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5 listing appointment fundamentals

5 listing appointment fundamentals. Today’s workshop. Intro 5 Listing Appointment Fundamentals CMA’S and Commissions How to get to the next level. Real Estate Experience. L icensed October 19 th , 1998 Broker License in since 2002 Training & Mentoring 12 years now

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5 listing appointment fundamentals

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  1. 5 listing appointment fundamentals

  2. Today’s workshop • Intro • 5 Listing Appointment Fundamentals • CMA’S and Commissions • How to get to the next level

  3. Real Estate Experience • Licensed October 19th, 1998 • Broker License in since 2002 • Training & Mentoring 12 years now • Sold/ closed over 1,200 homes / $250M

  4. Video Marketing -BP Claims- REA

  5. My family

  6. AHA Moment

  7. My Passion

  8. One of my passions Ray’s Initiative on February 8th, 2014

  9. THE BASIC SKILLS

  10. REALTORS BASIC SKILLS 5 Core Fundamentals

  11. #1 BUILD RAPPORT

  12. HOW TO BUILD RAPPORT The 4 Major Rapport Builders F R O G Family Recreation Occupation Goals People don’t care what you know…until they know that you care!

  13. #2 QUALIFY Ask Quality Questions Find a Problem Motivation Timing

  14. Top 3 Pain Points for Home sellers • The Fear of not selling at all • The Fear of not selling fast enough • The Fear of not selling for enough money

  15. #3 PRESENTATION SKILLS

  16. #4 CLOSE Ask for the sale You can’t get if you don’t ask!

  17. #5 HANDLING OBJECTIONS You have to go through a series of No’s before you get a yes!

  18. Handling Objections Tips • Understand the situation • Ask the right questions • Dig deep • Search to find a problem “EXPOSE THE PAIN” • Offer a better solution • Write down the objections you cannot handle

  19. Remember 5 words • FocusonConversationsnot Conversions!

  20. Conversions ConversationsturnintoConversions!

  21. REVIEW OF THE 5 BASICS 1. Build Rapport 2. Qualify the Client 3. Give a Great Presentation 4. Close for the Sale 5. Handle Objections

  22. A Recent Study • 44% of salespeople quit after the 1st time they hear NO • 22% of salespeople quit after the 2nd time they hear NO • 14% of salespeople quit after the 3rd time they hear NO • 12% of salespeople quit after the 4th time they hear NO • 92% of salespeople quit - 1stand 4th time they hear NO • 60% of sales close after prospect says NO at least 4 times • 8% of salespeople are left when the prospect is ready to say YES

  23. How we learn

  24. Cma’s • A lot of top agents….NO MORE CMA’S • Differentiate themselves • How could somebody evaluate without seeing it? • A CMA is like looking in the rear view mirror! • Try to find a sellers bottom line • THE CMA CAN MAKE A GOOD APPOINTMENT GO BAD QUICKLY!

  25. commissions • Willing to pay a 3% commission if you have a buyer • If I could bring you a cash offer today on your terms…90% • The seller has already reduced 13% and the real buyer hasn’t even shown up yet. • Knock off another 3% to 5% when the real buyer shows up • 16% to 18% off their price….so, there’s always room for a 6% to 7% commission

  26. Daniel Coyle’s 3 Ingredients to Greatness • Motivation • Coaching • Practice • Repetition is the mother of skill

  27. Look us up http://www.realestateacademi.com/

  28. The next level

  29. Offer # 1- personal Coaching Bronze Package • Bronze Package • (2) 30- Minute Private Strategy Calls per Month • Normally $400 (1) session • 6 Month commitment $297.00 per Month • 6 Months at $297.00 = $1,782.00 • Sell (1) $60,000 home breakeven • Sell (1) $200,000 @ 3% make $6,000 • Sell (3) $200,000 @ 3% make $18,000

  30. Offer #2- More Attention Silver Package • Silver Package • (4) 30- Minute Private Strategy Calls per Month • Normally $800 for (2) sessions • 6 Month commitment $497.00 per Month • 6 Months at $497.00 = $2,982.00 • Sell (1) $100,000 home breakeven • Sell (2) $200,000 @ 3% make $12,000 • Sell (4) $200,000 @ 3% make $24,000

  31. Offer #3- team or Individual Gold Package • Gold Package • (4) 60 Minute Private Strategy Calls per Month • Normally $1,600 for (4) sessions • 6 Month commitment $997.00 per Month • 6 Months at $997.00 = $5,982.00 • Spilt that with a Team Member • Sell (1) $200,000 home breakeven • Sell (3) $200,000 @ 3% make $18,000 • Sell (5) $200,000 @ 3% make $30,000

  32. Making an investment $20,000 1 year later $680,000 Still have 142 Claims in If Halfgo through = $781,000 $112,500 2 years later $354,867 As of 6/9 - $439,146 $16.00 per share = $502,912

  33. Friday May 23rd, 2014

  34. I recently hired a trainer • Keys to Coaching Success • You have to believe • You have to invest • You have to work it • When I struggled??? • My trainer hold me accountable

  35. Testimonial • 6/8/14 • Robert,I just wanted to thank you for the awesome coaching.  Using your techniques, motivation and confidence, we have been calling FSBOs for the past 2 weeks.  I have scheduled over 10 appointments each week.  They are all now on a follow up program and I know there are a few listings waiting to happen.  In fact I have one listing scheduled for this week.Thanks again,Chip DeaconExtreme Home Selling TeamKeller Williams

  36. Contact Info Robert Gawel Performance Coach & Chief Strategist 1-800-385-3444 robertgawel@tampabay.rr.com

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