Boost Your Business Price It Right From The Start

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Boost Your BusinessPrice It Right From The Start
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Check In

• What did you do?
• What happened?
• What results did you get?
• What do you think youll do next time?

Refer to your Sales Planner from last workshop
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Use this slide to introduce guest speaker or top
producer that will share their success or
demonstrate skills. Insert Photo or Delete
slide if not needed
Meet the Expert
Add guest speakers name
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Preparing for the List Price Discussion
Its time to discuss List Price!

• Do your research
• Know the market inventory
• Know the market activity
• Use the PTA and PTA calculator to establish the
  price range
• Have a marketing strategy in place

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The Price Is Right, Or Is It?
So, what is my house worth?
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• The Seller is impressed with your presentation,
  understands your reasoning, but wants a higher
  list price!
• What now?

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Why Does The Seller Want To List For More?

• My neighbors house sold for that price
• I need to net XXX in order to buy my next home
• Ive added improvements to my home, which makes
  it worth more

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Time To Negotiate

• Mr. and Mrs. Seller, I have recommended a
  listing price of 340,000 to 360,000, with
  360,000 the highest in the current market
  conditions. You are asking me to list it at
  420,000

Lets look at three different approaches in
negotiating with the seller.
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Approach 1 Set Expectations and Get Agreement
Mr. and Mrs. Seller I will be happy to list
your house at 420,000 for three weeks. During
that time I will

• Hold an Open House with 8 signs
• Bring my office on tour
• Give you feedback from the office visit
• Advertise your home on the Internet
• Provide all marketing services as outlined

If we do not receive any offers after three
weeks, then we will need to reassess the list
price and make an adjustment.
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Approach 2 Negotiate The List Price With The
Commission

• Mr. and Mrs. Seller, you are asking me to list
  your home at 420,000. This will require more
  aggressive marketing and time to sell given the
  current market conditions. Therefore, I will be
  happy to do this for a 7 commission.
• If we do not receive any offers after three
  weeks, then we will need to reassess the list
  price and make an adjustment. At that time I
  will reduce my commission to 6.

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Approach 3 Use The PTA To Set Expectations

• Mr. and Mrs. Seller, as you can see by the Price
  Trend Analysis, home prices have not fluctuated
  much. Taking into account the time on market and
  inventory, it is in your best interest to price
  your home accordingly.
• I will list your home for 420,000, and
  aggressively market it, but if we do not receive
  any offers after three weeks, then we will need
  to reassess the list price and make an
  adjustment.

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Todays Call Session

• Make a minimum of 50 calls from your prepared
  list - Do Call List, SOI, OH Guest Registers,
  FSBO or Expireds.
• Keep track and report progress on the board.
• Record all leads and appointments made.
• Utilize Prospect Follow Up sheet to set follow up
  call appointments.

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Call Session Results

• How many calls were made in total? (Calculate on
  flipchart)
• How many appointments were made? (Calculate on
  flipchart)
• What worked well for you today when calling?
• What would you try differently next time?

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Grow Your Skills and Business

• Call until you get 1 appointment do this 3
  times before next session. Goal is to secure 3
  appointments.
• Attend 1 appointment appointment can be a buyer
  consultation, listing appointment (1st or 2nd),
  FSBO, expired or price improvement.
• Come prepared to make 50 calls at next workshop.
• Preview homes and take notes on property
  features.
• Work an Open House. Follow up with all guests in
  24 hours.
• Take online training Pricing it Right, The
  Weichert Listing Presentation Dialogue and Tips,
  Overcoming the Common Seller Objections and The
  Art of Negotiation.

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The path to success is to take massive,
determined action. - Anthony Robbins
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Sales Planner

1. Add the assignments we just reviewed to your new
   Sales Planner.
2. Write down what you will commit to do by next
   session.
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.

Distribute blank copies of Sales Planner
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Quickest Way to Boost Your Business
REMEMBER
Aim for an Appointment a Day!

• Work an Open House every week.
• Know the inventory!
• Get Price Improvements on listings 30DOM.
• Make 100 iCalls every week.
• Work FSBOs and Expireds every week.
• Follow up!

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• Success is almost totally dependent upon drive
  and persistence. The extra energy required to
  make another effort or try another approach is
  the secret of winning.
• Denis Waitly

Thank You