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The Ultimate Listing Presentation by Scot Kenkel

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  1. The Ultimate Listing Presentationby Scot Kenkel

  2. A Marketing Proposal Tom and Mary Jones110 Tradewind StreetEdgewood KY 41017 Bob Smith, Agent - ABC Realtors, Inc.

  3. OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

  4. OBJECTIVES FOR TODAY IF WE GET THROUGH THESE YOU SHOULD BE ABLE TO MAKE A DECISION Bob Smith, Agent - ABC Realtors, Inc.

  5. OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

  6. KEYS TO ASKING QUESTIONS • Ask their Permission First • All answers are kept confidential • Start with Easy and progress to Hard • Remember RULE 101 – ask question – get answer • Don’t leave table till you KNOW their HIRING Criteria Bob Smith, Agent - ABC Realtors, Inc.

  7. QUESTIONS TO ASK 1. Why are you moving and where are you moving? 2. When do you want /have to move? 3. How long have you lived in your present home? 4. What “major improvements” have you made on your present home? 5. Who else are you talking with about the sale of your house? 6. What other source of funds do you have available to you? 7. How do you feel about owner financing? 8. How did you arrive at your price? 9. What is most important to you? Pricing? Timing? Convenience? 10. What would it do to your plans if you couldn’t sell? 11. What would it take to get you to list with me today?

  8. OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

  9. KEYS TO LOOKING AT THEIR HOME • INVOLVE your Sellers in the Process • TAKE tons of Notes – Avoid giving Advice • DO what other agents DON’T DO • REMEMBER – Compliments increase their VALUE • DEFER all pricing issues till THE RIGHT TIME Bob Smith, Agent - ABC Realtors, Inc.

  10. OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

  11. OUR PROCESS AFTER LOOKING AT THEIR HOME WE’RE GOING TO WALK THEM THROUGH OUR PROCESS But FIRST let’s tell them a bit about ME and MY COMPANY – and MY SALES TEAM

  12. ABOUT ME Bob Smith, Agent - ABC Realtors, Inc.

  13. MY COMPANY Bob Smith, Agent - ABC Realtors, Inc.

  14. MY SALES TEAM THE LARGEST SALES TEAM IN THE AREA Bob Smith, Agent - ABC Realtors, Inc.

  15. OUR PROCESS NOW WE’RE GOING TO WALK THROUGH HOW WE GET PAID Bob Smith, Agent - ABC Realtors, Inc.

  16. HOW DO WE GET PAID? FIND A READY WILLING & ABLE BUYERNEGOTIATE AN ACCEPTABLE AGREEMENTSATISFYALL CONDITIONS OF PURCHASESUCCESSFUL TRANSFER TO PURCHASER-- also referred to as the closing Bob Smith, Agent - ABC Realtors, Inc.

  17. OUR PROCESS LET’S MAKE SURE THEY UNDERSTAND HOW WE’RE DIFFERENT FROM ALL THE OTHERS Bob Smith, Agent - ABC Realtors, Inc.

  18. WE TAKE A DIFFERENT APPROACH!! Bob Smith, Agent - ABC Realtors, Inc.

  19. WE DO THINGS DIFFERENT WE DON’T JUSTFIND ANY READY WILLING & ABLE BUYER Bob Smith, Agent - ABC Realtors, Inc.

  20. WE DO THINGS DIFFERENT WE DON’T JUSTFIND ANY READY WILLING & ABLE BUYER WE FIND THE ABSOLUTELY BESTREADY WILLING & ABLE BUYER Bob Smith, Agent - ABC Realtors, Inc.

  21. TO FIND A (THE BEST) READY WILLING AND ABLE BUYER CREATE COMPETITION FOR YOUR HOMEMAINTAIN AN OBJECTIVE VIEWPOINTUNDERSTANDBOTH PARTIE’S WANTS & NEEDSSELECT THE BEST POSSIBLE PURCHASER Bob Smith, Agent - ABC Realtors, Inc.

  22. WE DO THINGS DIFFERENT WE DON’T JUSTNEGOTIATE AN ACCEPTABLE AGREEMENT Bob Smith, Agent - ABC Realtors, Inc.

  23. WE DO THINGS DIFFERENT WE DON’T JUSTNEGOTIATE AN ACCEPTABLE AGREEMENT WE NEGOTIATE THE BESTTERMS AND CONDITIONS FOR YOUR SITUATION!! Bob Smith, Agent - ABC Realtors, Inc.

  24. WE DO THINGS DIFFERENT WE DON’T JUSTSATISFY THE CONDITIONS OF THE AGEEMENT Bob Smith, Agent - ABC Realtors, Inc.

  25. WE DO THINGS DIFFERENT WE DON’T JUSTSATISFY THE CONDITIONS OF THE AGEEMENT WE CLOSELY MONITER EVERY CONDITION TO GUARANTEE A SUCCESSFUL END RESULT Bob Smith, Agent - ABC Realtors, Inc.

  26. WE DO THINGS DIFFERENT BY DOING IT OUR WAY---WE DON’T HAVE TO JUSTHOPE FOR A SUCCESSFUL TRANSFER/CLOSING WE MAKE SURE IT’S SUCCESSFUL!! Bob Smith, Agent - ABC Realtors, Inc.

  27. NOBODY GETS PAID IF THE SALE DOESN’T CLOSE Bob Smith, Agent - ABC Realtors, Inc.

  28. OUR PROCESS NOW IT’S TIME TO START ON THE ACTUAL PROCESS – STARTING WITH AN EXPLANATION OF “WHAT IS MY JOB?”

  29. WHAT IS MY JOB? EXPOSE SELLER’S HOME TO THE MARKETINTERPRET THE MARKET’S REACTIONADVISE MY SELLERS ACCORDINGLY Bob Smith, Agent - ABC Realtors, Inc.

  30. OUR PROCESS THERE’S 10 STEPS TO OUR PROCESS – LET’S GO THROUGH EACH OF THEM INDIVIDUALLY

  31. OUR PROVEN PROCESS STEP STEP STEP STEP STEP STEP STEP STEP STEP STEP • GATHER INFO – Data and Visual info • VERIFY ACCURACY – Upload to Data Distribution SYSTEM • CREATE Detailed “Prepare to Sell” Checklist • SELECT Signage and PORTAL Distribution OPTIONS • LAUNCH the Targeted Industry Awareness Campaign • COORDINATE showings to Qualified Prospective Buyers • NEGOTIATE and EXPLAIN all written offers to purchase • ANALYZE the Market Reaction to and Prepare Report • REGULAR REVIEW of the Consolidated Market Update • OVERSEE process of accepted Purchaser until CLOSED Bob Smith, Agent - ABC Realtors, Inc.

  32. STEP 1: GATHER ALL THE INFORMATION Bob Smith, Agent - ABC Realtors, Inc.

  33. STEP 2: VERIFY FOR ACCURACY BEFORE UPLOADING INTO OUR DATA DISTRIBUTION SYSTEM OUR DATA DISTRIBUTION SYSTEM Bob Smith, Agent - ABC Realtors, Inc.

  34. STEP 3: CREATE “PREPARE TO SELL” CHECKLIST Bob Smith, Agent - ABC Realtors, Inc.

  35. STEP 4: SELECT SIGNAGE AND PORTAL OUTLETS Bob Smith, Agent - ABC Realtors, Inc.

  36. STEP 4:SELECT SIGNAGE AND PORTAL OUTLETS Frontdoor.comCraigslist.comEnormo.comOodle.comVast.comHotpads.comREALTOR.comTheAgencyWest.comGOOGLE.comNKMLS.com Bob Smith, Agent - ABC Realtors, Inc.

  37. STEP 5: LAUNCH “INDUSTRY AWARENESS CAMPAIGN” NEW LISTING!! Bob Smith, Agent - ABC Realtors, Inc.

  38. STEP 6: COORDINATE ALL SHOWINGS Bob Smith, Agent - ABC Realtors, Inc.

  39. STEP 7: NEGOTIATE AND EXPLAIN OFFERS Bob Smith, Agent - ABC Realtors, Inc.

  40. STEP 8: ANALYZE MARKET REACTION & REPORT Bob Smith, Agent - ABC Realtors, Inc.

  41. STEP 9: CONDUCT REGULAR UPDATE REVIEWS Bob Smith, Agent - ABC Realtors, Inc.

  42. STEP 10: OVERSEE SALE TO CLOSING PROCESS Bob Smith, Agent - ABC Realtors, Inc.

  43. OUR PROVEN PROCESS STEP STEP STEP STEP STEP STEP STEP STEP STEP STEP • GATHER INFO – Data and Visual info • VERIFY ACCURACY – Upload to Data Distribution SYSTEM • CREATE Detailed “Prepare to Sell” Checklist • SELECT Signage and PORTAL Distribution OPTIONS • LAUNCH the Targeted Industry Awareness Campaign • COORDINATE showings to Qualified Prospective Buyers • NEGOTIATE and EXPLAIN all written offers to purchase • ANALYZE the Market Reaction to and Prepare Report • REGULAR REVIEW of the Consolidated Market Update • OVERSEE process of accepted Purchaser until CLOSED Bob Smith, Agent - ABC Realtors, Inc.

  44. OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

  45. PRICING STRATEGY TIME FOR A TRIAL CLOSE!! YOU ASK: “Before we get into PRICING – Do you feel I’M QUALIFIED TO GET THE JOB DONE?” Remember RULE 101- If Ask Question GET Answer!! YOU ASK: “IF WE CAN AGREE ON THE NUMBERS – IS IT SAFE TO ASSUME YOU’LL WANT TO HIRE ME?” Bob Smith, Agent - ABC Realtors, Inc.

  46. FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR LOCATION LOCATION LOCATION PHYSICAL CONDITION OF HOUSECURRENT COMPETING HOMES FOR SALELOCAL and NATIONAL ECONOMY UNEMPLOYMENT RATE AVAILABLE FINANCINGOCCUPANCY FLEXIBILITYSHOWING CONDITION AND AVAILABILITY Bob Smith, Agent - ABC Realtors, Inc.

  47. FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR PRICE Bob Smith, Agent - ABC Realtors, Inc.

  48. PRICING STRATEGY TEACH THEM HOW TO DO A CMA – WHAT PROPERTIES HAVE NOT SOLD (EXPIREDS)WHAT PROPERTIES HAVE SOLD (SOLDS)CURRENT COMPETING PROPERTIES (ACTIVES) Bob Smith, Agent - ABC Realtors, Inc.

  49. PRICING STRATEGY • ONCE YOU HAVE COME TO A $$$$ AMOUNT • Reduce the Amount to NET $$ IN THEIR POCKET • TRIAL CLOSE using WORST CAST SCENARIO • DON’T DWELL ON IT – MOVE TO NEXT STEP Bob Smith, Agent - ABC Realtors, Inc.

  50. OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.