🎬🍿ULTIMATE LISTING PRESENTATION🔥 Flashcards
👋🏾AT THE DOOR👋🏾
✨Hello… thanks again for having me over … I’m excited about getting your home on the market … and getting it sold …
Do you mind if we take a quick look around your home?✨
😭 MOTIVATION RECAP🧠
I wrote down three … real important questions for you …
1️⃣ Do you absolutely have to sell your home? ⌛️….actively listen ✨Fantastic! 2️⃣Will you price your home to sell or do you want to keep it on the market for a long period of time? ⌛️….actively listen ✨Great! 3️⃣Do you ... want me ... to handle the sale for you? ⌛️….actively listen ✨Excellent!
🔥Mr/Mrs Seller….All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
💭Only close for the signature at the end of the One-Minute Presentation when you have qualified and know the following:
💥They know you.
💥They want to hire you.
💥They will list at your price.
🎁PRESENTATION INTRO🎁
‼️Mr/Mrs Seller at the end of my presentation tonight … one of three things will happen …
1️⃣You’ll have the opportunity to ... list your home with me or ... 2️⃣You’ll decide not to list your home with me or ... 3️⃣I’ll decide not to take your listing ... any one is fine ...
📋PLAN RECAP📋
‼️Let’s quickly take a moment and review the questions I asked you over the phone …
1️⃣ You said you were moving to _________ right?
2️⃣You said you were moving because \_\_\_\_\_\_\_\_\_? 3️⃣You said you had to be there by \_\_\_\_\_\_\_\_\_ ... correct? 4️⃣You would like to price your home at \_\_\_\_\_\_\_\_\_ ... right? 5️⃣And ... you said you owe \_\_\_\_\_\_\_\_\_ ... is that right? 7️⃣Now ... you weren’t planning on selling it yourself, were you?
✨Terrific!
🏡CMA INTRO 🏡
‼️Now … there are only two issues we have to look at tonight …
1️⃣Your motivation to sell this home.
2️⃣The price we set on your home.
‼️I’ve prepared what we call a Comparative Market Analysis …
There are two parts to this research …
1️⃣We call Fantasy Land … What homeowners list homes for.
2️⃣We call Reality ... What Real Estate Agents list and sell homes for.
✨We’re going to have to decide tonight where you’re going to spend your time.
🛒COMPARATIVE SHOPPING🛒
‼️The purpose of the Comparative Market Analysis … is to determine the value of your home … in the eyes of a Buyer … Do you know how Buyers determine value?
🤫Buyers determine value by comparison shopping.
They look at the price of your home based on its features and benefits and compare it with the features and benefits of similar homes that have sold recently or are currently on the market.
⁉️Does that make sense?
💭💭For example … If you were going to purchase a new car … and one dealership had a car for $50,000 … and another dealership had the same car for $50,000 … but it had an entertainment system … which car would be more valuable?
⁉️ Why?
🤷🏾♂️What if the first dealership … put the car with NO entertainment system … on sale for $45,000 … Which would be a better value?
⁉️ Why?
💥So, you can see that if you want to increase value:
1️⃣Lower the price or …
2️⃣Have more features and benefits ... for the same price ...
⁉️ Does that make sense?
⌛️….actively listen
Good!
‼️So … unless you are planning to add more features and benefits to your home … Are you? …
⌛️….actively listen
(No …) price is the only issue … Can I show you what I mean?
⌛️….actively listen
🧐SOLD COMP INTRO🧐
👀This home is just like yours …
💥How many bedrooms?
💥How many baths?
💥How many square feet?
⁉️Do you know this neighborhood?
✨Have you seen this house?
(Based on the features and benefits of the home tell them)
💭Your house is better
Or
💭This house is a little better than yours.
Or
💭This house is very similar to yours
(Justify why you said that by comparing their features and benefits).
⁉️What price are they asking?
Look how long it’s been on the market?
🔥MOTIVATION & PRICE CLOSE🔥
👀You need to be in _______ by _______ … right?
⁉️What price do you feel we should use … to create value in the eyes of the Buyer … and get someone to decide to buy your home versus the competition?
✨Now that you’ve seen these prices … I’m going to recommend a price of $__________ …
🔥will you Mr/Mrs. Seller ... list your home with me ... for that price tonight?
🔥All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
✅MOTIVATION & PRICE CLOSE OBJECTION✅
👀________ what price do you absolutely have to have?
⌛️….actively listen
Ouch!
⁉️Based on that … there are a couple of real important questions I need to ask you …
1️⃣Specifically … why do you feel your home is worth $________ more than your neighbor’s?
⁉️Mr/Mrs. Seller in today’s market place … that means you’ve simply brought your home up to selling standard … right?
⁉️Let me ask you a question … If a Buyer wants to buy your home … but … they plan to get rid of ________ … the moment they buy your home … how much is it worth then?
⌛️….actively listen
✨Exactly!
⁉️Did you add that to your home for the next Buyer … or … for your own enjoyment?
⌛️….actively listen
⁉️If you were purchasing a home … and two similar homes were for sale … one for ________ … and one for ________ … which would you buy?
⌛️….actively listen
⁉️Wouldn’t you want to use the extra ______ … to do what you wanted to the home?
⌛️….actively listen
⁉️Don’t you think most Buyers would feel just like you? Of course, they would.
⌛️….actively listen
🔥That’s why … I’m going to recommend … a price of $ _______ … based on what we know … do you want to … list your home … for that price tonight?
🔥All we need to do now is simply … sign the contract … so I can help you get what you want … in the time you want … won’t that be great?
