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TRANSCRIPT
FAMILY REUNION
2016
• Take a moment to observe how your body feels,
including your temperature, energy, emotions.
Physically, how does each body part feel?
• Now, please stand up.
Exercise
FAMILY REUNION
2016
Mastery: Asking QuestionsIf you did sell your home, where would you move to?Would you be able to move without selling your home?Would you consider renting your home if it doesn't sell?In a perfect world, how soon would you like to move?When we meet, how much do you want to price your home for?What price won't you go below?Are you familiar with what your neighbors' homes have sold for?How much do you currently owe on your home?Have you ever thought about selling it yourself?What is the most important thing to you when choosing an agent?Do you already have interested buyers for your property?Are you interested in providing seller financing?
Real Estate Success Principles1. Say the right thing
2. Say it enough times
3. Have enough people to say it to
Say the right thing?1. More efficient and productive
2. Requires less leads
3. So you don’t practice on your clients
FAMILY REUNION
2016
The New UVP
1. How well it is priced
2. How well it shows
3. How well it is marketed
4. How well you communicate
FAMILY REUNION
2016
Seller Website
1. Come List Me Website
2. Prelisting Packet
3. Covers the Selling Process
4. Marketed Focused on Agent Brand
FAMILY REUNION
2016
Valuation Leads
1. Online: Facebook Ads - Google PPC
2. Mail: Postcards, Newsletters, JL/JS
3. Email: Buyer Leads, Sphere
4. Prospecting: VMs, JL/JS
FAMILY REUNION
2016
Buyer Leads into Listings• Do you own a home currently?
• Do you rent?
• Have you checked recently to see what your home is worth?
• Would you have to sell before you buy?
• How many properties do you currently own?
• Do you have any other properties that you would like to sell?
• How much would you like to get for your home before you buy?
• Do you know how much homes around you are selling for?
FAMILY REUNION
2016
Listing Lead Sources – Pick 5
1. Sphere
2. Open Houses
3. Prospecting
4. Internet Leads
5. Your Choice
FAMILY REUNION
2016
Location of Presentation
1. At the House
2. Over the Phone
3. Virtually - Recorded
4. Virtually - Live
FAMILY REUNION
2016
Delivery Type of Presentation
1. Full Marketing Presentation
2. Asking Questions Presentation
3. Presold Presentation