Help!!! My Listings Aren’t Selling

1. What’s the highest mountain in Colorado?

• Mt. Elbert• Pikes Peak #31

2. What percent of their commission does a Red Fin buyer’s agent give back

to their buyer?

• 2/3

3. How many grams of fiber is recommended for someone 55 or

older?

• 25-30

Do You Ever Wonder?

Do You Ever Wonder?

…why women can’t put on mascara with their mouth closed?

…why you don’t ever see the headline “Psychic Wins Lottery”?

…why abbreviated is such a long word?

Do You Ever Wonder?

…why do we buy hot dogs in packages of ten and buns in packages of eight?

…why is lemon juice made with artificial flavor, while dishwashing liquid is made with real lemons?

Do You Ever Wonder?

…why isn’t there mouse-flavored cat food?

…why is it that people say they “slept like a baby” when babies wake up every two hours?

Do You Ever Wonder?

…why didn’t Noah swat those two mosquitoes?

…why do they have drive-up ATM machines with Braille lettering?

Do You Ever Wonder?

…why on Christmas lights it says “For indoor and outdoor use only”.

Do You Ever Wonder?

…what did cured ham actually have?

…how is it that we put a man on the moon before we figured out it would be a good idea to put wheels on luggage?

Do You Ever Wonder?

…who tastes dog food when it has a “new and improved flavor”?

…why do people order a double cheeseburger, large fries, and a diet coke?

Do You Ever Wonder?

…why do banks leave both doors open and then chain the pens to the counters?

…why do we leave cars worth thousands of dollars in the driveway, and put our useless junk in the garage?

Do You Ever Wonder?

…why do doctors leave the room while you change? They’re going to see you naked anyway?

…why is “bra” singular and “panties” plural?

Do You Ever Wonder? Part II

…Why is it that a property doesn’t sell after it is listed?

…What would cause it to sell in the next 14 days?

…So, what’s the problem???

The Marketability of a Property

First: What are the key factors affecting a property’s marketability?

1. Location

2. Pricing

3. Condition

4. Appearance

5. Financing

6. Marketing

7. Amenities

8. Competing Properties (Supply/Demand)

9. Area Economics/Employment

Answer: There are 9…

Which key factors does the seller have control over?

1. Location

2. Pricing

3. Condition

4. Appearance

5. Financing

6. Marketing

7. Amenities

8. Competing Properties (Supply/Demand)

9. Area Economics/Employment

Answer: There are 4.1…

NoYes

YesYes

A little bit…

Yes

No…not for the area

NoNo

Pardon the Interruption

What are the top five issues/items sellers most want an agent to help them with?

5. Negotiations & dealing with buyers 4. Get the house market ready 3. Price it competitively (CMA) 2. Help market the home and find a buyer 1. Sell in their time frame

Now, back to the program

Now: About Sellers…

Movie: “Sixth Sense”

Have you seen the movie?

Helping Sellers…6 Truths/Beliefs…

1. Put people first…

Put people first

Helping Sellers…6 Truths/Beliefs…

1. Put people first…2. They (sellers) need therapy…3. Let logic lead the way…4. Get control “up front” or ….5. “Timing” and “Framing” are very very

important…

Jeff Foxworthy

Alan Greenspan

Helping Sellers…6 Truths/Beliefs…

1. Put people first…2. They (sellers) need therapy…3. Let logic lead the way…4. Get control “up front” or ….5. “Timing” and “Framing” are very very

important…6. The “Rite of Passage” rules… …Do they see you as the EXPERT?

Albert Einstein

Dr. Oz

A Few More Rapid Fire Ideas

• How do you buy?• The Buyer Pool…• Must be sold 3 times…• What it means if…• Old Donuts…• Fat File and 50 Yard Line…• How to Read the “X-Rays” of the Market…

Now, back to the program

Quotes From Famous and Not-So-Famous People…

Lessons to Live by?• “There are no atheists on turbulent airplanes.”

• “You must learn from the mistakes of others. You can’t possibly live long enough to make them all yourself.”

• “Never try to keep up with the Jones’. Drag them down to your level – it’s cheaper.”

• “If you want to know how old a woman is…ask her sister-in-law.”

• “Never go to a doctor whose office plants have died.”

• “You show me a woman who hasn’t fantasized getting into a car and leaving home, and I’ll show you a woman who doesn’t drive.”

• “I’ve learned that you can get by on charm for about fifteen minutes. After that, you’d better know something.Age 46

Quotes and Ideas from Highly Successful

“Top Agents”

Lynn Bodenheimer

“I am like your doctor. There are times when I’ll have to tell you news you don’t want to hear. But you must have all the facts in order to make educated decisions.”

Kathy Irvine

“When providing updates to the Seller always phrase it that the market is telling us.”

“Be sure they understand that it’s not the agent’s opinion, it’s the marketplace itself that determines value and marketing strategy.”

Janell Hunter

“You have to be the most competitive in every area. You must have the best price, the best condition, the best commission pay-out. It can’t be just one, it has to be all.”

“…Remember, we need to market not only to buyers, but to agents as well.”

Steve Breihan

• Steve tells sellers how different today’s market is, and gets an agreement from them that if the house doesn’t sell in two weeks, they will look at a current CMA and re-address pricing. They will repeat this every two weeks.

Jim and Linda Graves Arnold

• “We put seller into MARIS (MLS) as a prospect themselves---as if they were a prospect to buy their own home.”

• That way as soon as market changes occur, they know precisely what those changes are.

Sally DeFriese

“I use the Mapping feature in Rappatoni. I search the school attendance area for similar properties and show them the map report, with each red dot representing a competing listing.”

“What is there about your property that would cause a Buyer or an agent to bypass all these other available properties to get to yours?”

Bottom Line:

-Communicate-Communicate-Communicate

Church Bulletin Bloopers

The sermon this morning: “Jesus Walks on the Water.” The

sermon tonight: “Searching for Jesus.”

Church Bulletin Bloopers

The Fasting & Prayer Conference includes meals.

Church Bulletin Bloopers

Our youth basketball team is back in action Wednesday at

8 PM in the recreation hall. Come out and watch us kill Christ the

King.

Church Bulletin Bloopers

Ladies, don’t forget the rummage sale. It’s a chance to get rid of those things not worth keeping around the house. Bring your

husbands.

Church Bulletin Bloopers

Don’t let worry kill you off…let the Church help.

Church Bulletin Bloopers

Irving Benson and Jessie Carter were married on October 24 in

the church. So ends a friendship that began in their school days.

Church Bulletin Bloopers

At the evening service tonight, the sermon topic will be “What is

Hell?” Come early and listen to our choir practice.

Church Bulletin Bloopers

Low Self Esteem Support Group will meet Thursday at 7 PM.

Please use the back door.

Church Bulletin Bloopers

Weight Watchers will meet at 7 PM at the First Presbyterian

Church. Please use large double door at the side entrance.

Church Bulletin Bloopers

The Associate Minister unveiled the church’s new tithing

campaign slogan last Sunday: “I Upped My Pledge- Up Yours”

Church Bulletin Bloopers

The ladies of the Church have cast off clothing of every kind. They

may be seen in the basement on Friday afternoon.

Church Bulletin Bloopers

A bean supper will be held on Tuesday evening in the church

hall. Music will follow.

The biggest problem with communication is the illusion

it’s been achieved.

Glenn Vatterott

Exercises:

• Round One• What’s True…What’s Not…All About Sellers

• Round Two• Data Analysis

Quick Wrap… 4 Reminders

1. People first…2. Strategically manage perceptions,

feelings, and emotions…3. Logic leads the way through effective

communication…4. Stay focused on the goal…