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COOPERATIVE LISTINGS RE/MAX: 36 YEARS OF EXPERIENCE: HOW TO COOPERATE ETHICALLY ...AND SUCCESSFULLY Dario Castiglia Remax Italia. EUROPEAN MARKET LISTINGS. 50% PRIVATE. 50% REAL ESTATE AGENTS. US MARKET LISTINGS. 2% PRIVATE. 98% REAL ESTATE AGENTS. ADVANTAGES OF - PowerPoint PPT Presentation
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www.remax.it
COOPERATIVE LISTINGS
RE/MAX: 36 YEARS OF EXPERIENCE:
HOW TO COOPERATE ETHICALLY ...AND SUCCESSFULLY
Dario Castiglia Remax Italia
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EUROPEAN MARKETLISTINGS
50%PRIVATE
50%REAL ESTATE
AGENTS
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US MARKETLISTINGS
98%REAL ESTATE AGENTS
2%PRIVATE
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ADVANTAGES OF COOPERATION
ONLY 6 WAYS TO INCREASE REVENUES:
1) SELL MORE HOMES2) LIST MORE HOMES3) SELL MORE EXPENSIVE HOMES4) GAIN A HIGHER COMMISSIONS ON SALES5) GAIN MORE REFERRALSGAIN MORE REFERRALS6) USE COOPERATION AND MLS LISTINGSUSE COOPERATION AND MLS LISTINGS
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20 LISTINGS15 SOLD 5 EXPIRED
200 BUYERS80 VISITS
100 LISTINGS1000 BUYERS
400 VISITS
LET’S DO THE MATH:
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LOOK AT YOUR GLASS...
EMPTY. HALF EMPTY?
OR...HALF FULL!
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EDUCATE THE AGENTS
THEY MUST UNDERSTAND:HOW DOES THIS WORK, AND
WHAT’S IN IT FOR THEM?
•COOPERATION DYNAMICS•PROCEDURE FOR APPOINTMENTS AND VISITS BY RE/MAX AGENTS•COLLEAGUES FROM RE/MAX WILL DO SHOWINGS•FOLLOW UP AFTER EACH SHOWING•BENEFIT: MORE TIME TO DEDICATE TO LISTING OTHER HOMES = MORE SALES!
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EDUCATE THE CLIENTS
THEY MUST UNDERSTAND:HOW DOES THIS WORK, AND
WHAT’S IN IT FOR THEM?
•COOPERATION DYNAMICS•PROCEDURE FOR VISITS BY RE/MAX AGENTS•COLLEAGUES FROM RE/MAX WILL DO SHOWINGS•FOLLOW UP AFTER EACH SHOWING•BENEFIT: MORE BUYERS MEANS FASTER SALE AT HIGHER PRICE!
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RULES AND REGULATIONS
- EVERY LISTING MUST BE POSTED ON MLS WITHIN 48 HRS
- THE SHOWINGS FOR RE/MAX COLLEAGUES ARE BOOKED BY OFFICE ASSISTANT OR RECEPTIONIST
- EVERYONE GETS THEIR OWN COMMISSIONS FROM THEIR OWN CLIENTS or 50/50
- SHOWINGS ARE SUSPENDED ONLY WHEN THERE IS AN ACCEPTED OFFER TO PURCHASE OR LEASE
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THE 12 “MORE” RULEMORE INFORMATION ON INTERNET =
MORE EASY TO MAKE SUCCESSFUL SHOWINGSMORE SHOWINGS = MORE EASY TO SELL LISTINGSMORE LISTINGS SOLD = MORE SATISFIED CLIENTS MORE SATISFIED CLIENTS = MORE REFERRED LISTINGSMORE REFERRED LISTINGS = MORE SALES
MORE SALES = MORE MONEY!
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PRESENTING OFFERS
HOW DO WE BEHAVE WHEN WE PRESENT AN OFFER ON
SOMEONE ELSE’S
LISTING?
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NOTIFY THE TAKING OF THE OFFER VIA FAX OR EMAIL
DEMAND THE EARLIEST DATE AND TIME FOR PRESENTATION
DO NOT COMMUNICATE THE TERMS AND PRICE OF THE OFFER!
THE LISTING AGENT INFORMS THE OFFICE ADMINISTRATOR THAT AN OFFER IS BEING PRESENTED
DO NOT SUSPEND SHOWINGS!
PRESENTING OFFERS
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1)THE OFFER IS ACCEPTED/REJECTED
OR
2) OTHER OFFERS ARRIVE BEFORE YOU PRESENT
TWO SCENARIOS:
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LET’S ASSUME WE HAVE THREE AGENTS: TOM, DICK AND HARRY. HARRY IS THE LISTING AGENT.
TOM’S OFFER WAS NOTIFIED TO HARRY ON 20/3; PRESENTATION DATE WAS SET FOR 22/3 AT 17.00
ON 21/3, DICK NOTIFIES HARRY OF HIS CLIENTS OFFERHARRY NOTIFIES TOM THAT ANOTHER OFFER IS COMING INTOM CAN NOW CONTACT HIS CLIENTS TO BETTER THEIR OFFERON 22/3, HARRY GETS HIS OWN OFFER, AND NOTIFIES TOM
AND DICKHERE WE ARE...22/3 AT 17.00. WE ARE ALL AT THE
PRESENTATION WITH THREE OFFERS.
OTHER OFFERS ARRIVE BEFORE YOU PRESENT: LET’S BREAK IT DOWN
NOW...HOW DO WE DEAL WITH THIS?
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TOM 20/3
DICK 21/3
HARRY 22/3
PRESENTATION OF OFFERS
SELLER
HARRY ENTERS ROOM FIRST AND ASSISTS WITH ALL OFFER PRESENTATIONS IN CHRONOLOGICAL ORDER, HIS BEING LAST
HARRYTOMPRESENTS OWN OFFER AND EXITS ROOM
DICKPRESENTS OWN OFFER AND EXITS ROOMHARRY PRESENTS OWN OFFER.
THE SELLER MAY ACCEPT ONE, AND HARRY COMMUNICATES WHICH ONE TO THE COLLEAGUES
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1) THE SELLER MIGHT ACCEPT OR COUNTER ONE OF THE OFFERS
2) THE SELLER MIGHT NOT ACCEPT ANY OF THE THREE OFFERS
TWO POSSIBLE RESULTS:
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“To give real service you must
add something which cannot be bought or measured with money... and that is sincerity and integrity.”
Donald A. Adams
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TTEEAA
M M
Together
Everyone
Achieves
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