Intertec™Listing Presentation

Question 1

Eight Good Reasons

Answer 1

There are eight good reasons why you will benefit by having me represent you to sell your home. What you want is … the most money you can get … as quickly as you can get it … and with the fewest problems possible … isn’t that right? (Say yes!) Here’s how I can help you do that

Question 2

Prepare For Showing (Reason 1)

Answer 2

First, I can help you prepare your home for sale. Through my experience, I know the reasons people do not buy … as well as the reasons they do.

Question 3

Example

Answer 3

For example … most buyers are concerned about getting ample closet space … yet many people keep so many clothes in the closet it tends to make the closet look small and unsatisfactory, turning away an otherwise interested party. Can you see that kind of thing happening?

Question 4

More To Selling

Answer 4

There’s more … there’s a lot more … to selling a home … than a sign on the lawn … an ad in the paper … a posting on the internet … and waiting for buyers to come. (Here’s why …)

Question 5

12 Looks

Answer 5

On the average … buyers inspect twelve homes … before deciding. That means … eleven other homes … are competing against yours. (For example …)

Question 6

5 Looks

Answer 6

If buyers look at 5 homes and yours is one of those, then in their minds your home will be competing against 4 other homes.

Question 7

20 Looks

Answer 7

If buyers look at 20 homes and yours is one of those, then in their minds your home will be competing against 19 other homes.
Those buyers will buy the home they like the best.
They will buy the home with the greatest sales advantage.
They will probably buy the home that gives them the best first impression.
Don’t you agree?

Question 8

My Job Is

Answer 8

My job is to make sure that people like your home the best. My job is to make sure that your home has all the sales advantages possible. My job is to make sure that your home gives people the best first impression, so … (to Check List)

Question 9

60/40

Answer 9

In average years … only 60% of all listed homes sell… during the original listing period. That means 40% do not sell. (That’s in average years. This is not an average year. Give current statistics.)
That means … of any 10 homes for sale in this area … only six will sell within 90 days … and four will take longer than 90 days to sell … or will not sell at all.

Question 10

I’m Determined (Used after 60/40)

Answer 10

I am absolutely determined to make sure that your home competes successfully against all of the other homes for sale in this area. I am determined to make sure that your home has every sales advantage possible, so … (to Check List)

Question 11

Check List

Answer 11

I work from a checklist that contains 21 major items. As soon as you give me the “go-ahead”, I’ll give you a copy of this checklist and I’ll go over it with you very carefully, step by step. That’s one way … you will get … the most money … the quickest sale … and the fewest problems … which I know you want. Isn’t that right?

Question 12

High Light Sheet (HLS)

Answer 12

Here’s something else I do. I will make a list of all of the good features in your home. I’ll print enough copies so buyers can take them home.
When buyers inspect five homes, six homes, ten homes … even two homes …they often get confused! They forget details. They get home at night and say … “Which home had the picture window in the kitchen … which home had the __________ which home had the ____________?”
Another very important reason for making detailed Highlight sheets is so that sales agents remember the good features of your home. On average, sales agents see from 5 to 20 homes every week. In one month they will have seen between 20 and 80 homes and they often forget details.
Lastly, top agents sell 80% of all homes. One of the important things I do for you is mail highlight sheets to the top agents in our area so they have more information than is shown on the MLS.

Question 13

BQ HLS

Answer 13

Can you see how the Highlight Sheets will help buyers remember the good features in your home?
And can you see how they will help agents remember the good features and how that can result in some extra showings?

Question 14

High Light Cards (HLC)

Answer 14

Here’s something else. There are about 80 to 100 active salespeople in this area. Any one of them could find a buyer for your home.
The problem is, not all sales agents show a home the same way. As a matter of fact, some don’t show a home completely. They bring a buyer to the home … but they may not point out all of the good features in the home. (First time through, weren’t taught how to show, don’t see hidden features, etc.)
I am determined to make sure that all of the good buyers find all of the good features in your home. So … I make up these Highlight Cards. If you had a 7 x 10 storage room, I would highlight that feature. If you had / I noticed you have _______. I will highlight that.

Question 15

BQ HLC

Answer 15

Can you see how these Highlight Cards will help the buyers find all of the good features in your home? (to Pre-close Test Question: BBQ1, What Kind, What Else)

Question 16

Reason 1

Answer 16

First… I can help you prepare your home for sale. Through my experience, I know the reasons people do not buy … as well as the reasons they do.

Question 17

Reason 2

Answer 17

Second, I can help you determine the best price to ask. Surprising as it may seem, sometimes the price is set lower than fair market value. Usually, however, the price is set too high and the home does not sell. It takes a lot of work on my part, but I can help you select a price that is neither too high nor too low.

Question 18

Reason 3

Answer 18

Third, I can help you select the right commission. Commission is not the expense most people think it is. It is a marketing tool. The right commission will put more money in your pocket.

Question 19

Reason 4

Answer 19

Fourth, I can help you with staging. The right staging will cause potential buyers to say “Wow!” Buyers pay more for “Wow!”

Question 20

Reason 5

Answer 20

Fifth, I can help you get the exposure needed so every potential qualified buyer knows about your home and from that get the one perfect buyer who is willing to pay the most for your home so you net the most.

Question 21

Reason 6

Answer 21

Sixth, I will provide you with constant feedback so that you know what potential buyers are saying after seeing your home … or why other agents are not showing your home.

Question 22

Reason 7

Answer 22

Sixth, I can help you negotiate better. (To By-Owner) When a buyer makes an offer directly to the owner, the owner often cannot negotiate. As a third party, I am in a much better position to help you maintain the asking price without losing a serious buyer. Most often, the difference right here is more than the commission involved. (When competing: (See Reason 7 Steps 1-3)

Question 23

Reason 8

Answer 23

Eighth, I can cut through the red tape. Once an offer is accepted by you, there is a lot of complicated paper work and details to take us from ‘Sold’ to ‘Closed.’ Since I live with this every day, I know how to facilitate the after-the-sale process. I want to prevent surprises, problems or delays

Question 24

Reason 7

COMPETITIVE NEGOTIATION CHALLENGE- Step 1

Answer 24

Suppose you list with another agent at the correct price of, say, $200,000, just to make the math simple.
Suppose an offer comes in at 1% less. That would be $198,000. How will the other agent negotiate that for you? Will they even try … or will they recommend you accept the offer? Remember … that’s $2,000 … mostly your money.
Suppose an offer comes in at 2% less … $196,000. Will they try to negotiate … or recommend that you accept? That’s $4,000 … mostly your money.
Suppose an offer comes in at 3% less … $194,000. Will they negotiate now … or still recommend that you accept? That’s $6,000 … mostly your money.
One percent? … Two percent? … Three percent? … Four percent? … Five percent? … When will they start negotiating?

Question 25

Reason 7

COMPETITIVE NEGOTIATION CHALLENGE- Step 2 (If Necessary)

Answer 25

May I suggest… call the other agent… right now.
Ask them … “Suppose I list with you at a price the house should sell for …and an offer comes in at 1 % less …will you negotiate the offer … or recommend I accept?”
See what they say.

Ask them … “Suppose I list with you at a price the house should sell for …and an offer comes in at 1 % less …will you negotiate the offer … or recommend I accept?”
See what they say.

Question 26

Reason 7

COMPETITIVE NEGOTIATION CHALLENGE - Step 3 (If asked how you will negotiate.)

Answer 26

I don’t disclose my negotiating process. Obviously, I have an excellent method … or I wouldn’t have brought the subject up. You will see it in action if an offer comes in that’s less than full price.