1. CAMP 4:4:3 Power Session 9: The Listing Consultation – Initial Steps
Instructor's Notes
4/23/2017
CAMP 4:4:3 Power Session 9: The Listing Consultation – Initial Steps
Keller MREA Business Planning Clinic Jan 2004

2. - Millionaire Real Estate Agent
Instructor's Notes
4/23/2017
Introduction
In my mind, it all comes down to your affirming or non-affirming answer to this question: “Do you think it is possible?”
- Millionaire Real Estate Agent 64
Keller MREA Business Planning Clinic Jan 2004

3. 64 Introduction Objectives…
Instructor's Notes
4/23/2017
Introduction
Objectives…
Identify the basic steps of the listing consultation
Review how to discuss agency
Review the contents of the Pre-Listing Packet
Identify how to greet sellers
Define how to consult with sellers
Discover how to evaluate a seller’s home
Practice the initial steps of the listing consultation 64
Keller MREA Business Planning Clinic Jan 2004

4. CAMP Map 65 Instructor's Notes 4/23/2017
Keller MREA Business Planning Clinic Jan 2004

5. The Basics 66 Instructor's Notes 4/23/2017
Keller MREA Business Planning Clinic Jan 2004

6. The Basics 67 One-Step Consultation vs. Two-Step Consultation
Instructor's Notes
4/23/2017
The Basics
One-Step Consultation vs. Two-Step Consultation
The listing consultation can be done in either one meeting or two. While a two-step consultation is preferred, it won’t always fit the schedule of the seller. 67
Keller MREA Business Planning Clinic Jan 2004

7. Instructor's Notes
4/23/2017
Agency
You must discuss agency with the seller. However, agency laws vary widely from state to state, so a sample script is not provided in this training. Your instructor will explain what to say based on your state laws and at what juncture in the process you must disclose this information. 68
Keller MREA Business Planning Clinic Jan 2004

8. 1. The Pre-Listing Packet
Instructor's Notes
4/23/2017
1. The Pre-Listing Packet
The Pre-Listing Packet is a collection of documents that you send or drop off to the seller. The advantages of the Pre-Listing Packet are twofold:
It can shorten your consultation by minutes as it educates and proactively addresses common objections.
It sets you apart from the competition and thus is the first step in demonstrating the benefits of selecting you as an agent. 69
Keller MREA Business Planning Clinic Jan 2004

9. Instructor's Notes
4/23/2017
2. Greet the Sellers
In preparation for the appointment, bring an additional copy of the Pre-Listing Packet (in case the sellers have misplaced theirs), a comparative market analysis for the home, and all necessary graphs and charts you will refer to during the presentation. 70
Keller MREA Business Planning Clinic Jan 2004

10. 3. Consult with the Sellers
Instructor's Notes
4/23/2017
3. Consult with the Sellers
Your goal during this step of the listing consultation is to identify the sellers’ wants, needs, and values—what is important to them in the sale of their home. As with buyers…
Your goal is to help your clients achieve their goals! 71
Keller MREA Business Planning Clinic Jan 2004

11. 3. Consult with the Sellers
Instructor's Notes
4/23/2017
3. Consult with the Sellers
Identifying What is Important
Beginning your consultation by talking about what is important to the sellers is critical in gaining their trust and communicating that you are there to assist them, rather than just to get a sale.
Do not forget the critical follow-up question:
What about ____ is important to you?
71-72
Keller MREA Business Planning Clinic Jan 2004

12. 3. Consult with the Sellers
Instructor's Notes
4/23/2017
3. Consult with the Sellers
Winning Two Sides of Their Business
Question number 10 above is of particular importance, because it provides you with two opportunities. The first is to ask for the sellers’ business as a buying client. If they agree, this will also build a very strong bond, and they’ll be more likely to list with you.
If they are leaving the area, you can accomplish the same objective by offering relocation assistance. 73
Keller MREA Business Planning Clinic Jan 2004

13. Instructor's Notes
4/23/2017
4. Evaluate the Home
Use the Listing Walk-Through Notes (found in your Tool Kit) to take thorough notes as you tour the home. While you are touring the home, ask about obvious faults. At this stage of the consultation, avoid making recommendations for home improvements as this may offend the sellers. 74
Keller MREA Business Planning Clinic Jan 2004

14. Practice 75 Role-Model Discussion Question
Instructor's Notes
4/23/2017
Practice
Role-Model
Watch as your instructor demonstrates how to consult the seller and conduct the home evaluation.
Discussion Question
How might you build rapport with a seller who is very shy or quiet? 75
Keller MREA Business Planning Clinic Jan 2004

15. Practice 76 Exercise Directions:
With a partner, practice the scripts for consulting with the seller and touring the home.
Use the training room as the “home.” As you walk through the room, the buyer will point out what they do and do not like, and the agent will ask questions about things in the room.
Time: 30 minutes 76

16. Assignments 77 Power Session Assignments
Customize your Pre-Listing Packet using the template provided in your Tool Kit.
Prepare a CMA for one of the homes you previewed. 77

17. 77 Assignments Ongoing Assignments Complete 10:5:15:5
Collect 10 business cards.
Make 5 phone calls.
Send 15 notes or letters.
Preview 5 homes.
Record your progress on the Success Grid.
Schedule a one-hour role-play session with your CAMP Buddy. Practice the listing consultation scripts.
Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 77

18. 77 Assignments Something to Think About…
How would you handle a situation in which you felt the seller was not being entirely honest about the condition, ownership or size of the house? 77

19. We have talked about… The basic steps of the listing consultation
How to discuss agency
The contents of the Pre-Listing Packet
How to greet sellers
How to consult with sellers
How to evaluate a seller’s home
How to conduct the initial steps of the listing consultation
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