Seller Pre-Listing Real Living Lifestyles Academy © Coach2Sell 2011

 Listings provide an avenue to market your real estate services  Sellers are also Buyers  Control of your time and schedule  Your business runs even if you are not there Why do we want Listings?

 Your Real Estate Sign  Property Brochures  Post Cards  Open Houses  Networking with other agents  Your Website  Word of Mouth  Viral Marketing Marketing through Listings

 When they sell they need a new home  Great customer service will keep them loyal  Moving out of area send them to a referral agent for a referral fee 25-30% Sellers are also Buyers

 With Listings you are in more control of your time because you are not having to run and see property as they come on the market and having to fit into buyers schedules Control Your Time & Schedule

Your Business Runs without You  Your inventory is always being shown for sale by other agents  You can go on Vacation and your homes are still being shown for sale by other agents  You control the inventory and pricing  Keep business coming in with consistent marketing

Where Do Listings Come From  SOI  Farming  Social Networking in Person  Social Networking Virtual  Past Clients – Friends – Family  Internet  Advertising  Cold Calls  Door Knocking

Tools to Assist Lead Generation  Picture Perfect San Diego  Client Gateway  Internet Lead Generation – 1 Park Place  Your Personal Website

Your Pre-List Package  Your Business Card  A Personal hand written note  Your Personal Brochure/Resume/Bio/Stats  Choose from over 30 Full Color Presentation Sheets Real Living Lifestyles Has Available to You  Customize Your Own Presentation Sheets  Marketing Samples  Marketing Plan  Information on Your Support Team  Testimonials  How to Prepare Your Home for Sale  The Importance of Pricing Information or DVD  Client Information Sheet (Homework)  Market Trend Information – Altos Reports on ARC

Pre-Qualify the Appointment  Be sure to call to pre-qualify the appointment that the sellers are ready and able to move forward to sell their home (use a script)  Confirm the appointment time and address

One Step vs. Two Step Presentation  One step – you go out to meet with the clients view the home and do a complete listing presentation at one time  Two step – first appointment you go out to view the home and leave the pre-listing package with the client you go back gather information and return for a full listing presentation at a later time

Prepare Yourself for the Appointment  Be sure to get your mindset right before you go into the appointment  Dress for Success  Have your Comps and know them well  Preview All Active Listings  Know your Presentation (use a scripted presentation)  Know how to handle objections three ways  Enjoy the process it has to be Fun  Know your walk away price so you don’t take the listing if it is overpriced

Thank You for Being Here