Boot Camp Manual

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www.exitsalestraining.com

www.exitsalestraining.com 22

QUESTIONNAIRE QUESTIONNAIRE Name

Name _____________________________ _____________________________ Office Office _________________________________ _________________________________ Work

Work # # _____________________________ _____________________________ Home Home # # _________________________________ _________________________________ Cell

Cell # _____________________________ # _____________________________ Email __________________________________ Email __________________________________ 1

1 How How long long have have you you been been in in Real Real Estate? _____ Estate? _____ years _____ years _____ monthsmonths 2 Production:

2 Production:

YEAR

YEAR TOTAL TOTAL # # ENDS/SIDES ENDS/SIDES GROSS GROSS INCOME INCOME ($)($) 2004 2004 2005 2005 2006 2006 2007 (YTD) 2007 (YTD) 3

3 Methods Methods of of obtaining obtaining business:business:

% METHOD % METHOD Ads Ads Referrals Referrals Direct mail Direct mail Cold calling Cold calling Expired Expired FSBO FSBO Centers of Influence Centers of Influence Just listed / Sold Just listed / Sold Other

Other 4

4 If If you you have have attended attended other other Real Real Estate Estate training training and and seminars, seminars, please please indicate:indicate: 

Mike FerryMike Ferry Jerry Bresser Jerry Bresser Floyd WickmanFloyd Wickman Other __________________ Other __________________ 5

5 2007 2007 Goals Goals (Business): (Business): Total Total Ends/Sides Ends/Sides ________ ________ Gross Gross Income Income $ $ ___________________ ___________________ 6

6 2007 2007 Goals Goals (Personal): (Personal): _________________________________________________________ _________________________________________________________ 7

7 What What do do you you think think stops stops you you from from getting getting the the amount amount of of business business you you would would like like to to achieve?achieve?

8

8 Do Do you you have have an an assistant(s)?assistant(s)? YesYes No No # # ________ ________ 9

9 # # of of hours/week hours/week worked: worked: ________ ________ 10

10 # # of of active active listings listings at at present: present: _________ _________ 11

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BOOT CAMP CLASS AGREEMENT BOOT CAMP CLASS AGREEMENT

1

1 I will I will direct direct all all communication communication to to the the trainer.trainer.

2

2 I will I will give give the the trainer trainer my my full full attention.attention.

3

3 I will I will be be clear clear and and concise concise with with my my own own communication.communication.

4

4 I will I will speak speak so so all all can can hear hear me.me.

5

5 I will I will speak speak only only when when appropriate appropriate to to do do so.so.

6

6 I will I will keep keep my my time time agreement.agreement.

7

7 If late, If late, I I will will enter enter class class without without disturbing disturbing others.others.

8

8 I will I will not not eat, eat, drink drink or or smoke smoke during during training training (except (except water).water).

9

9 I will I will keep keep my my area area clean clean and and orderly orderly during during training.training.

Print Name Print Name

Signature Signature

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The Wheel of Life The Wheel of Life

0% 0% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Physical Spiritual Physical Spiritual Mental Mental Contribution Contribution Social/Fun Family Social/Fun Family Business Financial Business Financial

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Where will you

Where will you be in be in the next five the next five (5) years? (5) years? VISUALIZE…VISUALIZE…

Physically Physically Family Family Business Business Financial Financial Mental Mental Social / Fun Social / Fun Contribution Contribution Spiritual Spiritual

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Weekly Tracking Sheet Weekly Tracking Sheet

EXIT _______________________________ EXIT _______________________________ Agent _______________________________ Agent _______________________________

Commitment/Work done during time period below to achieve goals set by agent: Commitment/Work done during time period below to achieve goals set by agent:

From _______________________________ From _______________________________ To _______________________________ To _______________________________

Results of Listings/Canvassing during the time period: Results of Listings/Canvassing during the time period:

TOTAL

TOTAL MON MON TUES TUES WED WED THURS THURS FRI FRI SAT SAT SUNSUN Contacts made by Contacts made by phone/other phone/other Leads generated Leads generated

Listing appointments booked Listing appointments booked Listing appointments showed Listing appointments showed # of listings taken # of listings taken # of listings sold # of listings sold Gross sales Gross sales

Gross commissions earned Gross commissions earned

Results of Buyer Brokerage during the above time period: Results of Buyer Brokerage during the above time period:

TOTAL

TOTAL MON MON TUES TUES WED WED THURS THURS FRI FRI SAT SAT SUNSUN # of buyers I invited to our

# of buyers I invited to our office (booked)

office (booked)

Actual # of buyers that came Actual # of buyers that came # of buyers who signed # of buyers who signed contract

contract

# of buyers who purchased # of buyers who purchased Gross sales

Gross sales

Gross commissions earned Gross commissions earned # of hours prospected # of hours prospected

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Lead Sheet Lead Sheet

Date

Date Month Month Day Day Year Year

Name Name Address Address

City & State/Prov City & State/Prov Zip/Postal Code Zip/Postal Code Work Work Home Home Cell Cell Email Email Client type Client type Next

Next contact contact date date Month Month Day Day Year Year Future actions Future actions Letter to send Letter to send OWNS WANTS OWNS WANTS Style Style Bedrooms Bedrooms Bathrooms Bathrooms Price range Price range Description Description Notes: Notes: Lead Sheet Lead Sheet Date

Date Month Month Day Day Year Year

Name Name Address Address

City & State/Prov City & State/Prov Zip/Postal Code Zip/Postal Code Work Work Home Home Cell Cell Email Email Client type Client type Next

Next contact contact date date Month Month Day Day Year Year Future actions Future actions Letter to send Letter to send OWNS WANTS OWNS WANTS Style Style Bedrooms Bedrooms Bathrooms Bathrooms Price range Price range

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Listing Appointment Prep Form Listing Appointment Prep Form

Listing Agent Listing Agent Client Client Work Work Home Home Cell Cell Email Email Address Address Appointment

Appointment Date Date _________________________ _________________________ Time Time _____________ _____________ AM AM / / PMPM 

 OfficeOffice __ On LocationOn Location 1

1 Will Will there there be be anyone anyone else else involved involved in in the the decision?decision? 2

2 Are Are you you interviewing interviewing anyone anyone else else at at this this time? time? If If so, so, who who and and when?when? 3

3 Once Once you you meet meet with with me me and and feel feel comfortable comfortable with with me, me, would would you you still still find find it it necessary necessary toto meet with other agents?

meet with other agents? If yes, (we would prefer tIf yes, (we would prefer to be the last interview.)o be the last interview.) 4

4 On On what what criteria criteria will will you you choose choose a a real real estate estate agent agent as as your your representative?representative? 5

5 Do Do you you plan plan on on listing listing with with me me at at the the appointment?appointment? 6

6 Where Where are are you you planning planning to to move?move? 7

7 If If out out of of the the area, area, have have you you contacted contacted an an agent agent there there yet? yet? We We would would be be happy happy toto recommend a reputable agent for you.

recommend a reputable agent for you. 8

8 How How soon soon do do you you have have to to move move there?there? 9

9 Have Have you you ever ever considered considered selling selling the the property property yourself?yourself? 10

10 How How much much would would you you like like to to ask ask for for your your property property & & how how much much do do you you owe owe on on it?it? 11

11 Briefly Briefly describe describe your your home home (DO (DO NOT NOT SKIP, SKIP, even even if if MLS MLS information information is is available):available): # bedrooms # bedrooms # bathrooms # bathrooms Total Sq. Feet Total Sq. Feet Finished Sq. Feet Finished Sq. Feet Style of home Style of home Year built Year built Finished basement? Finished basement? Garage type Garage type 12

12 Are Are there there any any special special features features about about your your home home that that you you feel feel would would impact impact its its value?value? 13

13 One One FINAL FINAL question: question: Could Could you you have have a a copy copy of of any any appraisals appraisals you’ve you’ve had had done done and and allall your mortgage c

your mortgage company information ompany information (loan # / (loan # / contact info contact info etc.) available? etc.) available? Great! Great! That willThat will really assist us in servicing y

really assist us in servicing your property. our property. Please have an extra key, as wPlease have an extra key, as well as informationell as information about your taxes and copy of survey if you have one.

about your taxes and copy of survey if you have one.

Thank you so much for meeting with me. I look forward to helping you and appreciate you Thank you so much for meeting with me. I look forward to helping you and appreciate you choosing to work with me!

choosing to work with me! Lead

Lead Source: Source: ___________________________________________________________________ ___________________________________________________________________ Appointment m

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NEW AGENT START-UP (or Agent Restart) NEW AGENT START-UP (or Agent Restart)

1

1 List of List of family family and and friends.friends. 2

2 List from List from work.work. 3

3 Pick-out geographical Pick-out geographical areaarea

-- List of actives (inspect and preview what it List of actives (inspect and preview what it would sell for)would sell for) -- List of 1 year solds (read and review files)List of 1 year solds (read and review files)

4

4 Print list Print list from from Pro-CD Pro-CD or or Data Data SourceSource -- List from MLS to updateList from MLS to update

-- Learn scripts (practice daily)Learn scripts (practice daily) 5

5 Start prospecting Start prospecting (past (past clients, clients, yearbooks)yearbooks) Centers of Influence

Centers of Influence -

- around around personal personal salessales -- around personal listingsaround personal listings -- around my company salesaround my company sales -- around my company listingsaround my company listings -- around any company salesaround any company sales -- around any company listingsaround any company listings

-- specifically for buyers under contractspecifically for buyers under contract -- FSBO’sFSBO’s

-- Expired’s (new)Expired’s (new) -- Expired’s (old)Expired’s (old) 6

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SCRIPTS SCRIPTS

Some people don’t want to learn

Some people don’t want to learn scriptsscripts for fear of sfor fear of sounding canned! ounding canned! Remember, Remember, “you are“you are already using your own

already using your own canned scripts, they are just not that great!”canned scripts, they are just not that great!” Salesmanship is a learned trait.

Salesmanship is a learned trait. Selling is like baking a cake; you must use the same exSelling is like baking a cake; you must use the same exact recipeact recipe every time to be success

every time to be successful. ful. When you are “winging it,” you don’t When you are “winging it,” you don’t know what is working in yknow what is working in your our presentation and what you say isn’t.

presentation and what you say isn’t.

Do not practice your scr

Do not practice your scripts in front of a liipts in front of a live client; this can be very ve client; this can be very expensive! expensive! Practice atPractice at least 1 hour per day to s

least 1 hour per day to stay sharp.tay sharp.

“If you were arrested for impersonating a salesperson, would there be enough evidence to convict “If you were arrested for impersonating a salesperson, would there be enough evidence to convict you?”

you?”

REMEMBER:

REMEMBER: Selling

Selling is

is legal!

legal!

Make the Connection!

Contacts = $

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TELEPHONE SCRIPTS TELEPHONE SCRIPTS Hello, is Mr.

Hello, is Mr. or Mrs. _______________ there? or Mrs. _______________ there? I’m calling from I’m calling from _______________, how are you_______________, how are you today? (REPLY)

today? (REPLY) Great!Great!

The reason I’m calling is _______________ (market hot, buyer etc.) The reason I’m calling is _______________ (market hot, buyer etc.) So, I was wondering…

So, I was wondering… 1

1 When When do do you you plan plan to to move move again? again? (REPLY)(REPLY) Great!Great!

(Reflex NO) (Reflex NO) 2

2 How How long long have have you you been been in in this this house? house? (REPLY)(REPLY) Very Good!Very Good!

3

3 Where Where did did you you folks folks move move from? from? (REPLY)(REPLY) Terrific!Terrific!

4

4 How How did did you you decide decide to to pick pick this this home? home? (REPLY)(REPLY) Excellent! /Ouch!Excellent! /Ouch!

5

5 If If you you were were to to move move again again --where --where would would you you go? go? (REPLY)(REPLY) Fantastic!Fantastic!

6

6 And And when when would would that that be? be? (REPLY)(REPLY) That’s terrific!That’s terrific!

If not moving, ask if

If not moving, ask if they know anyone who isthey know anyone who is! ! “Who do you know right “Who do you know right now that wants tonow that wants to buy/sell real estate, friends, relatives, co-workers?”

buy/sell real estate, friends, relatives, co-workers?”

IF THEY OBJECT, ASK: IF THEY OBJECT, ASK:

May

May I I ask ask why? why? _________________________________________ _________________________________________ OROR Why

Why is is that that important important to to you? you? ______________________________ ______________________________ OROR Why do

Why do you want you want to wait? to wait? _________________________________ _________________________________ Let me ask you this: “If I could show you how to (

Let me ask you this: “If I could show you how to (solve their problem/objectionsolve their problem/objection) would you consider ) would you consider selling now? (REPLY)

selling now? (REPLY)Great!Great!

ONLY GO FORWARD IF THEY ABSOLUTELY HAVE TO SELL! ONLY GO FORWARD IF THEY ABSOLUTELY HAVE TO SELL!

7

7 Now Now you you do do realize realize it it could could take take _____ _____ to to _____ _____ months months (check (check MLS) MLS) in in today’s today’s market market toto get your home sold…and another 60 days to close, were you aware of that? (REPLY) get your home sold…and another 60 days to close, were you aware of that? (REPLY)

Great! Great!

8

8 So…my So…my question question is is this: this: Do Do you you have have to to be be sold sold in in _____ _____ months…or months…or do do you you want want to to startstart the selling process at that time? (

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9

9 Fortunately…to Fortunately…to get get you you one one step step closer closer to to (your (your goal), goal), all all we we need need to to do do now now is is simply simply setset an appointment so I can

an appointment so I can help you get what you help you get what you want, in the time ywant, in the time you want! ou want! Won’t that beWon’t that be great? (REPLY)

great? (REPLY) Terrific!Terrific!

10

10 When When is is the the best best time time for for you you and and ________________ ________________ to to meet meet with with me, me, daytime daytime or or Evening?

Evening? In the next couple In the next couple of days when of days when is best ______________ or _______________?is best ______________ or _______________? (REPLY)

(REPLY) Great! TIME:Great! TIME: __________ __________ or or __________ __________ ??

11

11 Just Just before before I I go, go, there there are are a a couple couple of of quick quick questions questions I I need need to to ask ask so so I I am am better better preparedprepared when we meet (Listing Appointment Prep Form).

when we meet (Listing Appointment Prep Form). 12

12 I’ll I’ll be be sending sending over over a a package package of of information information (Pre-listing (Pre-listing package). package). Will Will you you please please taketake few moments and review it? (REPLY)

few moments and review it? (REPLY) Great, thank you!Great, thank you! NOTE!

NOTE!

Pre-listing package with appointment letter to be

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JUST LISTED SCRIPT JUST LISTED SCRIPT Hi, my name

Hi, my name is ____________ with ____________. is ____________ with ____________. I (my office, I (my office, a home), just a home), just listed a home for listed a home for sale on ___________ for $ __________.

sale on ___________ for $ __________. I’m calling to let yI’m calling to let you know that it is ou know that it is for sale, and to sfor sale, and to seeee “Who do you know t

“Who do you know that may want to buy hat may want to buy a home in this area? a home in this area? (If they don’t k(If they don’t know anyone go tonow anyone go to basic script.)

basic script.)

So, I was wondering

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JUST SOLD SCRIPT JUST SOLD SCRIPT Hi, this is

Hi, this is _______________ with _______________. _______________ with _______________. I (my offI (my office, a home) ice, a home) just sold a just sold a home inhome in your area on

your area on _______________ for $ _______________ for $ __________. __________. That home That home was shown was shown to several to several families,families, unfortunately only one could buy it.

unfortunately only one could buy it. We still have several wWe still have several who are interested in the area. ho are interested in the area. They areThey are serious about buying a home.

serious about buying a home.

So, I was wondering

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FSBO SCRIPT (Private Sellers) FSBO SCRIPT (Private Sellers)

NOTE! NOTE!

Collect leads from signs, local papers or

Collect leads from signs, local papers or private seller magazines and websites.private seller magazines and websites. 1

1 Hi, Hi, I I saw saw your your sign sign (ad)…Could (ad)…Could I I ask, ask, is is the the property property still still available available for for sale? sale? Are Are you you thethe owner? Are you willing to work with Real Estate Agents?

owner? Are you willing to work with Real Estate Agents? (They usually say NO).(They usually say NO).

(Doesn’t matter what they say, go to #2) (Doesn’t matter what they say, go to #2)

2

2 Let Let me me ask? ask? If If I I would would have have a a qualified qualified buyer buyer who who was was willing willing to to pay pay a a price price that that waswas acceptable to you would you be willing to accept that

acceptable to you would you be willing to accept that offer from me & my buyer?offer from me & my buyer? (YES) Great!

(YES) Great!

OBJECTIONS: OBJECTIONS:

A

A What’s What’s your your commission?commission?

As long as you get the money in your pocket that you are looking for, does it matter As long as you get the money in your pocket that you are looking for, does it matter what

what I I make, make, A A Dollar Dollar or or $10,000? $10,000? OROR What’s most important to you, what you pay or

What’s most important to you, what you pay or what you get in your what you get in your pocket?pocket?

B

B I don’t I don’t like like agents!agents!

Neither do I or What are you more committed to, selling the property or who sells it, Neither do I or What are you more committed to, selling the property or who sells it,

you or I? you or I? C

C If you If you have have a a buyer buyer just just bring bring him him over.over.

We have several buyers (don’t lie) but until I see your home, I don’t know who would We have several buyers (don’t lie) but until I see your home, I don’t know who would be the best for it. You see I don’t want to upset my buyers if it is not the right house be the best for it. You see I don’t want to upset my buyers if it is not the right house for them. Make sense?

for them. Make sense?

D

D I don’t I don’t want want to to deal deal with with Real Real Estate.Estate.

May I ask why?

May I ask why? (It is usually because of com(It is usually because of commission or they just got smission or they just got started) or tarted) or As long as your house sells and you can move on with your plans does it matter As long as your house sells and you can move on with your plans does it matter who sells it, you or I?

who sells it, you or I?

E

E If If I’m I’m going going to to list, list, I I have have a a friend friend in in the the business.business.

Why didn’t you list with him/her already? Why didn’t you list with him/her already? CLOSE:

CLOSE:

When can I come over and

When can I come over and look at your home and talk tlook at your home and talk to you folks, daytime o you folks, daytime or evening? or evening? In theIn the next couple

next couple of days of days what is what is best __________ or best __________ or __________, time __________, time __________ or __________ or __________?__________? Go To (Listing Appointment Prep Form)

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Listing Appointment Prep Form (FSBO’s) Listing Appointment Prep Form (FSBO’s)

 OfficeOffice  On LocationOn Location

1

1 Why Why did did you you decide decide to to sell sell this this house?house?

2

meet with other agents? If yes, (we would prefer tIf yes, (we would prefer to be the last interview.)o be the last interview.)

5

5 If If you you were were going going to to list, list, have have you you picked picked an an agent/company agent/company already?already?

6

7 (criteria (criteria from from #6) #6) + + …are …are you you open open to to working working with with me.me.

8

8 Where Where are are you you planning planning to to move?move?

9

recommend a reputable agent for you.

10

10 Have Have you you bought bought another another home?home? 11

12 Why Why did did you you decide decide to to sell sell yourself yourself rather rather than than list list with with a a Real Real Estate Estate Agent?Agent? 13

13 How How did did you you determine determine your your list list price price & & how how much much do do you you owe owe on on it?it? 14

14 What What do do you you really really expect expect to to get? get? What What are are you you willing willing to to take?take? If you don’t get $______ would you take

If you don’t get $______ would you take $______? (Price should be lower)$______? (Price should be lower) 15

15 How How long long have have you you owned owned your your home?home?

16

17 Are Are there there any any special special features features about about your your home home that that you you feel feel would would impact impact its its value?value?

18

18 Do Do you you need need the the money money from from this this house house to to purchase purchase your your next next home?home? 19

19 If If you you have have to to close close on on your your new new home home before before this this one one is is sold, sold, how how long long could could youyou carry 2 mortgage payments?

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20

20 One One FINAL FINAL question: question: Could Could you you have have a a copy copy of of any any appraisals appraisals you’ve you’ve had had done done and and allall your mortgage c

your mortgage company information ompany information (loan # / (loan # / contact info contact info etc.) available? etc.) available? Great! Great! That willThat will really assist us in servicing y

Appointment made by: ade by: _______________________________ Date: _______________________________ Date: _______________________ _______________________

NOTE: (For the questions in bold type): NOTE: (For the questions in bold type): 1.

1. Use Use these these if if they they are are NOT NOT cooperating cooperating with with you.you. 2.

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EXPIRED LISTING EXPIRED LISTING

Hi, I’m looking for _______________. Hi, I’m looking for _______________. Hello _______________, I’m calling f

Hello _______________, I’m calling from _______________. rom _______________. I see your home I see your home just expired on thejust expired on the MLS system.

MLS system. Do you still Do you still want to sell? want to sell? (REPLY)(REPLY) Terrific! Or Terrific! Or (alternate (alternate opening) Hello opening) Hello Mr--- Mr---the reason I’m calling, I specialize in selling homes oMr---ther agents couldn’t.

the reason I’m calling, I specialize in selling homes other agents couldn’t.

1

1 Do Do you you plan plan on on re-listing re-listing with with your your previous previous agent agent or or are are you you open open to to a a superior superior marketingmarketing plan? (REPLY)

plan? (REPLY) Great!Great!

2

2 If If you you sold sold this this home, home, where where would would you you go go next? (REPLY)next? (REPLY) Great!Great!

3

3 How How soon soon do do you you have have to to be be there? (REPLY)there? (REPLY) Really!Really!

4

4 Did Did your your previous previous agent agent tell tell you you why why your your home home did did not not sell? (REPLY)sell? (REPLY) Really!Really!

5

5 How How did did you you pick pick the the agent agent you you listed listed with? with? (REPLY) (REPLY) EExcellent!xcellent!

6

6 What What do do you you expect expect from from the the next next agent agent you you choose? choose? (REPLY)(REPLY) Perfect!Perfect!

7

7 Have Have you you picked picked another another agent agent yet? yet? (REPLY)(REPLY) Fantastic!Fantastic!

8

8 I I would would like like to to apply apply for for the the job job of of selling selling your your home. home. I’d I’d like like to to show show you you why why your your homehome did not sell and give you some ideas

did not sell and give you some ideas on how to sell it this ton how to sell it this time? ime? (REPLY)(REPLY) Terrific!Terrific!

9

9 When When would would be be the the best best time time to to show show you? you? Daytime Daytime or or evening? evening? In In the the next next couple couple of of days

days what what is is best best __________ __________ or or __________, __________, time time __________ __________ or or __________?__________? Go To (Listing Appointment Prep Form)

Go To (Listing Appointment Prep Form) Send (Pre-list Package)

Send (Pre-list Package)

Make sure you book appointments with both the husband and wife Make sure you book appointments with both the husband and wife

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Listing Appointment Prep Form (Expired’s) Listing Appointment Prep Form (Expired’s)

 OfficeOffice __ On LocationOn Location 1

meet with other agents? If yes, (we would prefer tIf yes, (we would prefer to be the last interview.)o be the last interview.) 4

5 Do Do you you plan plan on on listing listing with with me me at at the the appointment?appointment? 6

6 Where Where are are you you planning planning to to move?move? 7

recommend a reputable agent for you.

8

9 Have Have you you bought bought another another home?home?

10

10 Have Have you you ever ever considered considered selling selling the the property property yourself?yourself?

11

11 How How much much would would you you like like to to ask ask for for your your property? property? If If you you don’t don’t get get that…what that…what is is thethe lowest you’ll take?

lowest you’ll take?

12

13 Are Are there there any any special special features features about about your your home home that that you you feel feel would would impact impact its its value?value?

14

14 Did Did you you have have any any offers? offers? Why Why didn’t didn’t you you accept accept any any of of them?them? 15

15 Could Could you you offer offer any any owner owner financing? financing? (STB)(STB) 16

16 In In addition addition to to money, money, is is there there any any other other problem problem or or inconvenience inconvenience you you would would have have if if this house didn’t sell within the next 90 days?

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really assist us in servicing y

Appointment made by: ade by: _______________________________ Date: _______________________________ Date: _______________________ _______________________ NOTE: (For the questions in bold type):

NOTE: (For the questions in bold type): 1.

1. Use Use these these if if they they are are NOT NOT cooperating cooperating with with youyou 2.

2. Always Always qualify qualify for for motivationmotivation 3.

3. Always Always be be closing! closing! When When would would be be the the best best time time for for us us to to get get together?together? Daytime or Evening?

Daytime or Evening? In the next In the next couple of days couple of days what is best what is best __________ or __________ or __________, time __________ or __________?

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Re-confirming the LISTING APPOINTMENTS Re-confirming the LISTING APPOINTMENTS Hi, ___________

Hi, ___________ this this is __________ is __________ with _______________. with _______________. I’m calling I’m calling to confirm to confirm our our appointment on _______________ at

appointment on _______________ at __________ (time) __________ (time) Will that time Will that time still work for still work for you?you? Did you receive the package I

Did you receive the package I sent you? sent you? Have you had a chance to review Have you had a chance to review it?it?

NOTE:

NOTE: Have the Listing Have the Listing Prep Form iPrep Form in front of n front of you!you!

Before I come, there are a couple very important questions I need to ask you: Before I come, there are a couple very important questions I need to ask you: 1

1 Are Are you you planning planning to to list list your your home home with with me me when when I I come come on on __________? __________? (REPLY)(REPLY)

Terrific! Terrific!

OBJECTION: OBJECTION:

If they say “no” or “I don’t now” ask, “Do you plan to interview more than one agent for the job of If they say “no” or “I don’t now” ask, “Do you plan to interview more than one agent for the job of selling

selling your your home?” home?” (REPLY)(REPLY) Interesting!Interesting!

2

2 Just Just checking checking again…where again…where are are you you moving moving to? to? (REPLY)(REPLY) Fantastic!Fantastic!

3

3 And, And, how how soon soon did did you you need need to to be be there? there? (REPLY)(REPLY) Great!Great!

4

4 When When I I see see you, you, how how much much do do you you want want to to list list your your home home with with me me for?for? OBJECTION:

OBJECTION: I don’t know, you’re the expert, you tell me! I don’t know, you’re the expert, you tell me!

Since only ____% of the homes actually sell in today’s market, did you want to just list it or Since only ____% of the homes actually sell in today’s market, did you want to just list it or price it to sell?

price it to sell?

5

5 So So how how much much do do you you think think you you want want to to sell sell your your home home for? for? (REPLY)(REPLY) Terrific!Terrific!

6

6 And And how how much much do do you you owe owe on on it? it? (REPLY)(REPLY) Excellent!Excellent!

7

7 Have Have you you ever ever considered considered selling selling it it yourself? yourself? (REPLY)(REPLY) Terrific! (they may be thinkingTerrific! (they may be thinking FSBO)

FSBO)

8

8 Would Would you you help help with with some some of of the the financing financing the the home home for for the the buyer buyer or or do do you you need need your your money out? (REPLY)

money out? (REPLY) That’s great!That’s great!

9

9 Would Would you you describe describe your your home home for for me me again? again? (REPLY)(REPLY) 10

10 Do Do you you have have any any questions? questions? (REPLY)(REPLY) Fantastic!Fantastic!

11

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THE LISTING PRESENTATION THE LISTING PRESENTATION

 Show up Mentally!Show up Mentally!

 Remember Your Purpose!Remember Your Purpose!

 Focus On Price and Motivation!Focus On Price and Motivation! Initial Presentation

Initial Presentation

Hi folks, I’m here to sell your

Hi folks, I’m here to sell your house! (SHOW CONFIDENCE, TONE AND BODY)house! (SHOW CONFIDENCE, TONE AND BODY) A

A Why Why don’t don’t I I just just take take a a quick quick look look at at your your home? home? (Get (Get them them to to wait wait in in the the kitchen)kitchen) B

B Do Do you you mind mind if if we we stand stand over over here, here, Or Or sit sit in in t t the the kitchen kitchen over over there? there? (Don’t (Don’t sit sit on on couch).couch). C

C I I have have down down three important three important questions questions for for you:you: 1

1 Do Do you you absolutely absolutely have have to to sell sell your your house? house? ( ( ) ) Great!Great! 2

2 Will Will you you price price it it to to sell? sell? ( ( ) ) Excellent!Excellent! 3

3 Do Do you you want want me me to to handle handle the the sale sale for for you? you? ( ( ) ) Fantastic!Fantastic!

If they say “yes, yes, yes”, go to the contract, if not go to the next step! If they say “yes, yes, yes”, go to the contract, if not go to the next step! Phase 2 Presentation

Phase 2 Presentation

4

4 _______________, _______________, at at the the end end of of my my presentation presentation tonight, tonight, one one of of three three things things will will taketake place:

place: #1

#1 You’ll You’ll list list your your house house with with me me OR OR (Use (Use bodybody language)

language) #2

#2 You’ll You’ll decide decide not not to to list list your your house house with with me me OROR #3

#3 I’ll decide not I’ll decide not to take to take your listing your listing ---any of ---any of these these is fine is fine with mewith me 5

5 Let’s Let’s review review the the questions questions I I asked asked you you when when we we booked booked the the appointment. appointment. (Review (Review thethe Listing Appointment Prep Form):

Listing Appointment Prep Form): 6

6 Now, Now, there there are are only only two two issues issues we we have have to to look look at at tonight:tonight: #1

#1 Your motYour motivation ivation to sto sell tell this his home. home. andand #2

#2 The price wThe price we set on e set on your home.your home. 7

7 I’ve I’ve prepared prepared a a CMA(comparative CMA(comparative market market analysis). There analysis). There are are two two parts parts to to my my research:research: I

I Fantasyland (what Fantasyland (what we we list list homes homes for) for) andand II

II Reality (what Reality (what we we actually actually sell sell them them for)for)

You’re going to have to decide tonight where you’re going to spend most of your time, so You’re going to have to decide tonight where you’re going to spend most of your time, so let’s go through the two parts together (Go through CMA).

(23)

EXPLAIN:

EXPLAIN: How value How value is determined by is determined by the buyer the buyer 8

8 Now Now that that you’ve you’ve seen seen the the prices, prices, will will you you list list your your home home for for $__________ $__________ price price tonight?tonight? (REPLY)

(REPLY) Fantastic!Fantastic! If they say

If they say YES, go YES, go to contract! to contract! If they say If they say NO, proceed! NO, proceed! Phase 3 Presentation

Phase 3 Presentation

9

9 What What price price do do you you want want to to list list your your home home for? (REPLY)for? (REPLY) Ouch---( flinch)Ouch---( flinch)

10

10 Because Because of of that, that, there there are are three three questions questions I I need need to to ask ask you:you: #1

#1 Specifically, why Specifically, why do do you you feel feel your your home home is is worth worth $ $ __________ __________ more more than than thethe comparables I have shown you? (REPLY)

comparables I have shown you? (REPLY) #2

#2 If you If you were were purchasing purchasing a a home, home, and and two two were were for for sale sale (one (one for for $ $ _________ _________ andand one for $ _________

one for $ _________ ), which would ), which would you buy? you buy? (REPLY) Terrific!(REPLY) Terrific! #3

#3 Don’t you Don’t you think think most most buyers buyers would would feel feel just just like like you? you? (REPLY) (REPLY) Exactly!Exactly! 11

11 I’m I’m going going to to recommend recommend a a price price of of $ $ _________. _________. Based Based on on what what I I have have explained, explained, do do youyou want to list your home for

want to list your home for that price tonight? (REPLY) Terrific!that price tonight? (REPLY) Terrific! 12

12 Do Do you you know know what what we we mean mean by by the the word word overpriced? overpriced? (REPLY) (REPLY) Great!Great!

Go to

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GETTING

GETTING THE THE RIGHT RIGHT PRICEPRICE

13

13 ____________, ____________, may may I I tell tell you you what what happens happens when when a a property property is is overpriced?overpriced? #1

#1 You have You have fewer fewer showings showings than than if if it’s it’s priced priced right. right. In In other other words, words, less less people people willwill even look at your home, just because of your price, and…

even look at your home, just because of your price, and… #2

#2 At your At your price, price, you’ll you’ll be be helping helping the the competition competition sell sell their their home. home. Can Can I I explain?explain?

It’s usual when agents show property that they show the one that is overpriced first (in this case, It’s usual when agents show property that they show the one that is overpriced first (in this case, yours).

yours). They say, “If They say, “If you like this one you like this one at $ ________ you’ll at $ ________ you’ll love the one down love the one down the street at $the street at $ _________.

_________. Can you afford Can you afford to have that happen? to have that happen? (Shake Head – Sideways(Shake Head – Sideways))

14

14 I’m I’m going going to to again again recommend recommend a a price price of of $ $ _________ _________ based based on on what what I I have have explained. explained. DoDo you want to list your home

you want to list your home for that price? (REPLY) Terrific!for that price? (REPLY) Terrific!

If they say yes and

If they say yes and want to start at a want to start at a higher price…either smilhigher price…either smile and take e and take the listing or the listing or continue.continue.

MORE PROBLEMS OF OVERPRICING MORE PROBLEMS OF OVERPRICING 1

1 It’s difficult to get salespeople to show it.It’s difficult to get salespeople to show it. Real Estate agents work on commissions,Real Estate agents work on commissions, don’t they? They are not going to show your house if they don’t have a chance to get paid. don’t they? They are not going to show your house if they don’t have a chance to get paid. 2

2 It’s difficult to get buyersIt’s difficult to get buyers to look. With the large inventory of well priced homes, I can’tto look. With the large inventory of well priced homes, I can’t even drag the buyers to your house if it’s overpriced, make sense?

even drag the buyers to your house if it’s overpriced, make sense? 3

3 It’s very difficult to get offers. (explain salespeople don’t like wasting time drawingIt’s very difficult to get offers. (explain salespeople don’t like wasting time drawing up offers that won’t get accepted)

up offers that won’t get accepted) 4

4 It’s It’s extremely extremely difficult difficult to to get get financingfinancing. . Even if I can Even if I can get someone to pay yget someone to pay your price, howour price, how is it going to appraise? Do you think it’s going to appraise? Of course not (explain how is it going to appraise? Do you think it’s going to appraise? Of course not (explain how banks lend money for mortgages --- based on purchase price or appraised value, banks lend money for mortgages --- based on purchase price or appraised value, whichever is lower).

whichever is lower). 5

5 Mr Mr & & Mrs__________ Mrs__________ I I figured figured out out that that last last year year it it cost cost me me about about $1500 $1500 for for every listing I took whether it sold or not, so I have to be very carefull how every listing I took whether it sold or not, so I have to be very carefull how many overpriced listings I take, makes sense?

(25)

HANDLING SCRIPT OBJECTIONS HANDLING SCRIPT OBJECTIONS

1

1 We We want want to to only only give give you you a a 30/90-day 30/90-day listing.listing.

A

A I I can can appreciate appreciate that. that. As As we we discussed discussed when when we we set set the the appointment, appointment, it it generallygenerally takes 3 to 6 months

takes 3 to 6 months in this market to get in this market to get a home sold. a home sold. My question is, did you My question is, did you wantwant to list your home for sale tonight - at 20-30% below fair market value, to guarantee to list your home for sale tonight - at 20-30% below fair market value, to guarantee an immediate

an immediate sale within sale within 30/90 days? 30/90 days? (REPLY) (REPLY) Great!Great! Then we’ll need to st

Then we’ll need to stay within the normal lisay within the normal listing agreement of ___ months. ting agreement of ___ months. All weAll we need to do now is simply sign the contract so I can help you get what you want, in need to do now is simply sign the contract so I can help you get what you want, in the time you want, won’t that be

the time you want, won’t that be great?great? B

B If If you you were were crossing crossing a a desert desert in in a a car car and and it it took took 180 180 liters liters (gallon) (gallon) of of gas gas to to safelysafely complete the journey,

complete the journey, would you only put would you only put in 60-90? in 60-90? Obviously not, then we Obviously not, then we need toneed to stay within the normal listing period of 180 days - makes sense?

stay within the normal listing period of 180 days - makes sense?

2

2 I’ve I’ve never never heard heard of of your your company?company?

You are kidding you’ve never heard of us? Our signs are everywhere (GIVE EXAMPLES). You are kidding you’ve never heard of us? Our signs are everywhere (GIVE EXAMPLES). We have over 620 offices across Canada and the U.S. and we are the fastest growing real We have over 620 offices across Canada and the U.S. and we are the fastest growing real estate franchise

estate franchise in North in North America. America. Do you Do you feel I cfeel I can sell your an sell your home? (REPLY) home? (REPLY) Fantastic!Fantastic! All we need to do now is simply sign the contract so I can help you get what you want, in All we need to do now is simply sign the contract so I can help you get what you want, in the time you want, won’t that be great?

the time you want, won’t that be great?

3

3 We’ll save the commission by selling it ourselves.We’ll save the commission by selling it ourselves.

A

A I I agree agree you you may may save save the the commission commission by by selling selling it it yourself. yourself. Are Are you you aware aware thatthat today over _____

today over _____ homes are for homes are for sale? sale? And last month And last month only _____ actually sold?only _____ actually sold? (REPLY)

(REPLY)

Did you realize that over 80% of all private sellers actually will sell through Real Did you realize that over 80% of all private sellers actually will sell through Real Estate (SHOW ARTIC

Estate (SHOW ARTICLE). LE). Can you afford to have lesCan you afford to have less than 20% chance of ss than 20% chance of sellingelling your home,

your home, AND potentially AND potentially lose money? lose money? (REPLY) (REPLY) So, all So, all we need we need to do to do now isnow is simply sign the contract so I can help you get what you want, in the time you want! simply sign the contract so I can help you get what you want, in the time you want! Won’t

Won’t that be that be great? great? (REPLY)(REPLY) B

B Mr. Mr. and and Mrs. Mrs. Seller Seller you you will will never never save save the the commission, commission, but but you you will will have have to to earnearn the commission by doing all the work yourself (such as showings, open houses, the commission by doing all the work yourself (such as showings, open houses, answer calls) and

answer calls) and pay for all pay for all the costs the costs you’ll probably not you’ll probably not save any money. save any money. Are youAre you willing to take the risk of spending the time and money and your home still not willing to take the risk of spending the time and money and your home still not selling in

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4

4 Let’s Let’s list list high; high; we we can can always always come come down down later.later.

A

A What What information information do do you you have have in in your your possession possession that that proves proves to to you you without without aa shadow of doubt that you can actually get $ ________ for your home right now? shadow of doubt that you can actually get $ ________ for your home right now? B

B What What happens happens if if you you don’t don’t get get the the price price you you expect? expect? What What are are you you going going to to do?do? Let’s say the best

Let’s say the best offer you receive is offer you receive is $ _________,would you take it$ _________,would you take it? ? What is theWhat is the

LOWEST Price

LOWEST Price you would take for your home right now?you would take for your home right now?

5

5 We We want want to to think think it it over. over. (Usually (Usually from from C C or or S S personality)personality)

A

A I I have have an an idea, idea, let’s let’s do do this, this, sign sign the the contract contract tonight tonight (contingent (contingent on on your your approval approval inin 24 hours).

24 hours). This wThis way we ay we both win. both win. Can I Can I explain?explain?

You have some time to think about it so you can feel comfortable. I’ll call you in the You have some time to think about it so you can feel comfortable. I’ll call you in the morning.

morning. Then just Then just tell me tell me yes or yes or no.no.

-- If you say noIf you say no, I’ll tear up the contract., I’ll tear up the contract.

-- If you say yesIf you say yes, I’ll start marketing your property immediately. Doesn’t that, I’ll start marketing your property immediately. Doesn’t that sound great?

sound great?

Either way, all we need to do now

Either way, all we need to do now is simply sign the cis simply sign the contract. ontract. So I can help you getSo I can help you get what you want, in the time you want. Won’t that be great?

what you want, in the time you want. Won’t that be great? B

B If If they they don’t don’t want want you you to to take take it it with with you you suggest suggest for for them them to to keep keep it it and and put put it it in in thethe mailbox in the morning. (This might make them fell better)

mailbox in the morning. (This might make them fell better)

* TRY “COLUMBO” - CLOSE AT END* * TRY “COLUMBO” - CLOSE AT END* 6

6 I I have have a a friend friend or or relative relative in in the the business.business.

A

A Obviously Obviously you you are are not not that that committed committed to to your your friend friend since since I’m I’m here? here? Make Make sense.sense. B

B I I can can appreciate appreciate that that - - almost almost everyone everyone does. does. Let Let me me ask, ask, do do you you absolutely absolutely havehave to sell this home, or are you just trying to do your friend a favor? All we need to do is to sell this home, or are you just trying to do your friend a favor? All we need to do is simply sign the contract…

simply sign the contract… C

C Don’t Don’t you you feel feel the the sale sale of of your your home home is is too too important important TO TO JUST JUST rely rely on on friendshipfriendship alone?

alone? D

D If If your your home home doesn’t doesn’t sell, sell, would would that that put put some some unnecessary unnecessary strain strain on on your your relationship?

relationship? E

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7

7 Another Another agent agent said said they they could could get get me me more more money.money.

A

A I I can can appreciate appreciate that that and and what what you you are are probably probably not not aware aware of of is is this: this: An An agent agent thatthat will list your property overpriced assumes they can just grab the listing now and then will list your property overpriced assumes they can just grab the listing now and then start working

start working on reducing the price, on reducing the price, week after weekweek after week. . Is that what Is that what you want?you want? (REPLY)

(REPLY) Terrific! Terrific! (shake (shake head)head) So then we’re clear

So then we’re clear why agents list why agents list properties overpriced, right? properties overpriced, right? Let’s do the rightLet’s do the right thing and simply sign the contract so I can help you get what you want, in the time thing and simply sign the contract so I can help you get what you want, in the time you want! Won’t that be great?

you want! Won’t that be great? B

B There There are are a a lot lot of of salespeople salespeople who who promise promise a a higher higher price price just just to to get get the the listing. listing. JustJust ask them if they would actually guarantee to

ask them if they would actually guarantee to buy your house at that price if buy your house at that price if it doesn’tit doesn’t sell? You’ll see how quickly their

sell? You’ll see how quickly their story changes, Makes sense?story changes, Makes sense?

8

8 Other Other agents agents farm farm my my area; area; your your office office is is too too far far away.away.

I understand your concern. Where do you think most of the buyers will come from, around I understand your concern. Where do you think most of the buyers will come from, around here or from another area?

here or from another area? The obvious reason you’ll The obvious reason you’ll choose me is becchoose me is because our companyause our company has homes for sale all over town.

has homes for sale all over town. This gives us better exposure of your property This gives us better exposure of your property to potentialto potential buyers from

buyers from all over. all over. Do you Do you realize how realize how important that important that kind of kind of exposure is? exposure is? That’s whatThat’s what you want, right?

you want, right? All we need to do now is All we need to do now is simply sign the contracsimply sign the contract, so I can help t, so I can help you getyou get what you want,

what you want, in the time in the time you want. you want. Won’t that be Won’t that be great?great?

9

9 You’re You’re too too new new / / inexperienced inexperienced versus versus other other experienced experienced agentsagents

A

A That That is is a a valid valid concern. concern. However, However, let let me me ask: ask: Are Are you you aware aware there there are are two two kinds kinds of of real

real estate estate agents? agents? There There areare passive and activepassive and active notnot new and experiencednew and experienced. . II am an active agent. Meaning, when

am an active agent. Meaning, when you sign this contract tonight, I will spend all you sign this contract tonight, I will spend all mymy time actively marketing your home to the public as well as to other agents in town. time actively marketing your home to the public as well as to other agents in town. Isn’t

Isn’t that that what what you you want? want? (BODY (BODY LANGUAGE)LANGUAGE) So you see, new

So you see, new vs. experienced isn’t vs. experienced isn’t what you’re looking what you’re looking for. for. You want someoneYou want someone who will w

who will work actively ork actively and aggressively and aggressively to get yto get your home sour home sold, right? old, right? (REPLY)(REPLY) Terrific!

Terrific! All we need to do All we need to do now is simply sign tnow is simply sign the contract, so he contract, so I can help you getI can help you get what you want, in the time you want!

what you want, in the time you want! B

B Are Are you you looking looking for for a a great great real real estate estate experience experience or or just just an an experienced experienced RealReal Estate Agent?

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10

10 Cutting Cutting commission.commission.

A

A We We want want to to cut cut your your commission.commission. No, do you have any other questions?

No, do you have any other questions?(SAY IT WITH CONVICTION)(SAY IT WITH CONVICTION)

B

B The The other other agent agent said said they they would.would. I can appreciate that, but can I

I can appreciate that, but can I tell you why that makes me ntell you why that makes me nervous?ervous? 1

1 If If another another agent agent doesn’t doesn’t have have the the courage courage to to stand stand firm firm regarding regarding their their ownown worth, how strong could they possibly be at defending you and the price set worth, how strong could they possibly be at defending you and the price set for your

for your home? home? I have I have that courage. that courage. Do you Do you feel I feel I can sell can sell your home?your home? (REPLY)

(REPLY) Then all we need to do now Then all we need to do now is simply sign the is simply sign the contract, so I contract, so I cancan help you get what you want, in the time you want, won’t that be great?

help you get what you want, in the time you want, won’t that be great? 2

2 If If the the other other agent agent gives gives away away his his commission commission that that quickly quickly (snap (snap fingers), fingers), he’llhe’ll give away the equity in your home just

give away the equity in your home just as easily (snap fingers). as easily (snap fingers). Is that whatIs that what you want?

you want? C

C I I can can understand understand that that you you don’t don’t want want to to pay pay a a commission, commission, however, however, you you don’t don’t pay pay it.it. The commission is

The commission is actually paid by actually paid by the purchaser. the purchaser. So we just have So we just have to make sureto make sure we get enough money from the purchaser to make you happy (and pay my we get enough money from the purchaser to make you happy (and pay my commission).

commission). Does that Does that make sensmake sense?e? D

D If If I I can can show show you you that that you you don’t don’t actually actually pay pay the the commission, commission, can can I I have have thisthis listing

listing??

Have you ever bought something where there was a salesperson involved

Have you ever bought something where there was a salesperson involved? The? The salesperson collects their commission from the store, but who really paid their commission, salesperson collects their commission from the store, but who really paid their commission, you when you purchased the item, right?

you when you purchased the item, right?

So we just have to make sure we get enough money from the purchaser to pay So we just have to make sure we get enough money from the purchaser to pay your price and my commission, make sense?

your price and my commission, make sense? E

E Commissions Commissions are are negotiable. negotiable. You You can can pay pay me me 6%, 6%, 7%, 7%, 8% 8% or or 9%. 9%. - - Stop Stop meme anytime you want. You see my commission will depend on how difficult the process anytime you want. You see my commission will depend on how difficult the process will be.

will be. F

F If If you you went went to to work work tomorrow tomorrow and and your your boss boss asked asked you you to to take take a a 20-30% 20-30% pay pay cut, cut, whatwhat would you say? Would you like that?

would you say? Would you like that? If you were a real If you were a real estate agent, and there wereestate agent, and there were a lot of homes for sale at 6% and someone gave you a listing at 5%, would

a lot of homes for sale at 6% and someone gave you a listing at 5%, would YOU YOU work hard

work hard to sell it? Probably not, right? (Show 6 listings from MLS with differentto sell it? Probably not, right? (Show 6 listings from MLS with different commission or make up your own sheet – see appendix)

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11

11 You You are are too too pushy.pushy.

!

! A A I I don’t don’t mean mean to to push push you, you, but but as as you you can can see see I’ll I’ll work work very very aggressively aggressively to to get get youyou the most money in your pocket. Does

the most money in your pocket. Does that make sense?that make sense? B

B What What kind kind of of sales sales person person do do you you want want working working for for you, you, someone someone who who fights fights for for what they believe in or someone who just gives up?

what they believe in or someone who just gives up?

You WANT someone strong don’t you, go ahead and just sign the contract. You WANT someone strong don’t you, go ahead and just sign the contract.

12

12 I’m I’m re-listing re-listing with with previous previous agent.agent. Have you signed a contract yet? Have you signed a contract yet?

A

A What What will will your your agent agent do do different different that that would would cause cause your your home home to to sell sell this this time? time? DidDid he/she tell you?

he/she tell you? B

B Mr./Mrs. Mr./Mrs. _________, _________, there there are are only only 3 3 things things that that affect affect the the price price you you get get and and howhow quickly your home sells.

quickly your home sells. 1

1 The The listing listing priceprice 2

2 The The condition condition of of your your homehome 3

3 The The agent agent working working for for youyou 1

1 Do Do you fyou feel eel the the price price is is in in the the right right range? range? Who Who determined tdetermined the priche pricee you or your previous agent? (Go to

you or your previous agent? (Go to 11 or or 22)) 2

2 What’s What’s the the condition condition of of your your home? home? Does Does it it show show well? well? Do Do you you thinkthink anything should be done at all

anything should be done at all 3

3 (If the (If the first first two wtwo were ok) ere ok) obviously that obviously that leaves the leaves the agent. agent. Their job Their job is tis too aggressively market y

aggressively market your home and sell our home and sell it, isn’t that it, isn’t that right? right? Well, it’s timWell, it’s timee for a change, isn’t it?

for a change, isn’t it? C

C We We promised promised our our agent agent to to re-list re-list with with him/her.him/her.

I can appreciate that and you know 90 days ago he/she promised you to sell your I can appreciate that and you know 90 days ago he/she promised you to sell your home right?

home right? Well, I guess Well, I guess it’s time fit’s time for a new, more or a new, more aggressive marketing plan aggressive marketing plan thatthat ensures the sale of your home this time, don’t you agree?

ensures the sale of your home this time, don’t you agree? D

D The The agent agent said said we we were were over-priced, over-priced, so so if if we we reduce reduce they they can can sell sell it.it.

Mr./Mrs._____________, who picked the price the last time you or the agent? Mr./Mrs._____________, who picked the price the last time you or the agent?

(30)

1

1 The agentThe agent

Mr./Mrs._____________, can you afford to wait another 90 days in case Mr./Mrs._____________, can you afford to wait another 90 days in case he/she is wrong again?

he/she is wrong again?

2

2 We We diddid

Mr./Mrs.______________, if the previous agent wasn’t strong enough to Mr./Mrs.______________, if the previous agent wasn’t strong enough to advise you about the dangers of overpricing the last time, can you afford to advise you about the dangers of overpricing the last time, can you afford to trust their judgment for another 90 days in case he/she is wrong again? trust their judgment for another 90 days in case he/she is wrong again?

You don’t want to be on the market and expire again in 90 days do you? You don’t want to be on the market and expire again in 90 days do you? (REPLY)

(REPLY) E

E We’ve We’ve already already made made a a decision decision so so thanks, thanks, but but no no thanks.thanks.

Mr./Mrs._____________, before you tie yourself up in a multi-month contract for Mr./Mrs._____________, before you tie yourself up in a multi-month contract for thousands of dollars, don’t you think you owe it to yourself to get just one more thousands of dollars, don’t you think you owe it to yourself to get just one more opinion?

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FSBO LISTING PRESENTATION (In-house) FSBO LISTING PRESENTATION (In-house)

1

1 The The advantage.advantage.

A

A What What advantage advantage you you think think you you have have selling selling your your home home to to a a buyer buyer without without a a realreal estate salesperson?

estate salesperson? Probably to save tProbably to save the commission, corhe commission, correct?rect? B

B What What do do you you think think would would motivate motivate a a buyer buyer to to buy buy from from you? you? To To save save the the samesame commission you are trying to save, right? Right now you’re not 6% apart you are commission you are trying to save, right? Right now you’re not 6% apart you are 12% apart, correct?

12% apart, correct? C

C When When did did you you start start advertising advertising your your house house for for sale?sale? D

D How How many many calls calls have have you you received received from from potential potential buyers?buyers? E

E How How many many have have come come to to see see your your home?home? F

F How How many many actually actually made made you you a a written written offer? offer? Obviously Obviously no no one one or or we we wouldn’t wouldn’t bebe talking right now, right?

talking right now, right? G

G Do Do you you have have any any idea idea why why no no came came to to see see your your house house or or made made an an offer? offer? Can Can I I telltell you why? (No show, no offer).

you why? (No show, no offer).

2

2 Number Number Props Props (You (You need need to to prepare prepare this)this)

Get the newspaper and real estate magaz

Get the newspaper and real estate magazines ines (What is the ratio of FSBO t(What is the ratio of FSBO to Real Estate?).o Real Estate?). You need to explain the ratios of how many people sell through real estate and how many You need to explain the ratios of how many people sell through real estate and how many FSBO.

FSBO. You need to know stats You need to know stats from the MLS computer tfrom the MLS computer that describes the market hat describes the market (i.e.:(i.e.: 2000 active listings, 500 new listings came on the market last month and only 250 sales, list 2000 active listings, 500 new listings came on the market last month and only 250 sales, list to sale ratio is 50%)

to sale ratio is 50%)

NAR stats---over 80% of FSBO’s list with real estate agents within 60 days of coming on NAR stats---over 80% of FSBO’s list with real estate agents within 60 days of coming on the market.