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The Listing Presentation That Gets Homes Priced Rightcountsgroup.com/vids/listing.pdf · 2015. 2....
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Ownership of Copyright © 1986, 2009, 2014 by Greg Herder. The copyright of this recording and the material in this recording (including without limitation the text, artwork, photographs, images, audio material, video material and audio-visual material) is owned by Greg Herder. Greg Herder does not grant you any other rights in relation to this recording or the material in this recording. In other words, all other rights are reserved. For the avoidance of doubt, you must not adapt, edit, change, transform, publish, republish, distribute, redistribute, broadcast, rebroadcast or show or play in public this recording or the material in this recording (in any form or media) without Greg Herder’s prior written consent. Grant of Copyright license for your Personal Use: Greg Herder grants to you a worldwide non-exclusive revocable license to: view this recording and the material in this recording on a computer, TV or mobile device for the sole personal use and education of the purchaser of this recording. You also may print pages from this presentation for your own [personal and non-commercial] use. If you are a broker or trainer who want to use this material in training please email [email protected] The names, trademarks, service marks and logos of Hobbs/Herder Advertising or the sponsors appearing in this video may not be used in any advertising or publicity, or otherwise to indicate sponsorship or affiliation with any product or service, without prior express written permission from Greg Herder. Neither Hobbs/Herder Advertising or Greg Herder, nor any party involved in creating, producing or delivering information and material via this video, shall be liable for any direct, incidental, consequential, indirect, or punitive damages arising out of access to, use of or inability to use this video, or any errors or omissions in the content thereof. Copyrighted Content The Listing Presentation That Gets Homes Priced Right Presented by Greg Herder Overview Presentation Versus Conversation Setting Yourself Up for Success The Three Keys to being a true Professional The 10 Questions that will build the connection and trust with your sellers How to talk about Commissions, Setting the Price, and Your Marketing Plan Get People to Like You All things being equal, people prefer to list their home with an agent they know and like ! Get People to Like You The more you focus on being likable and building a relationship the fewer objections you will have to worry about overcoming.
Transcript of The Listing Presentation That Gets Homes Priced Rightcountsgroup.com/vids/listing.pdf · 2015. 2....
Ownership of Copyright © 1986, 2009, 2014 by Greg Herder. The copyright of this recording and the material in this recording (including without limitation the text, artwork, photographs, images, audio material, video material and audio-visual material) is owned by Greg Herder. Greg Herder does not grant you any other rights in relation to this recording or the material in this recording. In other words, all other rights are reserved. For the avoidance of doubt, you must not adapt, edit, change, transform, publish, republish, distribute, redistribute, broadcast, rebroadcast or show or play in public this recording or the material in this recording (in any form or media) without Greg Herder’s prior written consent. !Grant of Copyright license for your Personal Use: Greg Herder grants to you a worldwide non-exclusive revocable license to: view this recording and the material in this recording on a computer, TV or mobile device for the sole personal use and education of the purchaser of this recording. You also may print pages from this presentation for your own [personal and non-commercial] use. If you are a broker or trainer who want to use this material in training please email [email protected] !The names, trademarks, service marks and logos of Hobbs/Herder Advertising or the sponsors appearing in this video may not be used in any advertising or publicity, or otherwise to indicate sponsorship or affiliation with any product or service, without prior express written permission from Greg Herder. Neither Hobbs/Herder Advertising or Greg Herder, nor any party involved in creating, producing or delivering information and material via this video, shall be liable for any direct, incidental, consequential, indirect, or punitive damages arising out of access to, use of or inability to use this video, or any errors or omissions in the content thereof.
Copyrighted Content
The Listing Presentation That Gets
Homes Priced Right
Presented by Greg Herder
OverviewPresentation Versus Conversation Setting Yourself Up for Success The Three Keys to being a true Professional The 10 Questions that will build the connection and trust with your sellers How to talk about Commissions, Setting the Price, and Your Marketing Plan
Get People to Like YouAll things being equal, people prefer to list their home with an agent they know and like!
Get People to Like YouThe more you focus on being likable and building a relationship the fewer objections you will have to worry about overcoming.
Get People to Like YouEven when things are not equal, people prefer to list with an agent they know and like.
Build a RelationshipPresentation
versus Conversation
The Set Up for SuccessWhen a call comes in… 1. Set the appointment. (Don’t jump)
Set the Listing TableWhen a call comes in… 2. Send out your personal brochure and Pre-listing letter.
The Set Up for SuccessWhen a call comes in… 3. The day before the appointment, have someone call and confirm the appointment for you.
The Set Up for SuccessWhen a call comes in… 4. Be a true professional, do all of your preparation work, before the day of the appointment.
Success Factor #1
Be clear on what your objective is!
Success Factor #1First and foremost your objective should be “How can I Serve this client Most Effectively?”
Success Factor #1Your objective must be to take the listing at a price that you know it will sell within the listing period! Always think Win-Win.
Success Factor #2Become a Great Listener!
Listening sets you apart. By listening you become a partner. Listening gives you an understanding of your prospect’s needs. Listening builds the relationships that will help you sign more well-priced listings!
Listening will set you apart! It’s hard to master but it is worth the effort it takes.
Success Factor #3Ask the right questions, so the seller will convince themselves that you are the right agent, if you ask the right questions and listen.
Execution Note: This listing conversation works equally well in either a one step or two step listing process.
Execution Note: In a two Step ask the first five Questions, take pictures and have them fill our your Client Listing Worksheet, if you have one, and set up a time to meet them. Ideally you should now have them come to your office for step two.
Question # 1 Putting the Seller at Ease!John & Mary, before we get started may I ask the two of you to give me a tour of your home?
Question #2 Connecting Emotionally
Mary, how does it feel to be selling your home?
Question #2 Connecting Emotionally
John, how does it feel to be selling your home?
Question #3 Understanding their Motivation
Why are you selling your home?
Question #4, Understanding the personal Impacts of this move
John & Mary, what effect will this move have on you and your family?
Execution Note: Probe until you understand the impact this move will have on on each member of the family. This is critical do not rush this process.
Question #5 The Set Up
When would you like to be in your new location?
Question #6, Helping the Sellers Clarify What is Important to Them
What do you think the consequences would be for you and your family if your home did not sell for a year or longer?
Question # 7 Set Up Part 1
Mary, what are you looking for in a great agent?
Question # 7 Set Up Part 1
John, what are you looking for in a great agent?
Question # 7 Set Up Part 2
John, while working with a Real Estate agent in the past, in which area were you most disappointed?
Question # 7 Set Up Part 2
Mary, while working with a Real Estate agent in the past, in which area were you most disappointed?
Question # 9, Helping the Sellers Convince Themselves, that You Are
the Right Agent for themJohn & Mary, if I could fulfill those areas or needs, would you feel comfortable working with me?…(pause) You will not hurt my feelings by saying “no”.
Understand the Sellers Pain!Surface Problems
Their Reasons for Moving
Personal Impacts
Summarize their Pain
Solidifying Your ConnectionJohn and Mary, if I understand you correctly you are concerned about…(Summarize their Pain) Do you think I have a good understanding of your concerns and needs?…
Solidifying Your Connection…When they say yes. Ask, “What is the best way I can help you and your family?”
Uncovering the Decision FactorsLearn how to take the client’s emotional temperature, so you can quickly focus on what matters most to the seller.
Ask the Clarifying Question!John and Mary, so I can figure out the best way to meet your needs and provide you the information you need to reach a good decision, I would like to get a feel for where you are right now. Tell me on a scale of 1 - 10, with 1 being you are not ready to list with me and I should leave now and 10 being, yes, you are the agent we want to list with. Where does your gut instinct tell you we are right now?
If the prospect says:
Then, take the following action: And Say:
1 - 5The Reverse!
Do what the prospect does not expect.
“I have a feeling you really have no interest in me listing
your house. Is that a fair assessment?”
If the prospect says:
Then, take the following action: And Say:
1 - 5The Reverse!
Do what the prospect does not expect.
“I have a feeling you really have no interest in me listing
your house. Is that a fair assessment?”
6 - 9 ProbeWhat do you need to
see or hear from me to get to a 10?
If the prospect says:
Then, take the following action: And Say:
1 - 5The Reverse!
Do what the prospect does not expect.
“I have a feeling you really have no interest in me listing
your house. Is that a fair assessment?”
6 - 9 ProbeWhat do you need to
see or hear from me to get to a 10?
10 Educate and take the Listing
Wonderful I am excited about listing your home, before we go
through the paperwork, what questions or concerns do you
have about the process?
Company Name and
Brokers Name.
Your Name
Buyer’s Agent
The Company and Broker that supports the buyer’s agent.
My Broker will use his half to pay for rent, phones, management etc.
The buyers agent Broker will use his half
to pay for rent, phones, management etc.
Explain the Commission Overcome objections before they are presented!
Out of my share I will pay for the marketing costs of your home, MLS fees, flyers etc.
The buyer’s agent invests time and
money into showing buyer’s homes and understanding the
buyer’s needs.
Company Name and
Brokers Name.
Your Name
Buyer’s Agent
The Company and Broker that supports the buyer’s agent.
Explain the Commission Overcome objections before they are p resented!
250,000 sales price x 6% = $15,000 Split between the brokers $7,500 to each brokerage company.
My broker and I split the $7,500 my company receives.
Out of my split I will reimburse myself the for marketing costs, flyers, web advertising and promotion to agents in the area to show your home. Best of all you will pay me only when I have successfully sold your home.
Company Name and
Brokers Name.
Your Name
Buyer’s Agent
The Company and Broker that supports the buyer’s agent.
Explain the Commission Overcome objections before they are p resented!
1,000,000 sales price x 6% = $60,000 Split between the brokers $30,000 to each brokerage company.
My broker and I split the $30,000 my company receives.
Out of my split I will reimburse myself the for marketing costs, flyers, web advertising and promotion to agents in the area to show your home. Best of all you will pay me only when I have successfully sold your home.
Step 2 Setting the PriceExplain how home values are established and your pricing strategy.
Step 2 Setting the PriceJohn, Mary so many people think that as a Realtor®, I get to set the value of your home. I wish I could I would get you the highest price this area has ever seen.
Step 2 Setting the PriceUnfortunately I do not get to determine the value of your home. John and Mary, who do you think sets the value of homes in today’s marketplace?
Step 3 Explain How You Get Homes Sold!
I will advertise your home continuously in the Multiple Listing Service until it sells.
Step 3 Explain How You Get Homes Sold!
Explain your your extensive internet marketing strategy.
Step 3 Explain How You Get Homes Sold!
Explain your Social Media & YouTube marketing and advertising plan.
Step 3 Explain How You Get Homes Sold!
Explain the value of having a for Sale Sign in the yard.
Step 3 Explain How You Get Homes Sold!
Explain the value of your reputation and agent relationships.
Step 3 Explain How You Get Homes Sold!
Show them Samples of your Marketing Materials.
The Experience You Trust. The Innovation You Deserve.
1750 Grand Ridge Ct. NESuite 200
Grand Rapids, MI 49525
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The secret to Susan Kazma’s long-running success in Grand Rapids real estate is actually rather simple. Despite her decades of experience in the business, she’s never stopped pursuing new and better ways of doing business. This combination of knowledge and innovation makes her the best choice for all your real estate needs. Call her today to make the most of your next move! The Experience You Trust. The Innovation You Deserve.
KAZMAThe Experience You Trust.
The Innovation You Deserve.
Picturesque tree-lined street two blocks from the Grand River.
336 S Tabor St Lyons, MI 48851
Absolutely beautiful custom built home located on a picturesque tree-lined street two blocks from the Grand River. This lovingly maintained home is energy efficient, low maintenance and loaded with those extra touches that make this home a real treasure! The spacious floor plan has over 1900 Sq feet of living area with 3 Bedrooms and 2 full baths. The large living room has a welcoming feel with a wood burning fireplace with electric blower. The contemporary kitchen has tons of cabinets, a breakfast bar and a complete appliance package. Enjoy the open dining area with its french doors leading to a 385 sq foot covered porch, which is also accessible from the master bedroom. The spacious master bedroom has large closets, a master bath with a luxurious jetted tub, a separate shower and his and her sink and vanities. The lower level has 2 additional bedrooms, a family room and full bathroom.
Offered at $136,500
Call Susan today for a private tour.
1750 Grand Ridge Ct. NE, Suite 200Grand Rapids, MI 49525
Text/Cell: 616-262-0704Direct: 616-447-3002
Web: SusanKazma.comEmail: [email protected]
Always Growing
© 2013 HobbsHerder.com (mjk/ms)
KAZMAThe Experience You Trust.
The Innovation You Deserve.
This is not intended to solicit property currently listed for sale.
The secret to Susan Kazma’s long-running success in Grand Rapids real estate is actually rather simple. Despite her decades of experience in the business, she’s never stopped pursuing new and better ways of doing business. This combination of knowledge and innovation makes her the best choice for all your real estate needs. Call her today to make the most of your next move! The Experience You Trust. The Innovation You Deserve.
The Experience You Trust. The Innovation You Deserve.
Susan Kazma Just Listed: 12719 Sandi Lane
Beautiful crest home with over $25K in upgrades! Exclusive community, elegant details throughout, travertine, tumbled stone mosaic & hardwood floors, granite countertops with Mahogany Cabinets. Custom closets, new hardware throughout, built-in file cabinets, surrounded by professional landscaping, with an out-door fireplace perfect for entertaining with this open floor plan! 3 Bedrooms plus den. !
Call Susan today and ask for her free special report, “A Critical Guide to Home Loans and how they effect your Future” (616) 447-3002 or got to www.SuzanKazma.com
1750 Grand Ridge Ct. NE, Suite 200Grand Rapids, MI 49525
Text/Cell: 616-262-0704Direct: 616-447-3002
Web: SusanKazma.comEmail: [email protected]
Always Growing
© 2013 HobbsHerder.com (mjk/ms)
KAZMAThe Experience You Trust.
The Innovation You Deserve.
This is not intended to solicit property currently listed for sale.
The secret to Susan Kazma’s long-running success in Grand Rapids real estate is actually rather simple. Despite her decades of experience in the business, she’s never stopped pursuing new and better ways of doing business. This combination of knowledge and innovation makes her the best choice for all your real estate needs. Call her today to make the most of your next move! The Experience You Trust. The Innovation You Deserve.
The Experience You Trust. The Innovation You Deserve.
Mark and Ellen, you and your friends are invited to an
Open House , this Sunday April 27 from 1 to 4 p.m.!
Location: 12719 Sandi Ln, Grant, MI. Listed for $155,000 Free Balloons for all the Kids
Even if you are not thinking of buying a home right now, stop by and find out what your home is worth, get some decorating ideas and meet some of your neighbors. Feel free to bring your friends and family or any one you would like to be your neighbor. We are going to have a great time. For more information about this wonderful home, check out my website. Follow my open House Updates on Facebook.com/SusanKazma and Twitter.com/SusanKazma
www.SusanKazma.com
Ask a Closing Question!John and Mary do you know, or can you think of, any reason for not moving ahead with listing your home?
Take the Listing!If you will try this listing conversation, just
once, I promise, you will never go back to using a powerpoint presentation or listing
presentation binder!
The Listing ConversationThe relationship you build is more important than the listing price or any thing you could promise them you will do, in walking out with a signed listing that is priced to sell.
After you take the listing ask them to fill out your Client Listing Worksheet. Then make sure you, under promise and over deliver. My listing service webinar starts once you take the listing and teaches you how to turn your sellers into raving fans.
How to Master and then use what you
have learned today!
The Listing Process1. Tour the property. 2. Ask the questions & listen. 3. Summarize the client’s pain. 4. Explain the commission. 5. Explain who sets the price. 6. Explain how homes get sold. 7. Take the Listing!
Master the Process Write the questions on a card. Write out what you think people’s answers might be. Practice with a friend or your spouse until the presentation feels comfortable to you.
FeedbackI love helping agents thrive. I will open it up for Q & A in a minute, but I would really like your feedback first.
Please connect with me on the following sites…
Facebook.com/GregHerder Twitter.com/GregHerder LinkedIn.com/GregHerder Pinterest.com/GregHerder
Some of Greg Herder’s other WebinarsThe Listing Service System that turn seller’s into raving fans!
The Listing Presentation that Works Every Time
How to Make Money from Open Houses
How to become a YouTube Marketing Master
Unlocking the Combination to Online Advertising
An Agents Guide to Making Money on Pinterest
An Agents Guide to Making Money on Facebook
How to Build a marketing driven real estate business!
Please E-mail your feedback about this Webinar to [email protected]
Facebook.com/Greg.Herder
Thank You!
Special Offer If you would like to have a personal review of your current marketing strategy or discuss your plans for year ahead, our Director of Advertising, Alek Bugarski, is offering free 1/2 hr consultations to agents on this webinar. To set-up an appointment email: [email protected] or call 657-235-3600 ext 599.
