Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel...

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS

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The Ultimate Listing

Presentationby Scot Kenkel

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A Marketing Proposal

Tom and Mary Jones110 Tradewind StreetEdgewood KY 41017

Bob Smith, Agent - ABC Realtors, Inc.

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OBJECTIVES FOR TODAY

1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS4. PRICING STRATEGY5. PAPERWORK

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IF WE GET THROUGH THESE YOU SHOULD BE ABLE TO MAKE A

DECISION

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KEYS TO ASKING QUESTIONS

1. Ask their Permission First

2. All answers are kept confidential

3. Start with Easy and progress to Hard

4. Remember RULE 101 – ask question – get answer

5. Don’t leave table till you KNOW their HIRING Criteria

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1. Why are you moving and where are you moving?

2. When do you want /have to move?

3. How long have you lived in your present home?

4. What “major improvements” have you made on your present home?

5. Who else are you talking with about the sale of your house?

6. What other source of funds do you have available to you?

7. How do you feel about owner financing?

8. How did you arrive at your price?

9. What is most important to you? Pricing? Timing? Convenience?

10. What would it do to your plans if you couldn’t sell?

11. What would it take to get you to list with me today?

QUESTIONS TO ASK

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KEYS TO LOOKING AT THEIR HOME

1. INVOLVE your Sellers in the Process

2. TAKE tons of Notes – Avoid giving Advice

3. DO what other agents DON’T DO

4. REMEMBER – Compliments increase their VALUE

5. DEFER all pricing issues till THE RIGHT TIME

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AFTER LOOKING AT THEIR HOME WE’RE GOING TO WALK THEM THROUGH OUR PROCESS

But FIRST let’s tell them a bit about ME and MY COMPANY – and MY SALES TEAM

OUR PROCESS

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ABOUT ME

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MY COMPANY

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MY SALES TEAM

THE LARGEST SALES TEAM IN THE AREA

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OUR PROCESS

NOW WE’RE GOING TO WALK THROUGH HOW WE GET PAID

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HOW DO WE GET PAID?

FIND A READY WILLING & ABLE BUYER

NEGOTIATE AN ACCEPTABLE AGREEMENT

SATISFY ALL CONDITIONS OF PURCHASE

SUCCESSFUL TRANSFER TO PURCHASER-- also referred to as the closing

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OUR PROCESS

LET’S MAKE SURE THEY UNDERSTAND HOW

WE’RE DIFFERENT FROM ALL THE OTHERS

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WE TAKE A DIFFERENT

APPROACH!!

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WE DO THINGS DIFFERENT

WE DON’T JUST FIND ANY READY WILLING & ABLE BUYER

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WE DON’T JUST FIND ANY READY WILLING & ABLE BUYER

WE FIND THE ABSOLUTELY BEST READY WILLING & ABLE

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CREATE COMPETITION FOR YOUR HOME

MAINTAIN AN OBJECTIVE VIEWPOINT

UNDERSTAND BOTH PARTIE’S WANTS & NEEDS

SELECT THE BEST POSSIBLE PURCHASER

TO FIND A (THE BEST) READY WILLING AND ABLE BUYER

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WE DON’T JUST NEGOTIATE AN

ACCEPTABLE AGREEMENT

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WE DON’T JUST NEGOTIATE AN

ACCEPTABLE AGREEMENTWE NEGOTIATE THE BEST

TERMS AND CONDITIONS FOR YOUR SITUATION!!

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WE DON’T JUST SATISFY THE CONDITIONS OF THE AGEEMENT

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WE DON’T JUST SATISFY THE CONDITIONS OF THE AGEEMENT

WE CLOSELY MONITER EVERY CONDITION TO GUARANTEE A SUCCESSFUL END RESULT

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BY DOING IT OUR WAY---WE DON’T HAVE TO JUST HOPE

FOR A SUCCESSFUL TRANSFER/CLOSING

WE MAKE SURE IT’S SUCCESSFUL!!

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NOBODY GETS PAID IF THE

SALE DOESN’T CLOSE

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NOW IT’S TIME TO START ON THE

ACTUAL PROCESS – STARTING WITH AN EXPLANATION OF

“WHAT IS MY JOB?”

OUR PROCESS

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WHAT IS MY JOB?

EXPOSE SELLER’S HOME TO THE MARKET

INTERPRET THE MARKET’S REACTION

ADVISE MY SELLERS ACCORDINGLY

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THERE’S 10 STEPS TO OUR PROCESS –

LET’S GO THROUGH EACH OF THEM INDIVIDUALLY

OUR PROCESS

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OUR PROVEN PROCESS

1. GATHER INFO – Data and Visual info

2. VERIFY ACCURACY – Upload to Data Distribution SYSTEM

3. CREATE Detailed “Prepare to Sell” Checklist

4. SELECT Signage and PORTAL Distribution OPTIONS

5. LAUNCH the Targeted Industry Awareness Campaign

6. COORDINATE showings to Qualified Prospective Buyers

7. NEGOTIATE and EXPLAIN all written offers to purchase

8. ANALYZE the Market Reaction to and Prepare Report

9. REGULAR REVIEW of the Consolidated Market Update

10. OVERSEE process of accepted Purchaser until CLOSED

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STEP 1: GATHER ALL THE INFORMATION

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STEP 2: VERIFY FOR ACCURACY BEFORE UPLOADING INTO OUR DATA DISTRIBUTION SYSTEM

OUR DATA DISTRIBUTION

SYSTEM

OUR DATA DISTRIBUTION

SYSTEM

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STEP 3: CREATE “PREPARE TO SELL” CHECKLIST

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STEP 4: SELECT SIGNAGE AND PORTAL OUTLETS

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Frontdoor.comCraigslist.comEnormo.comOodle.comVast.comHotpads.comREALTOR.comTheAgencyWest.comGOOGLE.comNKMLS.com

STEP 4: SELECT SIGNAGE AND PORTAL OUTLETS

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STEP 5: LAUNCH “INDUSTRY AWARENESS CAMPAIGN”

NEW LISTING!!

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STEP 6: COORDINATE ALL SHOWINGS

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STEP 7: NEGOTIATE AND EXPLAIN OFFERS

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STEP 8: ANALYZE MARKET REACTION & REPORT

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STEP 9: CONDUCT REGULAR UPDATE REVIEWS

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STEP 10: OVERSEE SALE TO CLOSING PROCESS

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OUR PROVEN PROCESS

1. GATHER INFO – Data and Visual info

2. VERIFY ACCURACY – Upload to Data Distribution SYSTEM

3. CREATE Detailed “Prepare to Sell” Checklist

4. SELECT Signage and PORTAL Distribution OPTIONS

5. LAUNCH the Targeted Industry Awareness Campaign

6. COORDINATE showings to Qualified Prospective Buyers

7. NEGOTIATE and EXPLAIN all written offers to purchase

8. ANALYZE the Market Reaction to and Prepare Report

9. REGULAR REVIEW of the Consolidated Market Update

10. OVERSEE process of accepted Purchaser until CLOSED

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PRICING STRATEGY

TIME FOR A TRIAL CLOSE!!

YOU ASK: “Before we get into PRICING – Do you feel I’M QUALIFIED TO GET THE JOB DONE?”

YOU ASK: “IF WE CAN AGREE ON THE NUMBERS – IS IT SAFE TO ASSUME YOU’LL WANT TO HIRE ME?”

Remember RULE 101- If Ask Question GET Answer!!

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FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR

LOCATION LOCATION LOCATION PHYSICAL CONDITION OF HOUSECURRENT COMPETING HOMES FOR SALELOCAL and NATIONAL ECONOMY UNEMPLOYMENT RATE AVAILABLE FINANCINGOCCUPANCY FLEXIBILITYSHOWING CONDITION AND AVAILABILITY

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FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR

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PRICING STRATEGY

TEACH THEM HOW TO DO A CMA –

WHAT PROPERTIES HAVE NOT SOLD (EXPIREDS)

WHAT PROPERTIES HAVE SOLD (SOLDS)

CURRENT COMPETING PROPERTIES (ACTIVES)

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PRICING STRATEGY

ONCE YOU HAVE COME TO A $$$$ AMOUNT

1. Reduce the Amount to NET $$ IN THEIR POCKET

2. TRIAL CLOSE using WORST CAST SCENARIO

3. DON’T DWELL ON IT – MOVE TO NEXT STEP

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PAPERWORK

1. STACK FORMS FOLDER SO BOTTOM IS LISTING AGREEMENT

2. FOLLOW THE SAME PATTERN WHEN EXPLAINING – Identify the FORM – Explain it’s Purpose – Point with your Pen – End with “ANY QUESTIONS?” – Move to NEXT Form

3. ONCE YOU REACH LAST FORM – After Asking “ANY QUESTIONS?” – Hand Pen to Dominant Party to get their APPROVAL --

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EMERGENCY TOOLS

A. HOW TRYING TO GET A LITTLE MORE CAN ACTUALLY COST YOU A WHOLE LOT MORE.

B. HOW WAITING -- EVEN JUST A COUPLE DAYS -- CAN COST YOU $_______________.

C. HOW IT ACTUALLY COSTS LESS TO HIRE A PRO VERSUS SELLING IT YOURSELF.

D. THE BROKER COST COMPARISON TOOL TO USE AGAINST CUTTING COMMISSION.

E. THE MARKETABILITY SCORECARD TO MAKE SURE THEIR HOME WILL SELL OR NOT.

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TRAINING RESOURCES

Everything you ever wanted to know about getting more LISTINGS than EVER BEFORE!!

THREE LIVE LEARNING SEGMENTSTONS OF TOOLS AND SCRIPTSNO FEE TO REPEAT – LEARNING GUARANTEE

http://www.LandvoiceListingBootcamp.com

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TRAINING RESOURCES

Everything you ever wanted to know about LISTING, SELLING and CLOSING More Short Sales!!

THREE LIVE LEARNING SEGMENTSTONS OF TOOLS AND SCRIPTSNO FEE TO REPEAT – LEARNING GUARANTEE

http://www.ShortSaleListingBootcamp.com

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel...

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