1. Real Estate Marketing and Sales Essentials Steps for Success Dan Hamilton

2. Seller Listing Procedures Introduction:

3. Seller Listing Procedures Types of data for a CMA: 1.Actives 2.Solds 3.Expireds

4. Seller Listing Procedures 1.Area 2.Square footage 3.Age 4.Amenities 5.Terms of sale

5. Seller Listing Procedures To run a CMA on your computer: 1.Pull up the tax records for the area. 2.Pull up the CMA program on your MLS. 3.Run the CMA by subdivision, then run it by map area.

6. Seller Listing Procedures Questions to ask a seller while on the telephone: KEY QUESTION: Do you have a second to tell me a little bit about your home? 1.How many bedrooms and bathrooms do you have? 2.How many living areas are in the house? 3.Is there a garage? If so, how many cars does it hold? 4.What kitchen equipment do you have? 5.Is your patio covered? 6.Is there a fence? What is it made from metal or wood? 7.Does the house have a security system or an intercom? 8.Do you have a swimming pool or a spa? 9.Does the house have central heat and central air? 10.What type of flooring is used in the house? 11.Is there a fireplace or a wet bar in the house? 12.What else can you tell me about your home?

7. Seller Listing Procedures Follow these steps while communicating the results of your CMA: 1.Explain how the CMA is organized. 2.Tell the sellers why each type of property in the CMA is important to the process. 3.Begin with recent sales, giving this section the most weight. 4.Describe each property thoroughly, comparing it to the sellers’ homes. 5.Allow ample time for the sellers to digest the information. 6.Point out the range of values. 7.Present a net proceeds estimate based on the middle of your recommended range. 8.Remind sellers of their goals. Help the sellers to set the correct price.

8. Seller Listing Procedures 1.Provides a visual presentation of the services offered. 2.Provides a track for the real estate salesperson to follow The presentation manual serves two main purposes:

9. Seller Listing Procedures The meeting should have the following track: Ask questions. Inspect the property. Discuss my abilities to market the property. Discuss my company’s abilities to market the property. Discuss my personal marketing plan for the property. Determine the price that will sell the property. Discuss working together for the benefit of both parties.

10. Seller Listing Procedures Ask the seller a series of questions: 1.Why are you moving? 2.When do you want or have to move? 3.How long have you lived in your present house? 4.What “major improvements” have you made to the house in the last year? 5.Who else are you talking with about the sale of your house? 6.Can you move without selling this house first? 7.Would you consider owner financing? 8.How did you arrive at your price? 9.Do you have any concerns about making a move? 10.Which of the following is most important to you: price, timing, or convenience? 11.What would it do to your plans if you just couldn’t sell? 12.What would it take for you to list with me tonight?

11. Seller Listing Procedures The five types of listing agreements include: 1.Open 2.Exclusive Right to Sell (ERS) 3.Exclusive agency 4.Net 5.One-time

12. Seller Listing Procedures Some final points on listing presentations: Do not tell jokes during the presentations. Do not talk to inattention. This simply means if the sellers are not listening, do not continue. Film yourself.

13. Seller Listing Procedures The post-agreement discussion occurs after a listing is signed. During this discussion the real estate salesperson should mention the following: Open houses Pets Advertising Security Safety Quick sale Showing Odors Cleaning Expensive items Updates Communication

14. Seller Listing Procedures 1.The “open house” must be priced right. 2.Location is critical for the “open house”. 3.Advertising the open house. 4.Directional signs are necessary. 5.Always schedule two “open houses”. 6.The owner must be absent. The following procedures for open houses will help maximize your efforts:

15. Seller Listing Procedures Summary: