camp 4:4:3 power session 9: the listing consultation – initial steps

CAMP 4:4:3

Power Session 9: The Listing Consultation – Initial

Steps

Power Session 9

Slide 2

The Listing Consultation: Initial Steps

Introduction

In my mind, it all comes down to your affirming or non-affirming

answer to this question: “Do you think it is possible?”

- Millionaire Real Estate Agent

64

Power Session 9

Slide 3


Introduction

Objectives…1) Identify the basic steps of the listing

consultation2) Review how to discuss agency3) Review the contents of the Pre-Listing Packet4) Identify how to greet sellers5) Define how to consult with sellers6) Discover how to evaluate a seller’s home7) Practice the initial steps of the listing

consultation

64

Power Session 9

Slide 4


CAMP Map

65

Power Session 9

Slide 5


The Basics

66

Power Session 9

Slide 6


The Basics

One-Step Consultation vs. Two-Step Consultation

The listing consultation can be done in either one meeting or two. While a two-step consultation is preferred, it won’t always fit the schedule of the seller.

67

Power Session 9

Slide 7


Agency

You must discuss agency with the seller. However, agency laws vary widely from state to state, so a sample script is not provided in this training. Your instructor will explain what to say based on your state laws and at what juncture in the process you must disclose this information.

68

Power Session 9

Slide 8


1. The Pre-Listing PacketThe Pre-Listing Packet is a collection of documents that you send or drop off to the seller. The advantages of the Pre-Listing Packet are twofold:1. It can shorten your consultation by 15-30 minutes as it

educates and proactively addresses common objections.2. It sets you apart from the competition and thus is the first

step in demonstrating the benefits of selecting you as an agent.

69

Power Session 9

Slide 9


2. Greet the Sellers

In preparation for the appointment, bring an additional copy of the Pre-Listing Packet (in case the sellers have misplaced theirs), a comparative market analysis for the home, and all necessary graphs and charts you will refer to during the presentation.

70

Power Session 9

Slide 10


3. Consult with the Sellers

71

Your goal during this step of the listing consultation is to identify the sellers’ wants, needs, and values—what is important to them in the sale of their home. As with buyers…

Your goal is to help your clients achieve their goals!

Power Session 9

Slide 11



Identifying What is ImportantBeginning your consultation by talking about what is important to the sellers is critical in gaining their trust and communicating that you are there to assist them, rather than just to get a sale.

Do not forget the critical follow-up question:What about ____ is important to you?

71-72

Power Session 9

Slide 12



Winning Two Sides of Their BusinessQuestion number 10 above is of particular importance, because it provides you with two opportunities. The first is to ask for the sellers’ business as a buying client. If they agree, this will also build a very strong bond, and they’ll be more likely to list with you. If they are leaving the area, you can accomplish the same objective by offering relocation assistance.

73

Power Session 9

Slide 13


4. Evaluate the Home

Use the Listing Walk-Through Notes (found in your Tool Kit) to take thorough notes as you tour the home.

While you are touring the home, ask about obvious faults. At this stage of the consultation, avoid making recommendations for home improvements as this may offend the sellers.

74

Power Session 9

Slide 14


PracticeRole-ModelWatch as your instructor demonstrates how to consult the seller and conduct the home evaluation.

Discussion QuestionHow might you build rapport with a seller who is very shy or quiet?

75

Power Session 9

Slide 15


Practice

ExerciseDirections:1. With a partner, practice the scripts for consulting

with the seller and touring the home. 2. Use the training room as the “home.” As you

walk through the room, the buyer will point out what they do and do not like, and the agent will ask questions about things in the room.

Time: 30 minutes

76

Power Session 9

Slide 16


AssignmentsPower Session Assignments

1. Customize your Pre-Listing Packet using the template provided in your Tool Kit.

2. Prepare a CMA for one of the homes you previewed.

77

Power Session 9

Slide 17


Assignments

Ongoing Assignments

1. Complete 10:5:15:5a) Collect 10 business cards.b) Make 5 phone calls.c) Send 15 notes or letters.d) Preview 5 homes.

Record your progress on the Success Grid.2. Schedule a one-hour role-play session with your

CAMP Buddy. Practice the listing consultation scripts.

3. Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified.

77

Power Session 9

Slide 18


Assignments

Something to Think About…

How would you handle a situation in which you felt the seller was not being entirely honest about the condition, ownership or size of the house?

77

Power Session 9

Slide 19


We have talked about…1) The basic steps of the listing

consultation2) How to discuss agency3) The contents of the Pre-Listing Packet4) How to greet sellers5) How to consult with sellers6) How to evaluate a seller’s home7) How to conduct the initial steps of the

listing consultation

sum

camp 4:4:3 power session 9: the listing consultation – initial steps

Documents