5 LISTING APPOINTMENT FUNDAMENTALS. TODAY’S WORKSHOP Intro 5 Listing Appointment Fundamentals...
Transcript of 5 LISTING APPOINTMENT FUNDAMENTALS. TODAY’S WORKSHOP Intro 5 Listing Appointment Fundamentals...
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5 LISTING APPOINTMENT FUNDAMENTALS
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TODAY’S WORKSHOP
Intro
5 Listing Appointment Fundamentals
CMA’S and Commissions
How to get to the next level
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REAL ESTATE EXPERIENCE
Licensed October 19th, 1998
Broker License in since 2002
Training & Mentoring 12 years now
Sold/ closed over 1,200 homes / $250M
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VIDEO MARKETING -BP CLAIMS- REA
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MY FAMILY
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AHA MOMENT
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MY PASSION
Do what you love
Do great work
Paid well
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ONE OF MY PASSIONS
Ray’s Initiative on February 8th, 2014
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THE BASIC SKILLS
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REALTORS BASIC SKILLS
5 Core Fundamentals
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#1 BUILD RAPPORT
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HOW TO BUILD RAPPORT
The 4 Major Rapport Builders
F
R
O
G
Family
Recreation
Occupation
Goals
People don’t care what you know…until they know that you care!
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#2 QUALIFY
Ask Quality
Questions
Motivation Timing
Find a Problem
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TOP 3 PAIN POINTS FOR HOME SELLERS
The Fear of not selling at all
The Fear of not selling fast enough
The Fear of not selling for enough money
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#3 PRESENTATION SKILLS
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#4 CLOSEAsk for the sale
You can’t get if you don’t ask!
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#5 HANDLING OBJECTIONS
You have to go through a series of No’s before you get a yes!
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HANDLING OBJECTIONS TIPSUnderstand the situation
Ask the right questions
Dig deep
Search to find a problem “EXPOSE THE PAIN”
Offer a better solution
Write down the objections you cannot handle
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REMEMBER 5 WORDS
Focus on Conversations not Conversions!
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CONVERSIONS
Conversations turn into Conversions!
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REVIEW OF THE 5 BASICS
1. Build Rapport
2. Qualify the Client
3. Give a Great Presentation
4. Close for the Sale
5. Handle Objections
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A RECENT STUDY 44% of salespeople quit after the 1st time they hear NO
22% of salespeople quit after the 2nd time they hear NO
14% of salespeople quit after the 3rd time they hear NO
12% of salespeople quit after the 4th time they hear NO
92% of salespeople quit - 1st and 4th time they hear NO
60% of sales close after prospect says NO at least 4 times
8% of salespeople are left when the prospect is ready to say YES
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CMA’S
A lot of top agents….NO MORE CMA’S
Differentiate themselves
How could somebody evaluate without seeing it?
A CMA is like looking in the rear view mirror!
Try to find a sellers bottom line
THE CMA CAN MAKE A GOOD APPOINTMENT GO BAD QUICKLY!
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Willing to pay a 3% commission if you have a buyer
If I could bring you a cash offer today on your terms…90%
The seller has already reduced 13% and the real buyer hasn’t even shown up yet.
Knock off another 3% to 5% when the real buyer shows up
16% to 18% off their price….so, there’s always room for a 6% to 7% commission
COMMISSIONS
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3 Ingredients to Greatness
Motivation
Coaching
Practice
Repetition is the mother of skill
DANIEL COYLE’S
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LOOK US UPhttp://www.realestateacademi.com/
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THE NEXT LEVEL
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OFFER # 1- PERSONAL COACHING
Bronze Package
Bronze Package
(2) 30- Minute Private Strategy Calls per Month
Normally $400 (1) session 6 Month commitment $297.00 per
Month 6 Months at $297.00 = $1,782.00
Sell (1) $60,000 home breakeven Sell (1) $200,000 @ 3% make
$6,000 Sell (3) $200,000 @ 3% make
$18,000
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OFFER #2- MORE ATTENTION
Silver Package
Silver Package
(4) 30- Minute Private Strategy Calls per Month
Normally $800 for (2) sessions 6 Month commitment $497.00 per Month 6 Months at $497.00 = $2,982.00
Sell (1) $100,000 home breakeven Sell (2) $200,000 @ 3% make
$12,000 Sell (4) $200,000 @ 3% make
$24,000
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OFFER #3- TEAM OR INDIVIDUAL
Gold Package Gold Package
(4) 60 Minute Private Strategy Calls per Month
Normally $1,600 for (4) sessions 6 Month commitment $997.00 per
Month 6 Months at $997.00 = $5,982.00 Spilt that with a Team Member Sell (1) $200,000 home breakeven Sell (3) $200,000 @ 3% make
$18,000 Sell (5) $200,000 @ 3% make
$30,000
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MAKING AN INVESTMENT
$112,500
2 years later $354,867
As of 6/9 - $439,146
$16.00 per share = $502,912
$20,000
1 year later $680,000
Still have 142 Claims in
If Half go through = $781,000
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FRIDAY MAY 23RD, 2014
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I RECENTLY HIRED A TRAINER
Keys to Coaching Success
You have to believe You have to investYou have to work itWhen I struggled???
My trainer hold me accountable
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TESTIMONIAL6/8/14
Robert,
I just wanted to thank you for the awesome coaching. Using your techniques, motivation and confidence, we have been calling FSBOs for the past 2 weeks. I have scheduled over 10 appointments each week. They are all now on a follow up program and I know there are a few listings waiting to happen. In fact I have one listing scheduled for this week.
Thanks again,
Chip DeaconExtreme Home Selling TeamKeller Williams