Winning Listing Presentations with Cindy Stockhaus

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learn.marketleader.com #MLPowerHour Winning Listing Presentations Part 2: From zero to 60 real estate transactions in 18 months Host: Shannon Shimabukuro Senior Trainer

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In this Power Hour, Cindy Stockhaus shares how she and her husband Michael, after relocating to an entirely new area, went from zero to 60 listings in just 18 months using their Market Leader system. This is Part 2, of a 2-part series, where Cindy picks up where Michael left off and shares her best practices on how to set an appointment, prepare for it, and win the listing presentation with unique materials and an uncanny way to connect to her clients. Find recorded webinar at http://learn.marketleader.com/display/learning/Winning+Listing+Presentations

Transcript of Winning Listing Presentations with Cindy Stockhaus

Page 1: Winning Listing Presentations with Cindy Stockhaus

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Winning Listing PresentationsPart 2: From zero to 60 real estate transactions in 18 months

Host: Shannon ShimabukuroSenior Trainer

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How to win a listing presentation• Meet Cindy Stockhaus• Before the appointment• The listing presentation• Handling Objections• Questions

What Will You Learn Today?

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• Agent since 1999• Current listings: 17 (last year: 1)• Company: Jarvis Realty Group• Market Leader History

– Subscriber 2004-2009; 2012+– Largest transaction: 1.4

Million from HouseValues.– In last 18 months: Closed 60

transactions

Meet Our Featured Expert: Cindy Stockhaus!

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BEFORE THE APPOINTMENT

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(As discussed in Part 1)1. A customized Seller’s Market Report 2. Several emails asking questions about the property3. Emails and postcards from Market Leader campaigns4. Hand-delivered seller’s market report

What they have received already:

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Setting the appointment • Call and ask for it• Introduce yourself• Listen and let them do the talking• Ask questions:

– Where do you live? – How long have you lived here?– Where did you move from?– When are you planning on moving?

• Close into an appointment• Confirm contact info

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Checklist of what to bring

Listing Contract

CMA

Seller file

How many buyer leads on website

Example Buyer folder

Local guide

Staging/ Selling Shape

Referral page

Planner

Pens

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THE LISTING PRESENTATION

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• Ability to create a personal connection• Service• Materials to help you standout

What you need to get them to list with you:

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The art of creating a personal connection

93% of our communication is NON-verbal

-Dr. Ray Birdwhistle, University of Pennsylvania

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The art of creating a personal connection1. Mirror & Match

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The art of creating a personal connection1. Mirror & Match2. Listen

1. Hear what they are saying and respond accordingly, rather than thinking about what you’re going to say next.

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The art of creating a personal connection1. Mirror & Match2. Listen 3. Build commonality

1. As you walk through the home, try to create a common bond by finding shared interests based on style, pictures, passions (Sports, travel, kids, shoes etc).

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The art of creating a personal connection1. Mirror & Match2. Listen 3. Build commonality4. Be Honest/Genuine

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• Ask to see the house

The Opening

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Questionnaire

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• CMA– “Here’s what we (and our office) have done in this area.”– Overview of active, pending and solds

Materials to help you stand out

“Before we put this on the MLS, I’m going to take you to show you your competition so you know what buyers are seeing. What day this week would work for you?”

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• Website exposure• Listing exposure• How they will get in front of buyers

Use Market Leader!

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Seller Guides

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Buyer Book

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• Flyer• MLS Listing Sheet• Tax Report• What I love most about my home• Seller Disclosure• Utility Disclosure• Favorite Restaurant Menu’s• Parks Guide

Buyer Book: What’s in it?

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Buyer Book: Flyer

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Buyer Book: “What we love most about our home…”

Tip: Cindy used Picasa to create the image and Market Leader’s blank flyer design

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HANDLING OBJECTIONS

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Objections “I don’t want to pay you full commission. Agent X said he’d only charge Y% (lower than what you’re asking)”

“Why should we list with you, over ABC office?”

What if I can’t find a place to move to?

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THE CLOSE

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The Close1. Get the agreement signed2. Make a second appointment

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• Personal connection• Questionnaire• Materials to help you standout

– Buyer Book with “what I love most about my home”– Listing Presentation Materials– Market Leader

• CMA – Includes a follow-up appointment to look at the competition

• A signed listing agreement

Recap: Cindy’s winning listing presentation includes

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Cindy’s Key Take-aways

• Listen to what your sellers are telling you!

• Be Prepared!

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Marketing Center 2.0!!!!• You’ll learn:

– Great enhancements to your Marketing Center– How to navigate and find your favorite pieces– Quick tips on creating campaigns, postcards and more!

Don’t miss next week’s Power Hour!

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Want More?• Fill out post-class survey to receive class

notes!• Visit Learn.MarketLeader.com:

– Power Hour Recordings & Handouts– Short Tutorials

• Customer Support: 1-877-450-0088

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Thank you for attending today’s Power Hour: Winning Listing Presentations

Part 2: From zero to 60 real estate transactions in 18 months

Host: Shannon Shimabukuro Featuring: Michael Stockhaus