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Presented at Keller Williams Family Reunion 2014
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www.marketleader.com
Seller Series: Winning with Awesome Listing Presentations
Family Reunion 2014
Lindwood ParkerVP of Operations
Keller Williams Realty Alaska Group
Kris OlsenSenior Trainer, Market Leader
www.marketleader.com
Meet Lindwood!
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• Seven tips to win more listings• Secrets to minimizing objections• Steps to handle objections that do arise
What you’ll learn today
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1: Find out their “Why”
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2: Reframe their “Why”
April May JuneJuly August September
SellLIST
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TMO: Total Market Overview
3: Explain Market: Cause and Effect
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Improve sellers’ understanding of the market Reduce sellers’ emotionality and attachment to price Transform relationship from me to we Establish yourself as the expert Foster more realistic expectations Diffuse potential objections
Why Explain Market Cause and Effect?
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4: Price based on Current Market
Active Pending Sold
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5: Guide to Look through Buyers’ Eyes
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6: Differentiate Your Marketing Strategy
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Internet presence is critical• 92% of buyers use the internet in their home search• 43% of buyers find the home they purchased online• Buyers take 11-27 months before they make a decision
What’s Needed to Win Today’s Buyers
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Buyers look for:• Pictures and home details• School information• Neighborhood information • Market conditions• Short sale/foreclosure traps• How to successfully purchase a home• Value of their current home
What’s Needed to Win Today’s Buyers
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Our Blog: We Meet Today’s Buyers
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Website: We’re Buyers’ Only Source
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Market Insider: Buyers Like our Value
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We Know Many Buyers
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7: Address Objections Immediately
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• Ask for their reasoning• Listen carefully• Paint a picture of pleasure vs. pain
“Your Estimate is Wrong”
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• Your house will perform based on what’s happening in the market
“Another Agent Can Sell it for More”
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• Answer objectively• Share suggestions
“How Can I Increase the Value?”
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• My job is to help you meet your goal• Here’s the information you need• Here’s the timing we should target
“Your Commission is too High”
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“We’re Not Ready Yet”
April May JuneJuly August September
SellLIST
• Explain natural results in relation to their goal
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What questions have I not yet answered for you?
“I Want to Talk with Another Agent”
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7: Address Objections Immediately
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1. Find out their “why”2. Reframe their why3. Explain market: Cause and effect4. 555: Price based on current market5. Guide to look through buyer’s eyes6. Differentiate your marketing strategy7. Address objections immediately
Win More Listings
www.marketleader.com
What’s Your One Thing for Listings?
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Seller Series: Winning with Awesome Listing Presentations
Family Reunion 2014
Lindwood ParkerVP of Operations
Keller Williams Realty Alaska Group
Kris OlsenSenior Trainer, Market Leader
www.marketleader.com
Singe Property Websites: Exposure
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