seller series: winning with awesome listing presentations

www.marketleader.com

Seller Series: Winning with Awesome Listing Presentations

Family Reunion 2014

Lindwood ParkerVP of Operations

Keller Williams Realty Alaska Group

Kris OlsenSenior Trainer, Market Leader


Meet Lindwood!


• Seven tips to win more listings• Secrets to minimizing objections• Steps to handle objections that do arise

What you’ll learn today


1: Find out their “Why”


2: Reframe their “Why”

April May JuneJuly August September

SellLIST


TMO: Total Market Overview

3: Explain Market: Cause and Effect


Improve sellers’ understanding of the market Reduce sellers’ emotionality and attachment to price Transform relationship from me to we Establish yourself as the expert Foster more realistic expectations Diffuse potential objections

Why Explain Market Cause and Effect?


4: Price based on Current Market

Active Pending Sold


5: Guide to Look through Buyers’ Eyes


6: Differentiate Your Marketing Strategy


Internet presence is critical• 92% of buyers use the internet in their home search• 43% of buyers find the home they purchased online• Buyers take 11-27 months before they make a decision

What’s Needed to Win Today’s Buyers


Buyers look for:• Pictures and home details• School information• Neighborhood information • Market conditions• Short sale/foreclosure traps• How to successfully purchase a home• Value of their current home

What’s Needed to Win Today’s Buyers


Our Blog: We Meet Today’s Buyers


Website: We’re Buyers’ Only Source


Market Insider: Buyers Like our Value


We Know Many Buyers


7: Address Objections Immediately


• Ask for their reasoning• Listen carefully• Paint a picture of pleasure vs. pain

“Your Estimate is Wrong”


• Your house will perform based on what’s happening in the market

“Another Agent Can Sell it for More”


• Answer objectively• Share suggestions

“How Can I Increase the Value?”


• My job is to help you meet your goal• Here’s the information you need• Here’s the timing we should target

“Your Commission is too High”


“We’re Not Ready Yet”

April May JuneJuly August September

SellLIST

• Explain natural results in relation to their goal


What questions have I not yet answered for you?

“I Want to Talk with Another Agent”


7: Address Objections Immediately


1. Find out their “why”2. Reframe their why3. Explain market: Cause and effect4. 555: Price based on current market5. Guide to look through buyer’s eyes6. Differentiate your marketing strategy7. Address objections immediately

Win More Listings


What’s Your One Thing for Listings?


Seller Series: Winning with Awesome Listing Presentations

Family Reunion 2014

Lindwood ParkerVP of Operations

Keller Williams Realty Alaska Group

Kris OlsenSenior Trainer, Market Leader


Singe Property Websites: Exposure

seller series: winning with awesome listing presentations

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