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The appointment with a buyer or seller is something you need to prepare for and what many Sales Associates take for granted. If you are not closing at least 50% of your appointments you need to re-evaluate your presentation. If you have done a good job with your presentation, the customer should enter into a contract with you. Presentations must be the same every time to develop a selling system that can produce predictable results. - PowerPoint PPT Presentation
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Pranav PandyaFranchise Development
ManagerRE/MAX Mumbai Gujarat
Maharashtra
FUNDAMENTALS IN REAL ESTATE
SERIES PART 4 WORKING WITH SELLERS
RE/MAX Mumbai Gujarat Maharashtra
RECAP Part 1 - Getting Started
o Nature of the worko Market trendso Become the Sales Associate of
choiceo Four reasons why Sales Associates
failo Sales Associate mission statementso Goalso Marketing plan
RE/MAX Mumbai Gujarat Maharashtra
RECAP Part 2 - Marketing
o Needs and wants of consumers are changing
o The brando Marketing a serviceo Building relationshipso Marketing ruleso Personal promotiono Specializeo Elements for your marketing plan
RE/MAX Mumbai Gujarat Maharashtra
RECAP Part 3 - Prospecting
o Repetitiono Seek opportunities for leverageo Six steps to getting startedo Farmingo Direct response marketingo Expired listingso For Sale by Ownero Ad/sign call systemo Open houses
RE/MAX Mumbai Gujarat Maharashtra
TODAY’S AGENDA Presentation to a seller Pre-listing package Listing package Presentation steps Pricing Negotiating with sellers Cutting commissions Follow-up system After closing How to avoid the eight biggest
selling mistakes
PRESENTATION TO A SELLER
RE/MAX Mumbai Gujarat Maharashtra
QUESTIONS TO ASK SELLER
Are you planning to interview more than one Sales Associate?
Where are you moving to? When do you have to be there? Will you describe the property in
as much detail as possible? What improvements have been
made to the property?
RE/MAX Mumbai Gujarat Maharashtra
LISTING PROCESS Two step listing process
One step listing process
PRE-LISTING PACKAGE
RE/MAX Mumbai Gujarat Maharashtra
PRE-LISTING PACKAGE INCLUDES
Introductory letter Testimonials/references Performance history - Yours, RE/MAX office,
market, competitiono Market share grapho Sales to list ratioo Time on marketo Sales volume
Dangers of overpricing Promo pieces on you and/or RE/MAX Sample marketing pieces Listing agreement
LISTING PACKAGE
RE/MAX Mumbai Gujarat Maharashtra
Letter to client from you Listing agreement Disclosure forms Comparative Market Analysis
(CMA) Company brochure Personal brochure or resume Sample property brochures,
feature sheets, flyers Testimonials/letters of reference
RE/MAX Mumbai Gujarat Maharashtra
Information pieces Why use a Sales Associate? Remodel or sell? Dangers of overpricing
Market statistics Your marketing plan Service guarantee Performance history (use office
numbers if you are a new Agent). Professional designations,
education courses and certificates received.
RE/MAX Mumbai Gujarat Maharashtra
Seller’s Guide - May include information described above plus: Steps in the selling process Preparing your home for sale The agency relationship Pricing Seller’s Checklist - items you need to
market home Showing information Open House procedure information Lawyers Cost of Selling
Deducting your move (tax information)
PRESENTATION STEPS
RE/MAX Mumbai Gujarat Maharashtra
Preparation and research Call and confirm appointment Establish seller’s objectives Presentation Sales Associate selection Confirm asking price Explain & sign the listing
agreement
RE/MAX Mumbai Gujarat Maharashtra
Establish trust Determine the seller’s
motivation Experience and expectations Length of your presentation Seller questions Sell your credentials and
marketing plan Listing or marketing plan
PRICING
RE/MAX Mumbai Gujarat Maharashtra
CURRENT MARKET CONDITIONS
Buyer’s market Balanced market Seller’s market Sale to List Price Average Sale Price Trend Total Homes Listed Versus Sold Seasonality
RE/MAX Mumbai Gujarat Maharashtra
CONDITION OF THE PROPERTY
Staging Other Factors in Pricing –
Location, Size and Amenities Initial Impression Taking Overpriced Listings Dangers of Overpriced Listings
NEGOTIATING WITH SELLERS
RE/MAX Mumbai Gujarat Maharashtra
Overcoming Objections
Seller Objections
Cutting Commissions
Commission Objections
FOLLOW-UP SYSTEM
RE/MAX Mumbai Gujarat Maharashtra
Set up a weekly or bi-weekly market report for your active listings.
Set up an aggressive price reduction campaign
AFTER CLOSING
RE/MAX Mumbai Gujarat Maharashtra
Customer Satisfaction
Handling Complaints
HOW TO AVOID THE 8 BIGGEST SELLING
MISTAKES
RE/MAX Mumbai Gujarat Maharashtra
1. Wrong Price2. As-Is Condition3. No Curb Appeal4. Not Making Your Home “Fit to
Sell”5. Lavishly Over Improving6. Not Using a Professional7. Not Disclosing Defects8. Play Hardball
RE/MAX Mumbai Gujarat Maharashtra
THANK YOU