Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS The Ultimate Listing Presentation by Scot Kenkel

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS A Marketing Proposal Tom and Mary Jones 110 Tradewind Street Edgewood KY Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OBJECTIVES FOR TODAY IF WE GET THROUGH THESE YOU SHOULD BE ABLE TO MAKE A DECISION Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS KEYS TO ASKING QUESTIONS Bob Smith, Agent - ABC Realtors, Inc. 1.Ask their Permission First 2.All answers are kept confidential 3.Start with Easy and progress to Hard 4.Remember RULE 101 – ask question – get answer 5.Don’t leave table till you KNOW their HIRING Criteria

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS 1. Why are you moving and where are you moving? 2. When do you want /have to move? 3. How long have you lived in your present home? 4. What “major improvements” have you made on your present home? 5. Who else are you talking with about the sale of your house? 6. What other source of funds do you have available to you? 7. How do you feel about owner financing? 8. How did you arrive at your price? 9. What is most important to you? Pricing? Timing? Convenience? 10. What would it do to your plans if you couldn’t sell? 11. What would it take to get you to list with me today? QUESTIONS TO ASK

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS KEYS TO LOOKING AT THEIR HOME Bob Smith, Agent - ABC Realtors, Inc. 1.INVOLVE your Sellers in the Process 2.TAKE tons of Notes – Avoid giving Advice 3.DO what other agents DON’T DO 4.REMEMBER – Compliments increase their VALUE 5.DEFER all pricing issues till THE RIGHT TIME

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS AFTER LOOKING AT THEIR HOME WE’RE GOING TO WALK THEM THROUGH OUR PROCESS But FIRST let’s tell them a bit about ME and MY COMPANY – and MY SALES TEAM OUR PROCESS

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS ABOUT ME Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS MY COMPANY Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS MY SALES TEAM Bob Smith, Agent - ABC Realtors, Inc. THE LARGEST SALES TEAM IN THE AREA

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OUR PROCESS Bob Smith, Agent - ABC Realtors, Inc. NOW WE’RE GOING TO WALK THROUGH HOW WE GET PAID

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS HOW DO WE GET PAID? Bob Smith, Agent - ABC Realtors, Inc. FIND A READY WILLING & ABLE BUYER NEGOTIATE AN ACCEPTABLE AGREEMENT SATISFY ALL CONDITIONS OF PURCHASE SUCCESSFUL TRANSFER TO PURCHASER -- also referred to as the closing

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OUR PROCESS Bob Smith, Agent - ABC Realtors, Inc. LET’S MAKE SURE THEY UNDERSTAND HOW WE’RE DIFFERENT FROM ALL THE OTHERS

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE TAKE A DIFFERENT APPROACH!! Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE DO THINGS DIFFERENT Bob Smith, Agent - ABC Realtors, Inc. WE DON’T JUST FIND ANY READY WILLING & ABLE BUYER

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE DO THINGS DIFFERENT Bob Smith, Agent - ABC Realtors, Inc. WE DON’T JUST FIND ANY READY WILLING & ABLE BUYER WE FIND THE ABSOLUTELY BEST READY WILLING & ABLE BUYER

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Bob Smith, Agent - ABC Realtors, Inc. CREATE COMPETITION FOR YOUR HOME MAINTAIN AN OBJECTIVE VIEWPOINT UNDERSTAND BOTH PARTIE’S WANTS & NEEDS SELECT THE BEST POSSIBLE PURCHASER TO FIND A (THE BEST) READY WILLING AND ABLE BUYER

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE DO THINGS DIFFERENT Bob Smith, Agent - ABC Realtors, Inc. WE DON’T JUST NEGOTIATE AN ACCEPTABLE AGREEMENT

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE DO THINGS DIFFERENT Bob Smith, Agent - ABC Realtors, Inc. WE DON’T JUST NEGOTIATE AN ACCEPTABLE AGREEMENT WE NEGOTIATE THE BEST TERMS AND CONDITIONS FOR YOUR SITUATION!!

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE DO THINGS DIFFERENT Bob Smith, Agent - ABC Realtors, Inc. WE DON’T JUST SATISFY THE CONDITIONS OF THE AGEEMENT

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE DO THINGS DIFFERENT Bob Smith, Agent - ABC Realtors, Inc. WE DON’T JUST SATISFY THE CONDITIONS OF THE AGEEMENT WE CLOSELY MONITER EVERY CONDITION TO GUARANTEE A SUCCESSFUL END RESULT

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WE DO THINGS DIFFERENT Bob Smith, Agent - ABC Realtors, Inc. BY DOING IT OUR WAY--- WE DON’T HAVE TO JUST HOPE FOR A SUCCESSFUL TRANSFER/CLOSING WE MAKE SURE IT’S SUCCESSFUL!!

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS NOBODY GETS PAID IF THE SALE DOESN’T CLOSE Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS NOW IT’S TIME TO START ON THE ACTUAL PROCESS – STARTING WITH AN EXPLANATION OF “WHAT IS MY JOB?” OUR PROCESS

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS WHAT IS MY JOB? Bob Smith, Agent - ABC Realtors, Inc. EXPOSE SELLER’S HOME TO THE MARKET INTERPRET THE MARKET’S REACTION ADVISE MY SELLERS ACCORDINGLY

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS THERE’S 10 STEPS TO OUR PROCESS – LET’S GO THROUGH EACH OF THEM INDIVIDUALLY OUR PROCESS

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OUR PROVEN PROCESS Bob Smith, Agent - ABC Realtors, Inc. 1.GATHER INFO – Data and Visual info 2.VERIFY ACCURACY – Upload to Data Distribution SYSTEM 3.CREATE Detailed “Prepare to Sell” Checklist 4.SELECT Signage and PORTAL Distribution OPTIONS 5.LAUNCH the Targeted Industry Awareness Campaign 6.COORDINATE showings to Qualified Prospective Buyers 7.NEGOTIATE and EXPLAIN all written offers to purchase 8.ANALYZE the Market Reaction to and Prepare Report 9.REGULAR REVIEW of the Consolidated Market Update 10.OVERSEE process of accepted Purchaser until CLOSED STEP

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 1: GATHER ALL THE INFORMATION Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 2: VERIFY FOR ACCURACY BEFORE UPLOADING INTO OUR DATA DISTRIBUTION SYSTEM Bob Smith, Agent - ABC Realtors, Inc. OUR DATA DISTRIBUTION SYSTEM

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 3: CREATE “PREPARE TO SELL” CHECKLIST Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 4: SELECT SIGNAGE AND PORTAL OUTLETS Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Bob Smith, Agent - ABC Realtors, Inc. Frontdoor.com Craigslist.com Enormo.com Oodle.com Vast.com Hotpads.com REALTOR.com TheAgencyWest.com GOOGLE.com NKMLS.com STEP 4: SELECT SIGNAGE AND PORTAL OUTLETS

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 5: LAUNCH “INDUSTRY AWARENESS CAMPAIGN” Bob Smith, Agent - ABC Realtors, Inc. NEW LISTING!!

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 6: COORDINATE ALL SHOWINGS Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 7: NEGOTIATE AND EXPLAIN OFFERS Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 8: ANALYZE MARKET REACTION & REPORT Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 9: CONDUCT REGULAR UPDATE REVIEWS Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS STEP 10: OVERSEE SALE TO CLOSING PROCESS Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OUR PROVEN PROCESS Bob Smith, Agent - ABC Realtors, Inc. 1.GATHER INFO – Data and Visual info 2.VERIFY ACCURACY – Upload to Data Distribution SYSTEM 3.CREATE Detailed “Prepare to Sell” Checklist 4.SELECT Signage and PORTAL Distribution OPTIONS 5.LAUNCH the Targeted Industry Awareness Campaign 6.COORDINATE showings to Qualified Prospective Buyers 7.NEGOTIATE and EXPLAIN all written offers to purchase 8.ANALYZE the Market Reaction to and Prepare Report 9.REGULAR REVIEW of the Consolidated Market Update 10.OVERSEE process of accepted Purchaser until CLOSED STEP

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS PRICING STRATEGY Bob Smith, Agent - ABC Realtors, Inc. TIME FOR A TRIAL CLOSE!! YOU ASK: “Before we get into PRICING – Do you feel I’M QUALIFIED TO GET THE JOB DONE?” YOU ASK: “IF WE CAN AGREE ON THE NUMBERS – IS IT SAFE TO ASSUME YOU’LL WANT TO HIRE ME?” Remember RULE 101- If Ask Question GET Answer!!

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR Bob Smith, Agent - ABC Realtors, Inc. LOCATION LOCATION LOCATION PHYSICAL CONDITION OF HOUSE CURRENT COMPETING HOMES FOR SALE LOCAL and NATIONAL ECONOMY UNEMPLOYMENT RATE AVAILABLE FINANCING OCCUPANCY FLEXIBILITY SHOWING CONDITION AND AVAILABILITY

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR Bob Smith, Agent - ABC Realtors, Inc. PRICE

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS PRICING STRATEGY Bob Smith, Agent - ABC Realtors, Inc. TEACH THEM HOW TO DO A CMA – WHAT PROPERTIES HAVE NOT SOLD (EXPIREDS) WHAT PROPERTIES HAVE SOLD (SOLDS) CURRENT COMPETING PROPERTIES (ACTIVES)

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS PRICING STRATEGY Bob Smith, Agent - ABC Realtors, Inc. ONCE YOU HAVE COME TO A $$$$ AMOUNT 1.Reduce the Amount to NET $$ IN THEIR POCKET 2.TRIAL CLOSE using WORST CAST SCENARIO 3.DON’T DWELL ON IT – MOVE TO NEXT STEP

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS OBJECTIVES FOR TODAY 1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS 4. PRICING STRATEGY 5. PAPERWORK Bob Smith, Agent - ABC Realtors, Inc.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS PAPERWORK Bob Smith, Agent - ABC Realtors, Inc. 1.STACK FORMS FOLDER SO BOTTOM IS LISTING AGREEMENT 2.FOLLOW THE SAME PATTERN WHEN EXPLAINING – Identify the FORM – Explain it’s Purpose – Point with your Pen – End with “ANY QUESTIONS?” – Move to NEXT Form 3.ONCE YOU REACH LAST FORM – After Asking “ANY QUESTIONS?” – Hand Pen to Dominant Party to get their APPROVAL --

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS EMERGENCY TOOLS A. HOW TRYING TO GET A LITTLE MORE CAN ACTUALLY COST YOU A WHOLE LOT MORE. B. HOW WAITING -- EVEN JUST A COUPLE DAYS -- CAN COST YOU $_______________. C. HOW IT ACTUALLY COSTS LESS TO HIRE A PRO VERSUS SELLING IT YOURSELF. D. THE BROKER COST COMPARISON TOOL TO USE AGAINST CUTTING COMMISSION. E. THE MARKETABILITY SCORECARD TO MAKE SURE THEIR HOME WILL SELL OR NOT.

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS TRAINING RESOURCES Everything you ever wanted to know about getting more LISTINGS than EVER BEFORE!! THREE LIVE LEARNING SEGMENTS TONS OF TOOLS AND SCRIPTS NO FEE TO REPEAT – LEARNING GUARANTEE

Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS TRAINING RESOURCES Everything you ever wanted to know about LISTING, SELLING and CLOSING More Short Sales!! THREE LIVE LEARNING SEGMENTS TONS OF TOOLS AND SCRIPTS NO FEE TO REPEAT – LEARNING GUARANTEE