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SellerPre-Listing
Real Living Lifestyles Academy
© Coach2Sell 2011
Listings provide an avenue to market your real estate services
Sellers are also Buyers
Control of your time and schedule
Your business runs even if you are not there
Why do we want Listings?
Your Real Estate Sign Property Brochures Post Cards Open Houses Networking with other
agents Your Website Word of Mouth Viral Marketing
Marketing through Listings
When they sell they need a new home
Great customer service will keep them loyal
Moving out of area send them to a referral agent for a referral fee 25-30%
Sellers are also Buyers
With Listings you are in more control of your time because you are not having to run and see property as they come on the market and having to fit into buyers schedules
Control Your Time & Schedule
Your Business Runs without You
Your inventory is always being shown for sale by other agents
You can go on Vacation and your homes are still being shown for sale by other agents
You control the inventory and pricing
Keep business coming in with consistent marketing
Where Do Listings Come From
SOI Farming Social Networking in Person Social Networking Virtual Past Clients – Friends – Family Internet Advertising Cold Calls Door Knocking
Tools to Assist Lead Generation
Picture Perfect San Diego
Client Gateway
Internet Lead Generation – 1 Park Place
Your Personal Website
Your Pre-List Package
Your Business Card A Personal hand written note Your Personal Brochure/Resume/Bio/Stats Choose from over 30 Full Color Presentation Sheets Real
Living Lifestyles Has Available to You Customize Your Own Presentation Sheets Marketing Samples Marketing Plan Information on Your Support Team Testimonials How to Prepare Your Home for Sale The Importance of Pricing Information or DVD Client Information Sheet (Homework) Market Trend Information – Altos Reports on ARC
Pre-Qualify the Appointment
Be sure to call to pre-qualify the appointment that the sellers are ready and able to move forward to sell their home (use a script)
Confirm the appointment time and address
One Step vs. Two Step Presentation
One step – you go out to meet with the clients view the home and do a complete listing presentation at one time
Two step – first appointment you go out to view the home and leave the pre-listing package with the client you go back gather information and return for a full listing presentation at a later time
Prepare Yourself for the AppointmentBe sure to get your mindset right before you go into the appointmentDress for SuccessHave your Comps and know them wellPreview All Active ListingsKnow your Presentation (use a scripted presentation)Know how to handle objections three waysEnjoy the process it has to be FunKnow your walk away price so you don’t take the listing if it is overpriced
Thank You for
Being Here