Friday, October 30, 2009

Coaching Tips & Stragegies #27

LISTING STRATEGIES (8)

The critical differences between Features and Benefits:

I hear it all the time, “We’re the best or I’m the best because we have the best this and the most advanced that” “So what?”

Features are not the piece that excites someone to take action, it’s the Benefit.

The consumer wants to know, “What is the benefit of working with you? “What’s in it for me?”

How do you verbalize the importance of staging?

(Example):

“Do you buy a drill because you want a drill or do you buy a drill because you want a hold?” The drill is the feature and the hole is the benefit.

What benefits do your tools and skills provide a customer or client? How do you verbalize, present and demonstrate the benefits of the features you have for a customer or client?

In your next tip, I will provide you with specific features and benefits that go with those features. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Tuesday, October 27, 2009

Coaching Tips & Strategies #27

LISTING STRATEGIES (8)

The critical differences between Features and Benefits:

I hear it all the time, “We’re the best or I’m the best because we have the best this and the most advanced that” “So what?”

Features are not the piece that excites someone to take action, it’s the Benefit.

The consumer wants to know, “What is the benefit of working with you? “What’s in it for me?”

How do you verbalize the importance of staging?

(Example):

“Do you buy a drill because you want a drill or do you buy a drill because you want a hold?” The drill is the feature and the hole is the benefit.

What benefits do your tools and skills provide a customer or client? How do you verbalize, present and demonstrate the benefits of the features you have for a customer or client?

In your next tip, I will provide you with specific features and benefits that go with those features. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Sunday, October 25, 2009

Generation Y

Some say it may even be the biggest shift since the Industrial Revolution. By 2010 Gen Y will outnumber Baby Boomers and 96% of them have already joined a social network. Have you? If you haven’t it, now would be a good time too start.
Definition
A label attributed to people born during the 1980s and early 1990s. Members of Generation Y are often referred to as Echo Boomers because they are the children of parents born during the baby boom. Children born during this time period have had constant access to technology (computers, cell phones) in their youth. Also called millenials, echo boomers, internet generation, iGen, net generation.
It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Coaching Tips & Strategies #33

LISTING STRATEGIES (14)

Steps 11 of the listing presentation.

Present your value proposition based on the expectations of the seller:

The seller has told you what is important to them and what their expectations are of a real estate Sales Representative / Broker.

Now it’s time to verbalize your value proposition. There are two critical areas to focus your presentation, maximum exposure of their home and your skills.

Maximum Exposure: Start by going right down the list of each of their expectations. Clearly articulate the features and benefits that you offer for the specific want or need of the seller until you gain agreement. Your final questions before you move to the next expectation, “Would you agree that this will get your home the maximum exposure to the biggest pool of buyers?” What if they have expectations of you that are not a part of your marketing program?


Skills: What are the skills that you bring to the business relationship?


Marketing Expertise
Market Knowledge
Negotiating Skills
Home enhancement Skills

Communicate the benefits of your skills very clearly and gain approval for the seller before moving forward.


You have now verbalized your value proposition and have agreement with the seller. But, what about expectations the seller has that aren’t included in your marketing plan?

Your next tip will explain this in step 12 of the listing presentation. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Coaching Tips & Stragegies #26

LISTING STRATEGIES (6)

How are you verbalizing your marketing skills?

(Example Step 3, - Market Knowledge):

What is market knowledge? Is it a simple Market Analysis or is there more to it?
Do you know the difference between Median Prices vs. Average Sales price?
If so, what does it all really mean?
How about days on market? Sales price as a percentage of list prices?
Your commitment is to be the most skilled in presenting and verbalizing your market knowledge.

In your next tip, I have a bonus benefit you can present to your sellers that will further differentiate you from the competition.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Wednesday, October 21, 2009

Coaching Tips & Strategies #32

LISTING STRATEGIES (13)
Steps 9-10 of the listing presentation.

9. Restate and clarify the answers you receive: The ago old principle, “Seek first to understand, and then be understood,” I see too many listing presentation ends up like this... “Let me tell you how wonderful I am and how great our company is, and then I’ll listen to you.” Don’t go into the listing presentation with an arsenal of features and benefits that you overwhelm the seller with. The seller is primarily interested in knowing that you will do what’s important for them. Restate their answers so that they know you listened, gain clarity, and allow yourself to hear it again, and then proceed with how you are going to move forward in the listing presentation.

10 Ask the seller what they think your job is as their real estate Sales Representative / Broker. What do you think their answer is going to be? To get their house sold, yes? NO!

“Mr. And Mrs. Seller, my job is to take your home to market and to test the market. Selling your home is a result of me doing my job.”

You ever feel like you get caught in a sales trap with your sellers? Your job is the process, not the outcome. If you follow the process, yours sellers will experience their outcome.
In a later tip, I will share with you the continuation of this and the pricing conversation.
Your next tip will explain step 11 of the listing presentation. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,
Constantine Isslamow
Real Estate Broker/Mortgage Broker/Manager
Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
Independently Owned and Operated
www.Twitter.com/ConstantineC21
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Tuesday, October 20, 2009

Coaching Tips & Stragegies #25

LISTING STRATEGIES (6)

How are you verbalizing your marketing skills?

(Example Step 2, - Marketing Skills):

“Mr. and Mrs Seller, marketing your home is defined by using cost-effective, results proven strategies to get your home sold....Maximum exposure to the greatest number of potential buyers.... What are your expectations of me in marketing your home?”

Sure, you have all the great marketing strategies and tactics to get a home sold, but isn’t it important to find out the expectations of your prospect so that you are on the same page!

The seller sill share with you their expectations and you will write them down.

Restate what they have shared with you for clarity and to show that you are listening and ask why each one is important to them.

Then move into your marketing plan, clearly articulating each action step that you are going to take and when you are going to take the action. Use a calendaring system to let all parties know what’s going to happen and when it’s going to happen.

After you have presented your marketing plan, you will need to ask them one question, “Does this look like a marketing plan that can get your maximum exposure to the greatest number of buyers?”

In your next tip, I will share with you how to verbalize your marketing skills and market knowledge. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Thursday, October 15, 2009

Coaching Tips & Strategies #23

LISTING STRATEGIES (4)

Let’s talk about the “Listing Presentation”. It’s the one time that you have to verbalize your value proposition and someone else gets to measure whether you are worth it or not.

Buyers are easy to work with...they call on a sigh, you set an appointment, you ask them if they like the house, they say yes, you fill in the blanks on the contract, and your on your way...O.K./ maybe I’ve simplified that a bit for comparison purposes.

What is your value proposition?
There are three areas of primary concern for the consumer.

· Negotiating Skills
· Marketing Skills
· Market Knowledge
Can you clearly articulate the value the consumer will experience from your negotiating skills, marketing skills and market knowledge?

In your next tip, I will share with you how to verbalize the benefit of the three most critical attributes of a listing Sales Representative / Broker. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Wednesday, October 14, 2009

Coaching Tips & Stragegies #22

LISTING STRATEGIES (3)

Getting listings will be one of your toughest objectives to overcome and learn. You will face learning “new” skill sets for any of the following in all your daily activities and in your career. So why then is getting listings tougher?

You have to be more skilled! Here are the critical steps to getting listings.

You have to prospect everyone
You have to follow-up
You have to present
You have to handle objections
You have to close
You have to market the property
You have to service the listing
You have to negotiate
You have to know the market
You have to get the home sold!
Your next tip I will start you down the path of a productive listing presentation. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Saturday, October 10, 2009

Coaching Tips & Stragegies #21

Tip #21

LISTING STRATEGIES (2)

What “benefits” does the seller want from the home-selling experience?

It’s not that complicated however, it is very important that you stay keenly focused around this at the listing presentation.

To sell the house.
The highest price.
The least amount of inconveniences, and
The least amount of hassle.
How do you communicate to a seller that you can deliver on all three of these?

Your next series of tips will take you through the process of getting more saleable listings. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Monday, October 5, 2009

Coaching Tips & Stragegies #20

LISTING STRATEGIES (1)

Why do we want take more listings? Think of the following benefits.

Schedule Management: You can work with a buyer for hours, days and even months, and never get a sale. When you are working with buyers, you are working for all the other Sales Representatives in your marketplace trying to sell their listings. When you work with sellers, all of the Sales Representatives in your marketplace are working for you. Which one seems more productive to you?


Self Marketing: When you work with a buyer and sell them a home in a neighbourhood, does everyone on the street know that you sold that home? How about if you take a listing, you sell it and put a sold sign on that property? Does everyone in the neighbourhood know that you sold that home?


You Don’t Have to Be There: You can only sell a buyer a home when they are in your car and going in and out of houses. You can be in another country on vacation and sell a listing.


Build Your Business: A listing will generate buyer calls, you can mail out just listed and just sold postcards, you can hold open house to attract buyers and potential listings….pretty simple, a sign in the yard is one of the best forms of advertising yourself.


Your next tip will outline the most important needs of a seller. Until then I wish you all continued success

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Sunday, October 4, 2009

Coaching Tips & Stragegies #19

Tip #19

PRESENTING AND NEGOTIATING THE OFFER

Let’s set the stage:

You’ve written the offer and it’s time to present it to the sellers. Do you simply fax it over to the listing agent and await their response?

Let me ask you this, is that truly representing the buyer? Of course not.

Call the listing agent and let them know you would like to personally present the offer.

Here are some of the key steps to presenting and negotiating the offer:

Give the sellers some personal background on the buyers, what they are looking for, their qualification abilities, how many homes they have looked at and what they appreciate about their home.
Provide the sellers with a current snapshot of the marketplace (the same information you provided your buyers with when they decided on what price to offer)
Review all of the major details of the offer; contingent or non-contingent, inspections, date of closing, etc. Then move to price. Upon presenting price, be silent and listen.
Be sure to have all your documents and disclosures in order.
If you’ve done your job and you have a good agent on the other end, you will walk away with an accepted offer.

Your next tip will focus on listing strategies. Until then I wish you all continued success

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Saturday, October 3, 2009

Coaching Tips & Strategies #17

Showing and Selling Property

The culmination of your previous efforts has arrived. Your abilities you have been practicing and the strategies you plan to use is now ready to begin.

Here is the process of showing and selling a home to a buyer:

Allow the buyer to look at the home at their pace. Don’t smother them and don’t walk into small rooms. Allow the buyer to experience every part of the house.
Don’t sell, ask questions based on any feedback or comments they provide.
Ask them what they like about the house.
Ask them what they would change about the house.
Ask them if they have any further questions.
It’s not an Einstein science exercise, just common sense. If you have listened to their dialogue of wants and needs, paid close attention to their comments as they look at each house and asked each questions about each property, you will be well on your way to determining and finding their perfect home. If you’re “On Target” you’ll probably write an offer, you might even sell it on the first try!

Your next tip will focus on writing the offer. Until then I wish you all continued success

I hope you find this information useful. Thanks for stopping by.

Constantine Isslamow

Broker/Manager

Coaching Tips & Strategies #18

PREPARING THE OFFER

It’s typical of the real estate industry, everyone wants to submit a lowball offer. Your first step is to bring buyers to the reality of your current marketplace. How do you do this?

Is it a buyers market or is it a sellers market?

Additionally, your other responsibility is to negotiate in the best interest of your buyer. Keep in mind, negotiating in the best interest of a buyer is not a win/lose goal, you want to do the best you can for your buyer, without creating conflict between buyer and seller. Fiduciary responsibility, know where you stand!

Provide your buyer with market data that includes recent sales, current listings, sale price as a percentage of list prices and any other information that is important in their decision process.

Your next tip will focus on the negotiation process. Until then I wish you all continued success.

It's Your Career - I'm Here To Support YOU!,

Constantine Isslamow

Real Estate Broker/Mortgage Broker/Manager

Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.

Independently Owned and Operated

www.Twitter.com/ConstantineC21

CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391

Friday, October 2, 2009

Coaching Tips & Stratagies #15

SHOWING THE HOME

Now it's time to get them into the car and start the homes tour .... ???

Of course, that will depend on your market-inventory knowledge.

Certainly you can convert all kinds of incoming buyer calls to appointments, but if you don't know the current inventory, you're going to waste a lot of your time, the buyers time, and look very unprofessional.

Knowledge is power, do you have market knowledge? Do you know the current inventory? How much time do you spend previewing new listings? This comes under schedule management. I'll give you some ideas on that further into this series.

You can qualify buyers, get their financing in place, but without up to the minute market knowledge, you're going to struggle to convert buyers into closings.

Your next tip will be building a home tour that fits the criteria of your buyer. Until then I wish you all continued success.

I hope you find this information useful. Thanks for stopping by.

Constantine Isslamow

Broker/Manager

Coaching Tips & Stratagies #16

The Home Tour

You’ve completed all of the initial steps before you start showing property, it’s now time to set-up your home tour and schedule showing appointments.

Here are the critical steps:

Less is more: The more homes you show a buyer, the more confused they get. Drill down to the specific wants and needs of your buyer. This information is gathered during your buyer counselling interview. Keep the tour between 3-5 homes, any more than that can create confusion and indecision.

Create a map: Provide the buyer with a map that details the location of each property that you are going to show them. Highlight the different schools and points of interest on the map.

Provide comparables: Educate the buyer and make them aware of the current marketplace. This will help the buyer better understand the market and make a realistic offer that they are comfortable with.

Meet at our office: Have the buyers meet you at our office so that you can sit down and review the homes they are going to see. Upon arrival back to the office, this is the best time to write up the offer.

Your next tip will be Showing and Selling Property. Until then I wish you all continued success.

I hope you find this information useful. Thanks for stopping by.

Constantine Isslamow

Broker/Manager

Thursday, October 1, 2009

Coaching Tip & Strategies #14

INITIAL APPOINTMENT

So congratulations, you have converted an incoming buyer call to an appointment. Now what?

Are you going to charge right out the door and start showing houses? I sure hope not.
Approach the buyer in the same fashion that you deal with a seller.
Do you have a buyer presentation? Do you have a buyer qualification process that you use?
Do you have a buyer questionnaire that you use? How do you determine the buyer's wants and needs?
Do you immediately connect your buyer with a loan officer to discuss financing options and a prequalification letter?
Give me a call and I will help you get your systems in place for the initial meeting with a potential buyer.

Next tip I will discuss showing the home. Until then I wish you all continued success.

I hope you find this information useful. Thanks for stopping by.

Constantine Isslamow

Broker/Manager