Mastering The Listing Presentation Complete System

Creating Millionaires "One agent at a Time"1

Mastering The Mastering The Listing PresentationListing Presentation

Brett Noel

“California’s Success Coach”www.BrettNoel.com

This Free System is For youThis Free System is For you How much would you pay to double and triple

your income in the next twelve Months?

Every agent should Master the listing presentation. It should be a requirement but I am giving this to you FREE

All I ask is if you learn from it, if you find it as valuable and life changing as I did, pay it forward. Add it to your website, give it to others, email it to your associates, share it with your office.


Mastering The Mastering The Listing PresentationListing PresentationI can beat any one at the table

Any OneAny TimeAny Place


The Previous slide was about The Previous slide was about AttitudeAttitude It doesn’t matter if I can beat you at the

table or if you are beat at the table. No one wins all the time. It’s a numbers game.

The idea is that you are confident and believe you can beat anyone, anywhere, anytime. It is that confidence that will

have you win more times than not


Your Attitude Determines your Your Attitude Determines your AltitudeAltitudeIt’s About KnowledgeIt’s About ConfidenceIt’s About Self Esteem

It’s knowing you are the best person for the job and that you will give 100% of your effort to do the best job for your client


What Does The Seller Need?What Does The Seller Need?Newspaper Advertising? Magazine Ads?Internet Advertising? Virtual Tours?Broker Caravans? Office Caravans?Open Houses? Experienced Agent?Desperate Agent? Hungry Agent?Discount Agent? Local Farmer?Multiple Photos? Area Specialist?National Real Estate Company? Boutique Company? What?


The seller needsThe seller needs

BUYERS You will learn not begin a discussion about your marketing plan until the seller

is led to BUYERS


The Seller Needs BuyersThe Seller Needs Buyers Newspaper Advertising? Magazine Ads? Internet

Advertising? Virtual Tours? Broker Caravans? Office Caravans? Open Houses? Experienced Agent? Desperate Agent? Hungry Agent? Discount Agent? Local Farmer? Multiple Photos? Area Specialist? National Real Estate Company? Boutique Company?

Buyers are a By-Product of the above which are designed to bring the seller what he really wants.

BUYERSCreating Millionaires "One agent at a Time"

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Why Lead To BuyersWhy Lead To Buyers

The reason you lead to buyers is because if you lead to anything else you set yourself up for failure.

What if you lead to Newspaper advertising and your competitor advertises more?

What if you lead to signs in the area and your competitor has more signs than you?


HOW DO YOU GET THE SELLER

TO SAY BUYERS


You Lead the Seller to BuyersYou Lead the Seller to Buyers

BY ASKINGQUESTIONSThese questions are asked in the Preamble

which will be discussed later



First Things FirstFirst Things First

Before you start to practice the listing presentation it is important that you first memorize the listing presentation formula.

First you memorize the formula and then you learn what each part represents.


The Formula For Success The Formula For Success

Preamble


Top Producers Master ThisTop Producers Master This

Preamble

Two Probing Questions

Listings Give You LeverageListings Give You Leverage

PreambleTwo Probing Questions

Two Committing Questions


Every Listing is Worth 3 ChecksEvery Listing is Worth 3 Checks

PreambleTwo Probing QuestionsTwo Committing Questions

Tell


Listers LastListers Last

PreambleTwo Probing QuestionsTwo Committing QuestionsTell

Tell


Leads / Listings / LeverageLeads / Listings / Leverage

PreambleTwo Probing QuestionsTwo Committing QuestionsTellTell

TellCreating Millionaires "One agent at a Time"

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Become a Millionaire AgentBecome a Millionaire Agent

PreambleTwo Probing QuestionsTwo Committing QuestionsTellTellTell

CloseCreating Millionaires "One agent at a Time"

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PreambleTwo Probing QuestionsTwo Committing QuestionsTellTellTellClose

ConfirmCreating Millionaires "One agent at a Time"

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Let’s RecapLet’s Recap

PreambleTwo Probing QuestionsTwo Committing QuestionsTellTellTellCloseConfirm



THE PREAMBLETHE PREAMBLEThe purpose of the Preamble is 3 fold

Gets The Mindset of the Seller Gets them into the rhythm of answering

your questions Controls the Conversation

Gets The Mindset of the SellerGets The Mindset of the Seller

The seller is telling you what’s important to them. When you ask the seller how they are looking for their next home and they say Realtor.com. You now know that you need to focus on Realtor.com as part of your marketing strategy. They just told you indirectly that Realtor.com is important to them.

When they say that they look for homes by going to open houses, you are getting into their mindset and finding out what’s important to them.

The seller is giving you the formula for success. Deliver what they want and the listing is yours.


Get them into the Rhythm of Get them into the Rhythm of answering Questionsanswering Questions What I would really like to do is enter the front door and ask the seller the

tougher questions. Hi, Mr. Seller, have you interviewed anyone else or do you plan on interviewing anyone else? Since we can’t do that and they wont give us the answers we need to build up to it. Get the seller to answer the easy questions and they will answer the harder ones.

Easy Questions: What a Beautiful Home, how long have you been here? What improvements have you done to this home? What’s your favorite part of the home

Hard Questions: Besides Me have you interviewed any other agents? After me do you plan on interviewing any other agents What do you think a real estate agent can do to get you top dollar for your home?


Controls The ConversationControls The Conversation

The person asking the questions controls the conversation. As you are asking the questions you are controlling the conversation and by controlling the conversation you lead the seller to what they need most which is Buyers


Preamble QuestionsPreamble QuestionsWhat are some Preamble questionsYou might ask a Seller?

How long have you been here?What improvements have you done to the propertyWhen you sell where are you moving too?What’s your favorite part of this home?What methods have you been using to find your next home?What newspapers do you read when searching for a home?What internet sites do you visit when searching online?How do you like Virtual Tours?


The Two Probing QuestionsThe Two Probing Questions

1. Besides me, Have you interviewed with any other real estate agents?

2. After me, Do you plan on interviewing any other real estate agents


Probing QuestionsProbing Questions When you are done asking all the easy questions of the Preamble,

you are ready to ask the questions you really want to know about.

Notice the seller(s) has been answering all the easy questions and are in the rhythm of answering them. That’s when you ask the probing questions.

Example: Mr. Seller, when you look for homes on the internet, what real estate websites do you go to?

Thank you

Besides me have you interviewed any other agents?


Leading the Seller to BuyersLeading the Seller to Buyers This is the important part where you lead the seller to buyers. Pay close attention.

Agent: Mr. Seller, besides me have you interviewed any other agents?Seller: YesAgent: Who was that?Seller: ABC RealtyAgent: Good Company, What did they say they can do to get you top dollar for your homeSeller: They do a lot of advertisingAgent: Is Advertising Important to you?Seller: YesAgent: Why?Seller: Because advertising gets buyer


What Did We Do?What Did We Do?

We led the seller to Buyers and not advertising. If you would have stopped at advertising you would lose to the next agent that has more newspaper advertising than you.

It’s not newspaper advertising that the seller wants, it’s the byproduct of that which is Buyers


After The Seller Says BuyersAfter The Seller Says Buyers

Once you get the seller to acknowledge buyers then you go to the two Committing questions.

The reason we want the seller to say buyers is this: When you tell the seller they need buyers you are a salesperson. When they tell you they need buyers and you show them a system to deliver buyers you will get the listing.

Are you beginning to see why we lead them to buyers?


The Two Committing QuestionsThe Two Committing Questions

What do you think a Real Estate agent can do to get you the most amount of money for your home?

andCreating Millionaires "One agent at a Time"

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The Two Committing QuestionsThe Two Committing Questions

Is your decision going to be based on the real estate agent that can expose your home to the most amount of BUYERS?


What do you think a real estate agent can do to What do you think a real estate agent can do to get you top dollar for your home?get you top dollar for your home?

This is the first Committing question. We are leading the seller to buyers.

Example: Mr. Seller, what do you think a real estate agent can do to get you top dollar

for your home?Seller: Newspaper AdvertisingAgent: Is advertising important to you?Seller: YesAgent: WhySeller: Because a lot of buyers look at the papers

We just led the seller to say Buyers and we go to our second Committing question.

Is your decision going to be based on the real estate agent that can expose your home to the most amount of BUYERS?


When They Say YesWhen They Say Yes

When they say yes to going with the agent that can expose their home to the most amount of buyers they have just given you a commitment.

You move to your first Tell


1st TELL – This is a Statement1st TELL – This is a Statement

I am going to share with you my system that is designed to expose more buyers to your home than any other real estate agent?

Would that be ok?


11stst Tell TellThis is a Bold Statement. “I am going to

share with you my system that is designed to expose more buyers to your home than any other real estate agent?”

According to Statistics, there is as high as a 92% probability that the seller is only interviewing a maximum of two agents. When you say “Any other agent” there is about a 92% chance that your only competing with one other agent.

Do you think the other agent had a listing presentation like yours that is designed to expose buyers to their home?


Ask if it is okAsk if it is ok

When you ask for permission to show them a system that is designed to expose more buyers to their home than any other real estate company and they say yes,

They have subconsciously agreed and will listen to your presentation. Way to go


Open up Your Listing PresentationOpen up Your Listing Presentation

After you make your first Tell (Statement) you open up your listing portfolio and start to explain to the seller your system to expose more buyers to their home than any other real estate company.


22ndnd Tell – This is what you do Tell – This is what you do

Your second tell is everythingyou do to market their home tofind buyers

What is it that you do?


What is it that you do?What is it that you do?

Advertise in the newspaperAdvertise on The InternetPlace their Home in a MagazineMarket their home On Craig’s ListHave Virtual ToursHave Broker CaravansEtc, etc, etc



So What? So What? So WhatSo What? So What? So What

Make Sure every one of your Features has a Benefit

Feature is Realtor.com

Benefit is marketing their home on the number one real estate website in the United States

Don’t forget the Mini ClosesDon’t forget the Mini Closes

You will be having a lot of mini closes as you present your marketing Program

Example: Virtual Tour Mini CloseShowcased Property Mini closeInternational Marketing Mini close


Mini CloseMini Close

Mr. Seller, One of the first things that I will be doing is marketing your home on realtor.com (Feature) The reason I market homes on realtor.com is that they are the largest real estate website in the United States (Benefit) Do you see by marketing your home on the number one real estate website in the United States that we can expose more buyers to your home? (Mini Close)


Many Mini ClosesMany Mini Closes

Try to get as many mini closes or trial closes as possible through out your presentation.

Some great areas to use Mini closesVirtual Tours, Realtor.com, Craig’s List



33rdrd Tell is a Recap Tell is a Recap

The purpose of recapping is to help the seller retain what you have just shared with him.

Tell him what your going to tell him (1st Tell)Tell him – Your Marketing plan (2nd Tell)Tell him what you told him by recapping (3rd Tell)

By recapping, retention increases by as much as 85%


It’s Time To CloseIt’s Time To CloseThe Closing Question is:

Do you see how this system can expose more buyers to your home than any other real estate company?

This question is asked as soon as you complete your third Tell which was recapping everything you do to expose buyers to their home


What happens when they say Yes?What happens when they say Yes?

You Have The Listing

Notice the commitment after they say yes

Your 2nd Committing question and YourClosing question.No Sharp Angle Close

The Committed to youThe Committed to you

Your second Committing question before you opened your marketing portfolio was:

“Is your decision going to be based on the real estate company that can expose the most amount of buyers to your home” and they said YES

Your closing question was: Do you see how this system can expose more buyers to your home than any other real estate company?

When they say Yes, They just committed to you for the listing. And you ask the confirming question



The Confirming QuestionThe Confirming Question

Then the only remaining question is:

At what price do we market your Home?

After You Ask the Confirming After You Ask the Confirming Question You WillQuestion You Will

_____ _____ _____ _____

_____ _____


S_____ _____ _____

_____ _____


S H_____ _____


S H U_____


S H U TCreating Millionaires "One agent at a Time"

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S H U T U


S H U T U P


Silence Is GoldenSilence Is Golden

The reason Your Shut up after you ask the Confirming Question is because the next person to talk


You want your Seller to CommitYou want your Seller to Commit

COMMITSI hope you said Commit and not loses. If you talk first you

commit to more discussion. If they talk first they commit to list with you. It’s a win - win

And shouldn’t it be a win - win or no deal?


Three parts to a Listing Three parts to a Listing presentationpresentation

1. They Need to decide who is going to market Their Home

2. They need to decide what commission they are going to pay

3. They need to determine the Price of the home


Building ValueBuilding Value One of the reasons sellers try and negotiate

commissions or list with another agent is that you built no value.

This listing system is designed for you to create value in the eyes of the Seller.

A common question I was asked often was” How much more is this going to cost me” isn’t that a question you want to be asked?


ALLOW ME TO SHARE MY SECRETS OF SUCCESS WITH YOU

How to create a business plan to become a TOP PRODUCER

How to Create an entire business system for Success

How to get FSBO APPOINTMENTS 100% OF THE TIME


ALLOW ME TO SHARE MY SECRETS OF ALLOW ME TO SHARE MY SECRETS OF SUCCESS WITH YOUSUCCESS WITH YOU

How To Net More Money for Your Sellers Mastering The Listing Presentation How to overcome every objection The commission objection I'm thinking of listing with my friend objection I'm thinking of selling my home myself objection I will list with the area specialist objection Where were you when my home was on the market

objection All agents are all the same objection


MY COMPLETE SYSTEMMY COMPLETE SYSTEMStep 1. Completing a Success Manual

Follow these easy step by step worksheets that will lead you towards the levels of success you want for yourself and your family.

Determine what you want in life and how to get it. More importantly is to find out what has been holding you back from reaching your true potential and what changes you need to make your dreams a reality.

Ask yourself this question. Have I reached the level of success that I am capable of? My system will help you break the barriers that have been holding you back.


MY COMPLETE SYSTEMMY COMPLETE SYSTEM

Step 2. Create a plan to become a TOP PRODUCING REAL ESTATE AGENT.

What will it take for you to become the top 3% of the agents making the most amount of money. We create specific success systems to reach your financial goals and step by step instructions to help you through any challenge.


MY COMPLETE SYSTEMMY COMPLETE SYSTEMStep 3. We create specific systems for each

market plan.

It doesn't matter if your going to do open houses, For sale by owners, geographic farming, or all of the above. I will show you easy to follow success systems for each of these and more.

Working with For Sale By Owners? I will show how to get the appointment every time you want it. Thinking of calling expired listings? I will show you the one question that will get you the answer you want


MY COMPLETE SYSTEMMY COMPLETE SYSTEMStep 4. Mastering The listing presentation.

This is critical to your success as a real estate agent. Everything you do is designed to put you in front of two types of clients. Buyers or sellers. Listings give you the greatest leverage. You can work with a lot more sellers at the same time than you can buyers.

The listing is worth at least three commission checks. The check you earn when your sell their home, The check you earn when you find them a new home, and the check(s) you earn from clients generated by marketing their home effectively. All your farming, marketing, advertising, networking etc is designed to get you to this moment.

Don't miss the opportunity. My system is designed to add an additional $100,000 to your bottom line just by mastering the listing presentation.


MY COMPLETE SYSTEMMY COMPLETE SYSTEMStep 5. My Buyer Delivery System.

Besides sellers, the only other client you will deal with is a buyer. Don't be like any other agent and ask what type of home they are looking for. Any agent can look for a three bedroom home with two baths within a certain price range.

Why should a buyer want to work with you. How can you save buyers a minimum of $20,000 just by working with you. My system will help you find their dream home in their time frame at the price they want to pay for in half the time. My buyer delivery system will create loyalty to you whether they buy today or a year from today.

No longer will you receive that phone call that says they bought from

another agent.



Step 6. Internet Networking.

Yes, it must be done. You have to advance to the twenty first century. I will introduce you to the top networking websites in America. Facebook, LinkedIn, My space, Twitter, Active rain, just to name a few.



Step 7. Free Mentoring.

Have questions on any of my systems? Contact me and I will be your personal Mentor. Need some direction, want some marketing ideas and just want to run it by me? I am here for you.


Purchase The Complete SystemPurchase The Complete System

Only $199.00

Go to www.Brettnoel.com/MycompleteSystemAdditional Free Learning materials atwww.Brettnoel.com Join My Free E-zine newsletter


Supplement Your Real estate Supplement Your Real estate IncomeIncome

Go to:

www.Brettnoel.com/CreditRepairOr email [email protected] and

ask for the complete system to make thousands of dollars monthly referring clients to get their negative credit removed


Branded EmailBranded Email

A Must for all real estate Agents and Loan officers.

Track every person that opens your emailSend your website with every email sentAnd much more.Go to www.Mlxjet.com Use my discount

code BN1531 and save 50%


Success SeminarsSuccess Seminars

Attention Brokers/Owners/Team Leaders

I offer One day Success Seminars for your agents and your offices.

Contact me for [email protected]


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