1. Part Four Winning The Listing

2. Part Four focuses on winning the listing every time
Part Four focuses on winning the listing every time. There are seven over-all strategies we share with you on how to position yourself for greater success. Pay attention to what you need to improve on and start seeing the results of more listings.

3. LISTINGS
WINNING THE LISTING

5. 1
Ensuring you have those who can make the final decision is very important. I am always surprised at agents who go on listing appointments without both decision makers. Better to delay a day or so to make sure all are involved.

6. 2 B R A N D
How to use the strength in the Brand to win the listing. Remember with 40% of all real estate being transacted by those not living locally the power of a global brand ensure the seller gets 100% attention to their home. RE/MAX Gold sells more homes in California Than any other brokerage!

7. Don’t just have a generic marketing plan
Don’t just have a generic marketing plan. Make one specific to the listing your presenting for. Cover all the marketing and unquie ways you will create opportunity for the home. Remember the consumer more than ever needs a media company not a agent. 3

8. One of the most overlooked concepts
One of the most overlooked concepts. Being on time (at least 10 minutes early) and more importantly taking the time to ensure your mind is in the right state for a awesome presentation gives you the very best chance of winning. 4

9. 5 REVERSE PROSPECTING Pull all listings 20% to 30% above
Your expected list price.
Target each listing with this flyer
Sent when their home goes pending
*California Statistic:
In California, we know that of all
The potential buyers 40%
Are what we call “Move-Up”
Buyers looking for a home at least
20% to 30% more than the one they
Are selling…
The “Unique Selling Value” or the one thing you do that no one else's does that makes you unique and stand out. It’s the one thing that sells more homes than anything else. This gives you great strength and a edge to win with.

10. 6
Knowing the objections before hand will allow you to be prepared for the “No” or the “Let us think on it” Take charge, drill down and ask questions. Do not let them off the hook. A good closer wins more than not.

11. 6 Selling Broker 3% Commission 3% Commission 50% 50% Listing Selling
20%/split
20%/split
50%
50%
Listing
Agent
Selling
Agent
This is a great way to explain and over come commission objections. Remember, don’t have a premade one sheet, draw this out on a notepad and make it look as though your explaining it.
80%/split
80%/split

12. Finally “Follow Up, Follow Up, Follow Up” Never stop following up until they say stop we are not listing with you. Thank them and continually send them updates on the market. Be available and work for them
FOLLOW UP