Agent Recruiting Presentation

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Hedges Real Estate Inc.
Introduction to Tape 6 Seller Counseling
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Major Points

• The first meeting with a seller
• Pre-listing steps that establish credibility
• The power sequence that takes pressure off price
• How to build rapport and trust
• How to establish positive first impressions
• How to determine motivation

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Major Points

• Pre-listing steps that establish credibility
• Day or two before the appointment Send your
  resume, pricing video/papers, preparing home for
  sale video/papers, why choose a Realtor brochure,
  agency brochure, sellers disclosure, listing
  agreement, mortgage release and any other papers
  to get the process started. Dont send contract.

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Starting the Listing Process

• Identifying people who need to sell
• Buyers who need to sell before moving up or
  downsizing Ad calls, open houses, sign calls.
• For Sale By Owner
• Expired Listings
• Referrals from Friends, Family and Past Customers
  for whom you did an excellent job.
• Personal contacts meet and greet to build your
  sphere of influence.
• Referrals from out of town Realtors.

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Get the Appointment

• Id love to tour your home and show you the type
  of marketing we can do to sell it. Are weekdays
  ok for you to meet, or would Saturday be better?
• I can provide you a market analysis showing you
  how your home fits into todays market. When can
  we meet at your home for me to take a look
• Before you buy your next home, you really need
  to have your home on the market first. To start
  that process, lets meet at your home to discuss
  the marketing possibilities

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Selling Counseling starts with Listening

• The single best way to differentiate yourself
  from other agents in competition is to be the one
  agent who will ask good questions, and then
  carefully listen.
• Ask How soon How long If a good offer came
  in, would you be prepared to move
• Take detailed notes. Show them you care.
• Need-based selling requires that you listen
  first.
• Establish Trust, Be Honest.
• Ask What type of marketing do you expect from a
  Realtor? How have your previous experiences
  with Realtors and home selling gone?
• What would you like your next agent to do the
  same/different that previous agents?

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Your Notes Ready You for Presentation

• Professionals diagnose before they prescribe.
• Your Listing Presentation is based on what you
  learn at this Seller Counseling Interview.
• Theyll TELL you what they want so you will know
  what to focus on to GET the listing.
• Know whether it will be a one-call or two-call.
• Unless you are very prepared with a laptop
  computer and good comparables, a Two-call
  approach is highly recommended.
• Try not to give them prices at first. Save that
  for your presentation after your research!
• I dont guess at market values, I let the data
  from my research tell us where to price your home
  based upon todays market.

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• The power sequence that takes pressure off price
• Im here today to interview with you to
  determine if Im a good match to be the Realtor
  to market your home.
• It is our policy to save pricing discussion for a
  separate meeting after you have determined if I
  am the agent to list your home.
• If you choose me as your listing agent, I would
  like to then schedule another appointment to
  create a Comparative Market Analysis (CMA) for
  your property. This is an "X-Ray" of the property
  in which I help you price your property based
  upon our huge database of active, pending, sold,
  and expired properties. We adjust for
  differences and spend time analyzing the data in
  order to attempt to best price your home.
• The market determines the price. We analyze the
  data with you to come up with a fair market price
  that will attract a reasonable number of showings
  to result in a good contract from qualified
  buyers in the amount of time in which you would
  like to sell your property.
• If you dont choose me, then my price opinion
  will not matter. Furthermore, if you dont
  become my client, I could subsequently represent
  a Buyer client on your home who would expect me
  to provide pricing advice. It would be a
  conflict of interest for me to provide that
  information to you if we dont have a listing
  agreement in place first.

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Key Ideas

• Sellers truly just want you to give them a price,
  but you should do all you can to postpone the
  discussion of pricing. Let them know that you
  dont guess at prices without doing serious
  research after a seller agrees to work with you.
  
• Mr. And/or Mrs. Seller, Some agents try to get
  listings by suggesting a high price. We ask that
  you choose an agent based upon marketing plans
  and ability and then let us work with you to
  determine what price range the market dictates.
• Realtors dont determine price, the market does.

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Watch Seller Counseling Video 25 Minutes