Listing Appointment Flashcards
Steps of the listing appointment: Step 1
Drive- bys
Drive-bys
Step 1, Be sure to drive the neighborhood prior to the appointment. Make sure to stop by any comp properties you are planning to discuss.
Steps of the listing appointment: Step 2
Greeting Client
Greeting Client
Arrive to the appointment a few min early! Ask them if it is okay to come in, don’t just barge in. If they are an
S or C they will love you asking this. Be sure to compliment the house as soon as you arrive.
Steps of the listing appointment: Step 3
Walk-Through
Walk-through
Step 3, The goal of the walk through is to create rapport with the seller. Try and have any decision makers walk you around the home. Take some basic notes on the home.
Steps of the listing appointment: Step 4
Goal Recap
Goal Recap
Sit down (preferable at the dining room table), not directly across from them if you can. Review what you discussed during the pre-call and let them recap what they are trying to achieve. You will notice that that their plans are often different than what they discussed with you over the phone.
Steps of the listing appointment: Step 5
Transition
Transition
Step 5
Steps of the listing appointment: Step 6
Presentation
Presentation
Step 6, Don’t preach, it should be a discussion not a speech. The more interaction you have with them the more rapport you will build- remember that rapport is 60% of the sale
What is the most important goal to the seller?
Getting Top Dollar!
Whats in it for ME!
How to address these? Marketing Plan
Marketing Plan will do what?
is how to show the seller that by using LR Marketing Plan, we will truly help to create the most demand for their home.
Greater demand =
higher the sale price
Marketing Plan
We do digital ads, radio, tv, just listed postcards, neighborhood OH’s, websites, newspaper ad’s, ect.
make sure to explain these to the seller, even if other agents are doing this they are likely not explaining it
Why is it important to ask seller a lot of questions
to keep seller engaged, if they get board you loose listing
question to keep the seller engaged
When did you buy your home?
Are you aware of the many steps that go into selling a home?
Have 180 steps to selling a home with you
From putting a home OTM, fielding calls from buyers and agents, negotiation the offer, scheduling and coordinating closing ect. obviously a ton of work, wouldn’t you agree? Let’s take a look at how I have broken the process down to make things go smoothly
The order of the presentation
- Team
- Professional pic’s/ Floor Plans/ Matterport/ Drone
- Advertising: Digital Ads, Radio
- Relocation
“Seeds of Doubt” Is the other broker doing Floor Plans?
Remember, FP’s increase online views by over 70% and only 8% of listing have this feature.
“Seeds of Doubt” Is the other broker taking professional photos?
We have on our in house team a professional photographer with top-of-the -line equipment
“Seeds of Doubt” How is the other broker handling buyer calls? Do they receive the call themselves? What if they are busy at a showing, appointment, ect?
Over 42% of buyer calls go unanswered. At our office we have day, night, and weekend staff to answer all buyer calls.
“Seeds of Doubt” Does the other broker work alone? What happens when they get sick or are away?
Our offices have over 100 agents who are all well trained and ready to help out when needed.
21 Day Rule (pricing)
Tell them “We will know within the first 21 days (14 in busier markets) if the price of you home is right or wrong. We will know one of three ways”
21 DAY RULE Three ways of knowing pricing is wrong #1
If we have a lot of showing and offer(s), we know the home is priced appropriately
21 DAY RULE Three ways of knowing pricing is wrong #2
If we have showings and poor feedback or very few showings and no offers, we know the price of a home is slightly off. For example, If we have 10 showings on your home and 8 of them say we were overpriced, we would know we are slightly overpriced, wouldn’t you agree?
21 DAY RULE Three ways of knowing pricing is wrong #3
If nobody comes to see your home, which is -don’t worry- quite unlikely, but always a possibility, then the price is more significantly off.
TRIAL CLOSE
Based on everything I have shown you, as far as our marketing and approach, do you feel it would be effective in selling your house?
If YES, move on to pricing
if NO go over marketing again
Pricing
- Review the 3-5 comps brought
Start with lowest to highest, highest should be no higher than where you want them listing - Use CMA sheet to write the important details.
- “Based on the information we reviewed, where do you think your home should be positioned in the market?” Do your best to get them to say a number, if they don’t go over the comps again.
If seller is thinking of starting WAY to high discuss what?
“Plan A/B”
“Plan A/B” is what
Tell them “Obviously we all want your home to sell for as much as possible. But if the market decides $400k is to high for your home, what is plan B? We spend thousands of dollars marketing your home so it is very important that I know what Plan B looks like”
Lamacchia Realty NET SHEET
Fill it out from the sheet our with their number and be sure to put a number in commission NOT %. Once you have determined the NET PROCEEDS, ask “Does that number work for you?”
Close
Are you ready to have us start looking for buyers?
Paperwork
Start with Agency Disclosure, to harder doc’s
Sign on the spot DO NOT wait
Zillow Premier Agent means what
Zillow gives our listings a better placement.
Which lets more buyers see it
Seller,”What do you think I should do with (insert home improvement, ie. carpets, counter tops)?”
Well you could always spend time and money on improvements, but let’s see where we get to on price first then if it makes sense we can talk about improvements. I think (item of questions) is pretty nice.
Does that make sense?
