Working with sellers part 1

RE/MAX Mumbai Gujarat Maharashtra

WORKING WITH SELLERSSahil Shah


Getting him to sign an exclusive/open ended contract is the key thing you want to achieve out of your meeting with the prospect


3 P of Marketing People : The people who are involved in

selling the property. That is you primarily who will be responsible to sell the property. How you present yourself is critical.

Price : Pricing the property is crucial. It determines the time the property will stay in the market.

Product : Staging the property to give the maximum price is important for overall success.


Pre-Meeting Questions Are you planning to list your home? Where are you moving to? When do you have to be there? How much do you plan on spending? Will you describe the property in as

much detail as possible? What improvements have been made to

the property?


Pre – Listing Package Introductory letter Past client list Testimonials/references Performance history - Yours, RE/MAX office, Market, Competition

Market share graph Sales to list ratio Time on market Sales volume

Information on pricing (Dangers of Overpricing) Promo pieces on you and/or RE/MAX Sample marketing pieces Sample copy of listing


Listing Package• Letter to client from you• Listing agreement• Disclosure forms• Comparative Market Analysis • Company Brochure• Personal Brochure or Resume (information

on you and why client should use you.)• Sample property brochures, feature sheets,

flyers• Testimonials/letters of reference


Listing Package – Contd..• Information pieces

– Why use a Realtor?– Remodel or Sell?– Dangers of Overpricing– RE/MAX market share graph

• Market statistics• A market share graph to show the RE/MAX

market share in your community.• Your marketing plan• Service guarantee


Listing Package – Contd..• Professional designations, education courses and

certificates received.• Seller’s Guide - May include information described above

plus:– Steps in the selling process– Preparing your home for sale– The agency relationship– Pricing– Seller’s Checklist - items you need to market home– Showing information– Open House procedure information– Lawyers– Cost of Selling– Deducting your move (tax information)


Presentation – Preparation & Research

• Prepare your listing package including marketing plan and CMA to take with you or mail/deliver if you use a pre-listing package.

• Customize to the seller based on information gathered focusing on sellers needs and wants.


Presentation – Call & confirm appt

• Share with the seller your goals and agenda for the appointment.

• Be on time and have a professional appearance.

• Be personable and professional – establish rapport.

• Note their hobbies and interests, children, pets, leisure activities, career.


Presentation – Seller’s Objectives

• Preview the home – note features, why sellers bought initially.

• Timelines, motivation• Base your presentation

content on this information.


Presentation - Present your marketing plan for the

property Keep seller involved by asking

questions as you go.


Presentation – Sales Associate Selection• Present your credentials, RE/MAX

credentials • Ask ‘Can we work together’• Handle Objections • Confirm asking price• Explain & sign the listing agreement

– Ask for house key


Do and Dont• Avoid too high price, too small a term,

incompatible expectations, • Map your skills to the requirement of seller • Explain features of marketing plan with

reasons • Identify prospective buyers and create the

marketing plan to suit the same • Your USP should come out in the presentation • Price is the key • Plan – practice – keep repeating your

presentation


Establishing Trust • You are new to the industry.• You are unfamiliar with their

neighborhood.• You have vacation plans during the

listing period.• Don’t let the seller’s questions bring out

these negatives as this will lessen the trust factor. Bring out the negatives early and have solutions.


Determine the seller’s motivation• Why have you chosen to move now?

– Reasons are numerous and include job relocation, family expansion, functional obsolescence, foreclosure, retirement/death

• What would happen if you didn’t sell?• Are there any issues which need to be

resolved before making a move?• Have you definitely decided to move at this

time?


Experience and Expectation Create a form that asks for all the

improvements/features of the home to be completed by the seller and include it as part of the pre-listing package.

This helps you identify why they like the home and their perception of its selling features. Use this information in your feature sheet.


Thank You !!!

Working with sellers part 1

Business

Transcript of Working with sellers part 1