1. Create a powerful listing presentation manual2. Quickly overcome the FSBO objection and get a commitment3. List every EXPIRED listing (and there will be plenty on July 1st)4. Build trust at every appointment by presenting yourself as the market expert

- Lawrence YunChief Economist of NAR

“In spite of deficient supply levels, stock market volatility and the paltry economic growth seen so far this year, the housing market did show resilience and had its best first quarter of existing-sales since 2007.”

- Jonathan Smokerealtor.com

“We had a triple crown of April home sales reports, so 2016 is in the pole position to earn best year of home sales in a decade.”

“With last month's gain, sales are now up 4.5% from May 2015 and are at their highest annual pace since February 2007.”

- Lawrence YunNAR’s Chief Economist

“Home sales typically rise in the spring and summer months, and we anticipate an acceleration in home sales that will surpass 2007's pace by late summer.”

- Freddie Mac

- Andrea RiquierMarketWatch housing reporter

I'm calling the end of the housing

…on to "expansion"

Trulia

Number of Homes for Sale 2016 versus 2012 by category

Chart1

Starter HomesStarter Homes

Trade-Up HomesTrade-Up Homes

Premium HomesPremium Homes

2012 Q1

2016 Q1

432K

380K

225K

234K

225K

398K

432

234

380

225

225

398

Sheet1

2012 Q12016 Q1

Starter Homes432234

Trade-Up Homes380225

Premium Homes225398

To resize chart data range, drag lower right corner of range.

1. Create a powerful listing presentation manual2. Quickly overcome the FSBO objection and get a commitment3. List every EXPIRED listing (and there will be plenty on July 1st)4. Build trust at every appointment by presenting yourself as the market expert

The 2 Major Mistakes 1. Bragging about

Themselves2. Bragging about

Their Company

“Everyone gets tired of someone who is constantly talking about themselves...

When approaching marketing, companies should approach it from a teaching perspective because

the moment they try to sound intellectually superior, they will lose their audience’s trust.”

- Marcus Sheridan, The Sales Lion

How do you create a powerful listing

presentation manual?

Enough Trust to Let You…

Sell possibly the largest asset their family owns

Set the correct market value on that asset

Set the time schedule for the liquidation of that asset

Set the fee for the services required to liquidate that asset

Build Rapport BEFORE you even get there!

The Summer Sellers’ Guide

Email it to your

DATABASEof past CMAs

What are the fundamentals ofyour company’s marketing plan?

How do you find and qualify prospective purchasers?

What is your company’s ability tomanage the overall process?

If you subscribe to services that help you stay abreast of market conditions (like KCM), let them know.

If you have any previous work experience or industry designations that separate you from other agents now is the time to mention it.

If you’ve taken a negotiation class in the past and received a certificate for it, take the syllabus or the brochure for the class and make it part of your presentation.

Building Trust is Crucial“Weary of misinformation, people are making integrity a new form of competitive advantage…More important than ever to building brand equity and differentiation, trust has become a precious commodity.”

Ford

1. Create a powerful listing presentation manual2. Quickly overcome the FSBO objection and get a commitment3. List every EXPIRED listing (and there will be plenty on July 1st)4. Build trust at every appointment by presenting yourself as the market expert

Have one of these every morning for breakfast…

The percentage of homes selling as a FSBO has decreased to 8%, the lowest number recorded since 1981.

FSBOs as a Percentage of all Home Sales

Chart1

1991

1993

1995

1997

1999

2001

2003

2004

2005

2006

2007

2008

2009

2010

2011

2012

2013

2014

2015

Series 1

19

17

15

18

16

13

14

14

13

12

12

13

11

9

10

9

9

9

8

Sheet1

Series 1Series 2Series 3

1991192.42

1993174.42

1995151.83

1997182.85

199916

200113

200314

200414

200513

200612

200712

200813

200911

20109

201110

20129

20139

20149

20158

By FSBO By AGENT

Typical Sold PriceFSBO vs. Agent

Chart1

FSBOs where buyer knew seller

All FSBOs

Homes Sold by an Agent

Series 1

$152K

$210K

$249K

151900

210000

249000

Sheet1

Series 1

FSBOs where buyer knew seller$151,900

All FSBOs$210,000

Homes Sold by an Agent$249,000

To resize chart data range, drag lower right corner of range.

Where Buyers Find the Home They Purchase Over the Last 11 Yearsby percentage

Newspapers

Yard Signs

The Internet

Chart1

200420042004

200520052005

200620062006

200720072007

200820082008

200920092009

201020102010

201120112011

201220122012

201320132013

201420142014

201520152015

Internet

Yard Sign

Newspaper

16

16

5

24

15

5

24

15

5

29

14

3

32

15

3

36

12

3

37

11

2

40

11

2

42

10

1

43

9

1

43

9

1

44

9

1

Sheet1

InternetYard SignNewspaper

200416165

200524155

200624155

200729143

200832153

200936123

201037112

201140112

201242101

20134391

20144391

20154491

To resize chart data range, drag lower right corner of range.

% of Buyerswho used an Agent

NAR

Chart1

2003

2004

2005

2006

2007

2008

2009

2010

2011

2012

2013

2014

2015

Buyers

0.75

0.77

0.77

0.77

0.79

0.81

0.77

0.83

0.89

0.89

0.88

0.88

0.88

Sheet1

BuyersSellers

200375%83%

200477%82%

200577%85%

200677%84%

200779%85%

200881%84%

200977%85%

201083%88%

201189%87%

201289%88%

201388%88%

201488%

201588%

To resize chart data range, drag lower right corner of range.

FSBOs Must Be Ready to NegotiateHere is a list of some of the people with whom you must be prepared to negotiate:

• The buyer • The buyer’s agent • The buyer’s attorney • The home inspection company • The termite company • The buyer’s lender • The appraiser • The title company • The town or municipality • The buyer’s buyer • Your bank (in the case of a short sale)

Reasons to Hire a Real Estate Professional5

They help with all disclosures and paperwork necessary in today’s heavily regulated environment.

They are well educated in and experienced with the entire sales process.

They act as a ‘buffer’ in negotiations with all parties throughout the entire transaction.

They help understand today’s real estate values when setting the price on a listing or on an offer to purchase.

They simply and effectively explain today’s real estate headlines and decipher what they mean to you.

1. Create a powerful listing presentation manual2. Quickly overcome the FSBO objection and get a commitment3. List every EXPIRED listing (and there will be plenty on July 1st)4. Build trust at every appointment by presenting yourself as the market expert

eGuides Available

1. Create a powerful listing presentation manual2. Quickly overcome the FSBO objection and get a commitment3. List every EXPIRED listing (and there will be plenty on July 1st)4. Build trust at every appointment by presenting yourself as the market expert

Present yourself as the MARKET EXPERT

“Value comes in the form of information and assistance. You want to establish a position where people see - through your social media efforts - that you know what you’re doing and are helpful…

The point is to make yourself useful and valuable. To build credibility; to build trust…”

Guy Kawasaki

According to Google, 2 of 3 people searching for a prospective agent research them “extensively online prior to working with them".

Offer it on Social Media

Thinking about selling a home in 2016? Here is a great guide to help you…

30%

60%

75%90%

10%The percentage of

potential buyers who will look for property

+15%

-10%

+10%

Market Value

-15%

Impact of price on visibility

NAR from Move Sales, Inc.

Multiple studies have shown that roughly

70% of the buying decisionis now made before the prospect ever talks to a sales person face to face –and this number is growing daily.

Chart1

1st Qtr

2nd Qtr

Sales

70%

0.7

0.3

Sheet1

Sales

1st Qtr70%

2nd Qtr30%

To resize chart data range, drag lower right corner of range.

Here is a great article

Social Media Content

Consumer MagazinesPresentation Materials

All the CONTENT you will ever need!!

14 DayFREETRIAL

www.KeepingCurrentMatters.com/trial

www.KeepingCurrentMatters.com/trial

Slide Number 1Slide Number 2Slide Number 3Slide Number 4Slide Number 5Slide Number 6Slide Number 7Slide Number 8Slide Number 9Slide Number 10Slide Number 11Slide Number 12Slide Number 13Slide Number 14Slide Number 15Slide Number 16Slide Number 17Slide Number 18Slide Number 19Slide Number 20Slide Number 21Slide Number 22Slide Number 23Slide Number 24Slide Number 25Slide Number 26Slide Number 27Slide Number 28Slide Number 29Slide Number 30Slide Number 31Slide Number 32Slide Number 33Slide Number 34Slide Number 35Slide Number 36Slide Number 37Slide Number 38Slide Number 39Slide Number 40Slide Number 41Slide Number 42Slide Number 43Slide Number 44Slide Number 45Slide Number 46Slide Number 47Slide Number 48Slide Number 49Slide Number 50Slide Number 51Slide Number 52Slide Number 53Slide Number 54Slide Number 55Slide Number 56Slide Number 57Slide Number 58Slide Number 59