Selling a Home Assignments Power Session Assignments 1.If you don’t yet have a listing, create a detailed marketing plan for one of the homes you’ve previewed. 2.Take a look around your own home and imagine how you would stage it if you were selling. 126

15. Power Session 12 Slide 15 Selling a Home Assignments Ongoing Assignments 1.Complete 10:5:15:5 a)Collect 10 business cards. b)Make 5 phone calls. c)Send 15 notes or letters. d)Preview 5 homes. Record your progress on the Success Grid. 2.Schedule a one-hour role-play session with your CAMP Buddy. Practice the staging scripts. 3.Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 126

16. Power Session 12 Slide 16 Selling a Home Assignments Something to Think About… If you have ever bought a home, what marketing methods were most influential during your search? 126

17. Power Session 12 Slide 17 Selling a Home We have talked about… 1)How to provide SUPER Service to sellers 2)How to market a home 3)Techniques for staging a home sum