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Seller Series: Winning with Awesome Listing Presentations

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Information about Seller Series: Winning with Awesome Listing Presentations
Real Estate

Published on February 15, 2014

Author: MarketLeaderInc

Source: slideshare.net

Description

Presented at Keller Williams Family Reunion 2014
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Seller Series: Winning with Awesome Listing Presentations Family Reunion 2014 Lindwood Parker VP of Operations Keller Williams Realty Alaska Group Kris Olsen Senior Trainer, Market Leader www.marketleader.com

Meet Lindwood! www.marketleader.com

What you’ll learn today • Seven tips to win more listings • Secrets to minimizing objections • Steps to handle objections that do arise www.marketleader.com

1: Find out their “Why” www.marketleader.com

2: Reframe their “Why” Sell LIST April May www.marketleader.com June July August September

3: Explain Market: Cause and Effect TMO: Total Market Overview www.marketleader.com

Why 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 www.marketleader.com

4: Price based on Current Market Active www.marketleader.com Pending Sold

5: Guide to Look through Buyers’ Eyes www.marketleader.com

6: Differentiate Your Marketing Strategy www.marketleader.com

What’s Needed to Win Today’s Buyers 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 www.marketleader.com

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 www.marketleader.com

Our Blog: We Meet Today’s Buyers www.marketleader.com

Website: We’re Buyers’ Only Source www.marketleader.com

Market Insider: Buyers Like our Value www.marketleader.com

We Know Many Buyers www.marketleader.com

7: Address Objections Immediately www.marketleader.com

“Your Estimate is Wrong” • Ask for their reasoning • Listen carefully • Paint a picture of pleasure vs. pain www.marketleader.com

“Another Agent Can Sell it for More” • Your house will perform based on what’s happening in the market www.marketleader.com

“How Can I Increase the Value?” • Answer objectively • Share suggestions www.marketleader.com

“Your Commission is too High” • My job is to help you meet your goal • Here’s the information you need • Here’s the timing we should target www.marketleader.com

“We’re Not Ready Yet” • Explain natural results in relation to their goal Sell LIST April May www.marketleader.com June July August September

“I Want to Talk with Another Agent” What questions have I not yet answered for you? www.marketleader.com

7: Address Objections Immediately www.marketleader.com

Win More Listings 1. 2. 3. 4. 5. 6. 7. Find out their “why” Reframe their why Explain market: Cause and effect 555: Price based on current market Guide to look through buyer’s eyes Differentiate your marketing strategy Address objections immediately www.marketleader.com

What’s Your One Thing for Listings? www.marketleader.com

Seller Series: Winning with Awesome Listing Presentations Family Reunion 2014 Lindwood Parker VP of Operations Keller Williams Realty Alaska Group Kris Olsen Senior Trainer, Market Leader www.marketleader.com

Singe Property Websites: Exposure www.marketleader.com

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