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COOPERATIVE LISTINGS RE/MAX: 36 YEARS OF EXPERIENCE:

COOPERATIVE LISTINGS RE/MAX: 36 YEARS OF EXPERIENCE: HOW TO COOPERATE ETHICALLY ...AND SUCCESSFULLY Dario Castiglia Remax Italia. EUROPEAN MARKET LISTINGS. 50% PRIVATE. 50% REAL ESTATE AGENTS. US MARKET LISTINGS. 2% PRIVATE. 98% REAL ESTATE AGENTS. ADVANTAGES OF

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COOPERATIVE LISTINGS RE/MAX: 36 YEARS OF EXPERIENCE:

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  1. COOPERATIVE LISTINGS RE/MAX: 36 YEARS OF EXPERIENCE: HOW TO COOPERATE ETHICALLY ...AND SUCCESSFULLY Dario Castiglia Remax Italia

  2. EUROPEAN MARKET LISTINGS 50%PRIVATE 50%REAL ESTATE AGENTS

  3. US MARKET LISTINGS 2%PRIVATE 98%REAL ESTATE AGENTS

  4. ADVANTAGES OF COOPERATION ONLY 6 WAYS TO INCREASE REVENUES: 1) SELL MORE HOMES 2) LIST MORE HOMES 3) SELL MORE EXPENSIVE HOMES 4) GAIN A HIGHER COMMISSIONS ON SALES 5) GAIN MORE REFERRALS 6) USE COOPERATION AND MLS LISTINGS

  5. LET’S DO THE MATH: 20 LISTINGS 15 SOLD 5 EXPIRED 200 BUYERS 80 VISITS 100 LISTINGS 1000 BUYERS 400 VISITS

  6. LOOK AT YOUR GLASS... HALF EMPTY? OR...HALF FULL! EMPTY.

  7. EDUCATE THE AGENTS THEY MUST UNDERSTAND: HOW DOES THIS WORK, AND WHAT’S IN IT FOR THEM? • COOPERATION DYNAMICS • PROCEDURE FOR APPOINTMENTS AND VISITS BY RE/MAX AGENTS • COLLEAGUES FROM RE/MAX WILL DO SHOWINGS • FOLLOW UP AFTER EACH SHOWING • BENEFIT: MORE TIME TO DEDICATE TO LISTING OTHER HOMES = MORE SALES!

  8. EDUCATE THE CLIENTS THEY MUST UNDERSTAND: HOW DOES THIS WORK, AND WHAT’S IN IT FOR THEM? • COOPERATION DYNAMICS • PROCEDURE FOR VISITS BY RE/MAX AGENTS • COLLEAGUES FROM RE/MAX WILL DO SHOWINGS • FOLLOW UP AFTER EACH SHOWING • BENEFIT: MORE BUYERS MEANS FASTER SALE AT HIGHER PRICE!

  9. RULES AND REGULATIONS • EVERY LISTING MUST BE POSTED ON MLS WITHIN 48 HRS • THE SHOWINGS FOR RE/MAX COLLEAGUES ARE BOOKED BY OFFICE ASSISTANT OR RECEPTIONIST • EVERYONE GETS THEIR OWN COMMISSIONS FROM THEIR OWN CLIENTS or 50/50 - SHOWINGS ARE SUSPENDED ONLY WHEN THERE IS AN ACCEPTED OFFER TO PURCHASE OR LEASE

  10. THE 12 “MORE” RULE • MORE INFORMATION ON INTERNET = • MORE EASY TO MAKE SUCCESSFUL SHOWINGS • MORE SHOWINGS = MORE EASY TO SELL LISTINGS • MORE LISTINGS SOLD = MORE SATISFIED CLIENTS • MORE SATISFIED CLIENTS = MORE REFERRED LISTINGS • MORE REFERRED LISTINGS = MORE SALES • MORE SALES = MORE MONEY!

  11. PRESENTING OFFERS HOW DO WE BEHAVE WHEN WE PRESENT AN OFFER ON SOMEONE ELSE’S LISTING?

  12. PRESENTING OFFERS • NOTIFY THE TAKING OF THE OFFER VIA FAX OR EMAIL • DEMAND THE EARLIEST DATE AND TIME FOR PRESENTATION • DO NOT COMMUNICATE THE TERMS AND PRICE OF THE OFFER! • THE LISTING AGENT INFORMS THE OFFICE ADMINISTRATOR THAT AN OFFER IS BEING PRESENTED • DO NOT SUSPEND SHOWINGS!

  13. TWO SCENARIOS: • THE OFFER IS ACCEPTED/REJECTED OR 2) OTHER OFFERS ARRIVE BEFORE YOU PRESENT

  14. OTHER OFFERS ARRIVE BEFORE YOU PRESENT: LET’S BREAK IT DOWN • LET’S ASSUME WE HAVE THREE AGENTS: TOM, DICK AND HARRY.HARRY IS THE LISTING AGENT. • TOM’S OFFER WAS NOTIFIED TO HARRY ON 20/3; PRESENTATION DATE WAS SET FOR 22/3 AT 17.00 • ON 21/3, DICK NOTIFIES HARRY OF HIS CLIENTS OFFER • HARRY NOTIFIES TOM THAT ANOTHER OFFER IS COMING IN • TOM CAN NOW CONTACT HIS CLIENTS TO BETTER THEIR OFFER • ON 22/3, HARRY GETS HIS OWN OFFER, AND NOTIFIES TOM AND DICK • HERE WE ARE...22/3 AT 17.00. WE ARE ALL AT THE PRESENTATION WITH THREE OFFERS. NOW...HOW DO WE DEAL WITH THIS?

  15. PRESENTATION OF OFFERS SELLER HARRY TOM 20/3 DICK 21/3 HARRY 22/3 TOM PRESENTS OWN OFFER AND EXITS ROOM DICK PRESENTS OWN OFFER AND EXITS ROOM HARRY PRESENTS OWN OFFER. THE SELLER MAY ACCEPT ONE, AND HARRY COMMUNICATES WHICH ONE TO THE COLLEAGUES HARRY ENTERS ROOM FIRST AND ASSISTS WITH ALL OFFER PRESENTATIONS IN CHRONOLOGICAL ORDER, HIS BEING LAST

  16. TWO POSSIBLE RESULTS: 1) THE SELLER MIGHT ACCEPT OR COUNTER ONE OF THE OFFERS 2) THE SELLER MIGHT NOT ACCEPT ANY OF THE THREE OFFERS

  17. “To give real service you must add something which cannot be bought or measured with money... and that is sincerity and integrity.” Donald A. Adams

  18. TEA M Together Everyone Achieves More

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