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
Thursday, November 5, 2009
Wednesday, November 4, 2009
Social Media Cheat Sheet
Twitter.com
Based on status updates (140 characters or less)
Founded in 2007
63 per cent of Twitter users are male
The most active Twitter use is Kevin Rose with 1,176,770 followers and counting)
Facebook.com
Originally invented to quickly locate other students
Build a network of friends, family, clients and associates
Has over six times the population of Canada for members
More than 1.5 million pieces of content are shared on Facebook daily
Linked in.com
Specifically designed for networking
Use client testimonials to generate business
Need a service? Look it up on Linked in
Many companies use this as a resource to find staff
Tumblr.com
This will be big pretty quick
A blog-based website that makes blogging easy
A great way to have an identity online
Like you own website but with more personality
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
Based on status updates (140 characters or less)
Founded in 2007
63 per cent of Twitter users are male
The most active Twitter use is Kevin Rose with 1,176,770 followers and counting)
Facebook.com
Originally invented to quickly locate other students
Build a network of friends, family, clients and associates
Has over six times the population of Canada for members
More than 1.5 million pieces of content are shared on Facebook daily
Linked in.com
Specifically designed for networking
Use client testimonials to generate business
Need a service? Look it up on Linked in
Many companies use this as a resource to find staff
Tumblr.com
This will be big pretty quick
A blog-based website that makes blogging easy
A great way to have an identity online
Like you own website but with more personality
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 #31
LISTING STRATEGIES (12)
Steps 6 – 8 of the listing presentation.
6. Choose a spot to present: Give the sellers two options, the kitchen table or the dining room table. This is a business meeting and you are dealing with what is typically their largest investment. Do NOT sit directly across from the sellers. This is a confrontational position and you may lose the listing before you even start the presentation. Sit at the head of the table with the sellers positioned to your right or left. This is a collaborative position.
7. You begin by asking the number one question: You need to find out what is important to the sellers, not focus on what’s important for you to tell them. Let them tell you where you need to go in the presentation. The number one question is this: “Mr. and Mrs. Seller, what are your expectations of a real estate Sales Representative / Broker?” Don’t make the big mistake of the worst opening line in the industry: “Let me show or tell you how I work!”
8. Write down all the answers the seller gives you: You want them to know that you are paying close attention. They want to feel important. Most important, the answers will tell you where yo need to go in the listing presentation and what is most critical to them in choosing a real estate Sales Representative / Broker.
One question you might ask the seller before moving forward: “Mr. and Mrs. Seller, if I show you that we can deliver on all of your expectations, will you allow me to market your home?”
Your next tip will explain steps 9 and 10 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
Steps 6 – 8 of the listing presentation.
6. Choose a spot to present: Give the sellers two options, the kitchen table or the dining room table. This is a business meeting and you are dealing with what is typically their largest investment. Do NOT sit directly across from the sellers. This is a confrontational position and you may lose the listing before you even start the presentation. Sit at the head of the table with the sellers positioned to your right or left. This is a collaborative position.
7. You begin by asking the number one question: You need to find out what is important to the sellers, not focus on what’s important for you to tell them. Let them tell you where you need to go in the presentation. The number one question is this: “Mr. and Mrs. Seller, what are your expectations of a real estate Sales Representative / Broker?” Don’t make the big mistake of the worst opening line in the industry: “Let me show or tell you how I work!”
8. Write down all the answers the seller gives you: You want them to know that you are paying close attention. They want to feel important. Most important, the answers will tell you where yo need to go in the listing presentation and what is most critical to them in choosing a real estate Sales Representative / Broker.
One question you might ask the seller before moving forward: “Mr. and Mrs. Seller, if I show you that we can deliver on all of your expectations, will you allow me to market your home?”
Your next tip will explain steps 9 and 10 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, November 3, 2009
Coaching Tips & Stragegies #30
LISTING STRATEGIES (11)
The first FIVE STEPS of the listing presentation
1. Show up on time: As simple as it seems, you would be amazed at how many times a Sales Representative/Broker shows up late for a listing presentation. I sit in my office and watch clients arrive at the office with no Sales Representative/Broker here to greet them.
2. Dress professionally. It’s absolutely amazing that people have “built-in” expectations of who they want to represent them “and” what they look like. A shirt and tie or dressy dress will do more than you think!
3. Have a clipboard and notepad in hand: When you go to the doctor, you are asked questions and he writes down the answers. When you go to a lawyer, he or she asks you questions and writes down the answers. This is a simple process of demonstrating your professionalism and that you are focused on every feature of the property.
4. Walk around the outside of the house taking notes: Tour the outside of the home noticing any features that are critical to the marketing process and write down anything that may be of concern or that you have questions about.
5. Walk around the inside of the house taking notes: Do not ask the seller to tour you through the house as if they were trying to sell it to you. That strategy will create the 3 hour tour and 30 minutes listing presentation. Simply walk from room-to-room asking questions and taking notes.
Your next tip will explain steps 5-10 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
The first FIVE STEPS of the listing presentation
1. Show up on time: As simple as it seems, you would be amazed at how many times a Sales Representative/Broker shows up late for a listing presentation. I sit in my office and watch clients arrive at the office with no Sales Representative/Broker here to greet them.
2. Dress professionally. It’s absolutely amazing that people have “built-in” expectations of who they want to represent them “and” what they look like. A shirt and tie or dressy dress will do more than you think!
3. Have a clipboard and notepad in hand: When you go to the doctor, you are asked questions and he writes down the answers. When you go to a lawyer, he or she asks you questions and writes down the answers. This is a simple process of demonstrating your professionalism and that you are focused on every feature of the property.
4. Walk around the outside of the house taking notes: Tour the outside of the home noticing any features that are critical to the marketing process and write down anything that may be of concern or that you have questions about.
5. Walk around the inside of the house taking notes: Do not ask the seller to tour you through the house as if they were trying to sell it to you. That strategy will create the 3 hour tour and 30 minutes listing presentation. Simply walk from room-to-room asking questions and taking notes.
Your next tip will explain steps 5-10 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
Monday, November 2, 2009
Coaching Tips & Strategies #28
LISTING STRATEGIES (9)
A feature is what you have or do; the benefit is what your client is going to experience! Or it could be the result from any particular feature.
Here’s a look at a couple of basic features and benefits for you to use in your listing presentation.
Feature: Great Technology
Benefit: A huge percentage of home buyers are starting their initial home search on the internet. In fact over 87% of the buyers begin on the internet. Because of this I will capture numerous buyers that are starting their home search through our numerous on-line marketing initiatives. In addition, internet leads have a long incubation process from initial contact to the time they make a buying decision. Follow-up with these future buyers is critical and I’m able to do so with my CENTURY 21 drip email campaign that keeps them abreast of the current marketplace and inventory.
Feature: The Best Marketing
Benefit: Our marketing is focused to attract the highest number of buyers to expose your home to. I do this by targeting our efforts towards results proven marketing strategies such as my mailing program that provides up to date market data to the consumer, building my credibility in the marketplace as the “Local Expert®”, the information portal for all real estate dealings.
I’m sure that you have many other features that you are presenting to your clients.
In your next tip, I will provide you with 14 productive elements to a great 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
A feature is what you have or do; the benefit is what your client is going to experience! Or it could be the result from any particular feature.
Here’s a look at a couple of basic features and benefits for you to use in your listing presentation.
Feature: Great Technology
Benefit: A huge percentage of home buyers are starting their initial home search on the internet. In fact over 87% of the buyers begin on the internet. Because of this I will capture numerous buyers that are starting their home search through our numerous on-line marketing initiatives. In addition, internet leads have a long incubation process from initial contact to the time they make a buying decision. Follow-up with these future buyers is critical and I’m able to do so with my CENTURY 21 drip email campaign that keeps them abreast of the current marketplace and inventory.
Feature: The Best Marketing
Benefit: Our marketing is focused to attract the highest number of buyers to expose your home to. I do this by targeting our efforts towards results proven marketing strategies such as my mailing program that provides up to date market data to the consumer, building my credibility in the marketplace as the “Local Expert®”, the information portal for all real estate dealings.
I’m sure that you have many other features that you are presenting to your clients.
In your next tip, I will provide you with 14 productive elements to a great 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 #29
LISTING STRATEGIES (10)
First, have you prequalified the Sellers for their motivation? Do they have you packet of information and comparables? What is your system that you follow when you arrive for the marketing presentation? How long is your presentation?
Here are the 14 productive elements to a great listing presentation.
Show up on time
Dress professionally
Have a clipboard and note pad in hand
Walk around the outside of the house taking notes
Walk around the inside of the house taking notes
Choose a spot to present. The kitchen table or the dining room table
Ask the number one question. (Sellers expectation of you as their real estate Sales Representative).
Write down all the answers the seller gives you
Restate and clarify the answers you receive
Ask the seller what they feel your job is?
Present your value proposition based on the expectations of the seller
Pricing strategy
Close and get the listing signed
Explain to the seller what happens next, all the way through to closing
Your next tip will explain steps 1-5 of the marketing and 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
First, have you prequalified the Sellers for their motivation? Do they have you packet of information and comparables? What is your system that you follow when you arrive for the marketing presentation? How long is your presentation?
Here are the 14 productive elements to a great listing presentation.
Show up on time
Dress professionally
Have a clipboard and note pad in hand
Walk around the outside of the house taking notes
Walk around the inside of the house taking notes
Choose a spot to present. The kitchen table or the dining room table
Ask the number one question. (Sellers expectation of you as their real estate Sales Representative).
Write down all the answers the seller gives you
Restate and clarify the answers you receive
Ask the seller what they feel your job is?
Present your value proposition based on the expectations of the seller
Pricing strategy
Close and get the listing signed
Explain to the seller what happens next, all the way through to closing
Your next tip will explain steps 1-5 of the marketing and 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
Sunday, November 1, 2009
Coaching Tips & Strategies #28
LISTING STRATEGIES (9)
A feature is what you have or do; the benefit is what your client is going to experience! Or it could be the result from any particular feature.
Here’s a look at a couple of basic features and benefits for you to use in your listing presentation.
Feature: Great Technology
Benefit: A huge percentage of home buyers are starting their initial home search on the internet. In fact over 87% of the buyers begin on the internet. Because of this I will capture numerous buyers that are starting their home search through our numerous on-line marketing initiatives. In addition, internet leads have a long incubation process from initial contact to the time they make a buying decision. Follow-up with these future buyers is critical and I’m able to do so with my CENTURY 21 drip email campaign that keeps them abreast of the current marketplace and inventory.
Feature: The Best Marketing
Benefit: Our marketing is focused to attract the highest number of buyers to expose your home to. I do this by targeting our efforts towards results proven marketing strategies such as my mailing program that provides up to date market data to the consumer, building my credibility in the marketplace as the “Local Expert®”, the information portal for all real estate dealings.
I’m sure that you have many other features that you are presenting to your clients.
In your next tip, I will provide you with 14 productive elements to a great 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
A feature is what you have or do; the benefit is what your client is going to experience! Or it could be the result from any particular feature.
Here’s a look at a couple of basic features and benefits for you to use in your listing presentation.
Feature: Great Technology
Benefit: A huge percentage of home buyers are starting their initial home search on the internet. In fact over 87% of the buyers begin on the internet. Because of this I will capture numerous buyers that are starting their home search through our numerous on-line marketing initiatives. In addition, internet leads have a long incubation process from initial contact to the time they make a buying decision. Follow-up with these future buyers is critical and I’m able to do so with my CENTURY 21 drip email campaign that keeps them abreast of the current marketplace and inventory.
Feature: The Best Marketing
Benefit: Our marketing is focused to attract the highest number of buyers to expose your home to. I do this by targeting our efforts towards results proven marketing strategies such as my mailing program that provides up to date market data to the consumer, building my credibility in the marketplace as the “Local Expert®”, the information portal for all real estate dealings.
I’m sure that you have many other features that you are presenting to your clients.
In your next tip, I will provide you with 14 productive elements to a great 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
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