Real Estate Pre-listing Powerpoint

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Perfect Your Prelist Package and Listing ConsultationJackie Ellisblog.kw.com/livefeed#KWFR #KWRI FOLLOW TALKKWFR14Headline Title and Sub-Title.Speakers Name and Photo.

3/17/14 1:45 AM Keller Williams Realty, Inc. 20141KWFR14Jackie Ellis2The Jackie Ellis TeamMega AgentKeller Williams Boynton BeachKeller Williams Boca RatonOperating Principal (two Market Centers)Perfect Your Prelist Package and Listing Consultation#KWFR KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 20142Please complete an evaluation form found in the back of your program guide.

3Perfect Your Prelist Package and Listing ConsultationKWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 20143The Jackie Ellis Team

Perfect Your Prelist Package and Listing Consultation4

2013 Production Numbers

409 Closings

Volume$94,275,242

Gross Closed Income$2,606,206

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3/17/14 1:45 AM Keller Williams Realty, Inc. 20144KWFR14What Is a Model?Perfect Your Prelist Package and Listing Consultation5

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53/17/14 1:45 AM Keller Williams Realty, Inc. 2014KWFR14Perfect Your Prelist Package and Listing Consultation6Foundational Model

Which business has a more stable foundation?StableUnstable#KWFR KWFR14Large Text #2.

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Perfect Your Prelist Package and Listing Consultation7- Tony RobbinsTo me, modeling is the pathway to excellence. the movers and shakers of the world are often the professional modelerspeople who have mastered the art of learning everything they can by following other peoples experience rather than their own.#KWFR KWFR14Large Text #2.

3/17/14 1:45 AM Keller Williams Realty, Inc. 20147KWFR14The Power of a Prelisting Package


KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 20148The Power of a Prelisting PackagePerfect Your Prelist Package and Listing Consultation91. Make a Prelisting Package Maintain a SupplyWhat the Package DoesPackage ContentsDelivery OptionsKWFR14Headline+Content #2White Background with Dark Type.

93/17/14 1:45 AM Keller Williams Realty, Inc. 2014KWFR141. Make a Prelisting PackageA. Marketing Materials90 percent one-time preparation, 10 percent customThese materials help them get to know youB. Seller HomeworkInvolves the seller in the process

Perfect Your Prelist Package and Listing Consultation10KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 2014102. What the Package DoesPerfect Your Prelist Package and Listing Consultation11Opens communication with the prospect and immediately increases their confidence in youProvides data or documents they need to gather in advanceSaves time in the consultationLets C and S DISC profiles dig into data on their own timePrepares them for the consultation

KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 2014113. Package ContentsPerfect Your Prelist Package and Listing Consultation12

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123/17/14 1:45 AM Keller Williams Realty, Inc. 2014KWFR143. Package Contents (cont.)Perfect Your Prelist Package and Listing Consultation13

KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 2014133. Package Contents (cont.)Homework for SellersDocuments they need to completeThings you need to know from themFacts they need to review

Perfect Your Prelist Package and Listing Consultation14KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 2014143. Package Contents (cont.)Sample Prelisting Package ContentsSample sales contractExplanation of listing processSeller new sheetImportance of accurate pricingPricing misconceptionsMyths about why homes sellPricing and/or staging your home DVDsValue of inspections, appraisals, and warrantiesSample inspection reportPreparing you home for sale checklist

Perfect Your Prelist Package and Listing Consultation15KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 2014154. Delivery OptionsASAP (24 72 hours)You, a teammate, or a messengerAt their workplace, if possible, have someone sign for itTop agents report a dramatic decrease in time spent to get the listing since they began using a prelist package.

Perfect Your Prelist Package and Listing Consultation16KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201416Prelisting Package Wrap-upSpeedScriptingFollow-up (if not home)Perfect Your Prelist Package and Listing Consultation17KWFR14Headline+Content #2White Background with Dark Type.

173/17/14 1:45 AM Keller Williams Realty, Inc. 2014KWFR14The Art of ListeningPerfect Your Prelist Package and Listing Consultation18

KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201418Mastery ConsultationTwelve Steps to Mastery

Confirm the AppointmentAdopt a Yes MindsetEnter and TourBegin the ConversationPerfect Your Prelist Package and Listing Consultation19KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201419Mastery Consultation (cont.)5. Explain Agents vs. ConsultantsUncover and Prioritize NeedsPresent Your Value PropositionCheck for Commitment

Perfect Your Prelist Package and Listing Consultation20KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201420Mastery Consultation (cont.) Handle Objections Negotiate to Resolve Issues Set Expectations of Working Together ClosePerfect Your Prelist Package and Listing Consultation21KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201421Mastery Consultation (cont.)Confirm the AppointmentDid you get the package?Did you complete the homework section?If not, it would be great if you could before I came over As we discussed, you and your husband will both still be there, right? If not, then reschedule!Perfect Your Prelist Package and Listing Consultation22

KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201422Mastery Consultation (cont.)

2. Adopt a Yes MindsetA. The listing is mine if I want it.B. I am the local real estate market expert. Perfect Your Prelist Package and Listing Consultation23

KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201423Mastery Consultation (cont.)

Enter and TourA. Build rapport. Use FORD (Family, Occupation, Recreation, and Dreams).B. Go to the kitchenC. Ask the client to verify what they would like to accomplish today.Perfect Your Prelist Package and Listing Consultation24

KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201424Mastery Consultation (cont.)4. Begin the ConversationA. Take control in a professional, soft-spoken, very confident, friendly waysmile!B. Rely heavily on visuals and market statistics to anchor your credibility. Good, solid data, as well as market and neighborhood knowledge, is very persuasive.C. Once all comparable properties are identified, recommend a selling price or a very tight range within which the house will sell, and commit to a probable number of days on market. Perfect Your Prelist Package and Listing Consultation25KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201425Mastery Consultation (cont.)4. Begin the Conversation (cont.)D. Always write on the CMA that the price and DOM is dependent on the home being in updated, staged, and pristine condition. As-is homes are priced much lower.

E. Then ask, Out of curiosity, how much had you estimated that your house would sell for, based on the comparable properties?Perfect Your Prelist Package and Listing Consultation26

KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201426Mastery Consultation (cont.)Explain Agents vs. ConsultantsA. Agents assume, tell, and sell. Its often win-lose.B. Consultants ask, listen, and consult. Its win-win.Perfect Your Prelist Package and Listing Consultation27KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201427Mastery Consultation (cont.)Uncover and Prioritize NeedsA. Get their most desired outcome.B. Prioritize their needs.PriceTime needed to sellCommunication qualityPerfect Your Prelist Package and Listing Consultation28KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201428Mastery Consultation (cont.)Present Your Value PropositionA. What makes you different?B. What do you have to offer?


KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201429Mastery Consultation (cont.)Check for Commitment (always be closing)

Handle objections: Has anyone else consulted you on satisfying these needs?If I show you how we can satisfy or exceed these needs, would you commit to working with me?If yes, Great! If no, What would it take?

Perfect Your Prelist Package and Listing Consultation30KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201430Mastery Consultation (cont.)9. Handle ObjectionsBe agreeable.Dont debate.Dont jump to conclusions.Talk slowly and softly.Persist and stay calm.Give an answer.Keep it simple and logical.Anchor conclusions back to data.Dont get attached to your desired outcome.

Perfect Your Prelist Package and Listing Consultation31KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201431Mastery Consultation (cont.)Negotiate to Resolve Issues

Youve learned what the issues are as you answered objections.

Thats interesting Tell me more about that Out of curiosity, why it that?What about ______ is important to you?How did you arrive at that price?Which of the comparables led you to that price?Perfect Your Prelist Package and Listing Consultation32KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201432Mastery Consultation (cont.)Set Expectations of Working Together

How does someone win with you?How does someone lose with you?What do you feel you have the right to expect from me as your listing agent? What do you feel I have the right to expect from you as my client? If I see an issue keeping the home from selling, how should I approach you?

Perfect Your Prelist Package and Listing Consultation33KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201433Mastery Consultation (cont.)CloseThrough closing, the seller self-discovers what a successful relationship is. Closing questions: Any reason not to move ahead?Ready to move ahead?Want me to handle this sale for you?Are you ready to take care of the paperwork?

Perfect Your Prelist Package and Listing Consultation34KWFR143/17/14 1:45 AM Keller Williams Realty, Inc. 201434Thank You!Please complete an evaluation form found in the back of your program guide.

To download a free copy of this presentation, GO TO:www.familyreunion.kw.com/downloads blog.kw.com/livefeed#KWFR #KWRI FOLLOW TALKKWFR14Large Text #2.

3/17/14 1:45 AM Keller Williams Realty, Inc. 201435KWFR14