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

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

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

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

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

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