LISTING STRATEGIES (19)
Is it important that the seller retains what you are presenting to them in the listing presentation?
Of course it is.
Here are some statistics to keep in mind when you are going to a listing presentation.
What we retain after 3 days:
5% of what we hear
15% of what we see
65% of what we hear and see
What does this tell you about what’s important in your listing presentation.
Your final tip for the listing presentation is the definition of the best form of marketing.
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
Blog / Website / Follow Me / LinkedIn
CENTUM Core Financial Inc. Brokerage License #: 10642 Constantine Isslamow License#: M08005391
Saturday, November 14, 2009
Monday, November 9, 2009
Coaching Tips & Stragegies #36
LISTING STRATEGIES (17)
Step 13 of the listing presentation:
Close and get the listing signed.
At this point in the listing presentation you get to find out one thing, how good your listing presentation was.
If the seller stalls, or objects over commissions, there’s only one reason, you didn’t make a strong presentation or present enough value to cause them to take action and list with you.
Now what?
Go back and review all the features and benefits that you presented and ask them a simple question, “What part of my marketing plan do you feel won’t get you the maximum exposure to the greatest pool of buyers?”
Don’t go into your “But I’m the best” commentary. Go right to the truth. Truth lies in the value they see or don’t see in you.
Your next tip will be step 14 of the listing presentation, the last thing you do before you leave with the listing. 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
Step 13 of the listing presentation:
Close and get the listing signed.
At this point in the listing presentation you get to find out one thing, how good your listing presentation was.
If the seller stalls, or objects over commissions, there’s only one reason, you didn’t make a strong presentation or present enough value to cause them to take action and list with you.
Now what?
Go back and review all the features and benefits that you presented and ask them a simple question, “What part of my marketing plan do you feel won’t get you the maximum exposure to the greatest pool of buyers?”
Don’t go into your “But I’m the best” commentary. Go right to the truth. Truth lies in the value they see or don’t see in you.
Your next tip will be step 14 of the listing presentation, the last thing you do before you leave with the listing. 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 & Strategies #37
LISTING STRATEGIES (18)
Step 14 of the listing presentation.
Explain to the seller what happens next, all the way through to closing.
Pretty simple in theory, but a time that you must use to make them aware of everything that goes on during the marketing and sale process; and everything you could think of that might not go right!
First, let’s focus on the initial steps of marketing the house. You will want to create a checklist to use that provides these steps. Here are some examples:
When does the sign go up?
When is the first ad submitted and where?
When will photography be completed?
When will the property go into REALTOR®.ca?
When will the key-box be installed?
How often you will communicate with them?
What happens when we get an offer?
The above is for guidance purposes only for the listing presentation. Develop your checklist that maps the steps you are going to take.
Examples of what could go wrong! “Why, you ask me, would I tell and of my sellers any of these examples?” “My answer would be, “What would they think if you didn’t tell them!!!”
We could get a buyer all the way up to escrow and they back out. It’s a possibility and we’ve seen it happen before!
We may see a low offer. That’s o.k., we don’t have to accept it. Counter!
Agents may leave a light on or a door unlocked after showing the property.
Your next tips are a couple final pieces to the puzzle of the listing presentation that you will find helpful. 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
Step 14 of the listing presentation.
Explain to the seller what happens next, all the way through to closing.
Pretty simple in theory, but a time that you must use to make them aware of everything that goes on during the marketing and sale process; and everything you could think of that might not go right!
First, let’s focus on the initial steps of marketing the house. You will want to create a checklist to use that provides these steps. Here are some examples:
When does the sign go up?
When is the first ad submitted and where?
When will photography be completed?
When will the property go into REALTOR®.ca?
When will the key-box be installed?
How often you will communicate with them?
What happens when we get an offer?
The above is for guidance purposes only for the listing presentation. Develop your checklist that maps the steps you are going to take.
Examples of what could go wrong! “Why, you ask me, would I tell and of my sellers any of these examples?” “My answer would be, “What would they think if you didn’t tell them!!!”
We could get a buyer all the way up to escrow and they back out. It’s a possibility and we’ve seen it happen before!
We may see a low offer. That’s o.k., we don’t have to accept it. Counter!
Agents may leave a light on or a door unlocked after showing the property.
Your next tips are a couple final pieces to the puzzle of the listing presentation that you will find helpful. 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 8, 2009
Coaching Tips & Strategies #35
LISTING STRATEGIES (16)
Step 12 of the listing presentation.
Pricing Strategy.
Who sets the price of a home when you list it? The Seller! Don’t fall into the pricing trap. Here’s you pricing strategy conversation that will place responsibility back on the decision markers shoulders!
“Mr. and Mrs. Seller, as I shared with you earlier, my job is to take your home to market and test the market through my marketing efforts. Periodically I am going to deliver back to you the results of that test. I will provide you a current update of the marketplace and you will decide if we need to change our strategy. Mr. and Mrs. Seller, the market is the message and I am the messenger”
Will that get the decision of “price” right off your back?
Your next step will be step 13 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
Step 12 of the listing presentation.
Pricing Strategy.
Who sets the price of a home when you list it? The Seller! Don’t fall into the pricing trap. Here’s you pricing strategy conversation that will place responsibility back on the decision markers shoulders!
“Mr. and Mrs. Seller, as I shared with you earlier, my job is to take your home to market and test the market through my marketing efforts. Periodically I am going to deliver back to you the results of that test. I will provide you a current update of the marketplace and you will decide if we need to change our strategy. Mr. and Mrs. Seller, the market is the message and I am the messenger”
Will that get the decision of “price” right off your back?
Your next step will be step 13 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
Saturday, November 7, 2009
Coaching Tips & Stragegies #34
LISTING STRATEGIES (15)
So the seller wants their home on TV and that’s not a part of your marketing plan?
Remember, plain and simple, the listing presentation in not a sales process, it’s a consultative process and you are the professional.
Don’t manipulate, avoid and redirect during the listing presentation. Just tell the truth.
Be crystal clear in your marketing plan and convince the seller, that your plan is the most productive, results oriented marketing plan for their home. Believe in it!
“You motivate by the depths of your convictions, not the power of you logic!”
A simple principle to remember during the listing presentation: You can say whatever you want, but after you have taken the listing, you are held to what you represented to the seller.
The listing presentation is the relentless pursuit of the truth, not the process of selling, manipulating and handling objections.
Your next tip will be 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
So the seller wants their home on TV and that’s not a part of your marketing plan?
Remember, plain and simple, the listing presentation in not a sales process, it’s a consultative process and you are the professional.
Don’t manipulate, avoid and redirect during the listing presentation. Just tell the truth.
Be crystal clear in your marketing plan and convince the seller, that your plan is the most productive, results oriented marketing plan for their home. Believe in it!
“You motivate by the depths of your convictions, not the power of you logic!”
A simple principle to remember during the listing presentation: You can say whatever you want, but after you have taken the listing, you are held to what you represented to the seller.
The listing presentation is the relentless pursuit of the truth, not the process of selling, manipulating and handling objections.
Your next tip will be 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
Friday, November 6, 2009
Coaching Tips & Stragegies #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
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
Thursday, November 5, 2009
12 Tips to Slash Your Energy Bill.
Utility bills seem to get higher and higher every year. But you can save energy-and money-with these tips to make your home more energy-efficient.
Get a home energy survey from your local utility. Many will do a free analysis of your home and provide specific ways to save money on your utility bill.
Replace old furnaces and air conditioners with newer ones that are more energy efficient.
Install programmable thermostats.
Swap light bulbs for compact fluorescent bulbs bearing the Energy Star label.
Air dry dishes.
Turn off lights and ceiling fans when you leave a room.
Turn off computers and TVs when they are not being used.
Plug home electronic devices into power strips, and turn them off when the equipment is not being used. These devices often have a "standby" mode that uses power even when they are off.
Install a low-flow head on your shower. Opt for showers, not baths.
Only run the washer or dishwasher with full loads.
Purchase appliances that have the Energy Star label.
These tips can help you lower your energy use up to 25 percent! That will not only save you money now, but reduced utility bills could also help you command a higher price for your home when you sell.
If you are thinking of selling your home, talk to one of our Sales Representatives/Brokers today! It would be their pleasure to help you onto the path to your dream home.
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
Get a home energy survey from your local utility. Many will do a free analysis of your home and provide specific ways to save money on your utility bill.
Replace old furnaces and air conditioners with newer ones that are more energy efficient.
Install programmable thermostats.
Swap light bulbs for compact fluorescent bulbs bearing the Energy Star label.
Air dry dishes.
Turn off lights and ceiling fans when you leave a room.
Turn off computers and TVs when they are not being used.
Plug home electronic devices into power strips, and turn them off when the equipment is not being used. These devices often have a "standby" mode that uses power even when they are off.
Install a low-flow head on your shower. Opt for showers, not baths.
Only run the washer or dishwasher with full loads.
Purchase appliances that have the Energy Star label.
These tips can help you lower your energy use up to 25 percent! That will not only save you money now, but reduced utility bills could also help you command a higher price for your home when you sell.
If you are thinking of selling your home, talk to one of our Sales Representatives/Brokers today! It would be their pleasure to help you onto the path to your dream home.
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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