RE/MAX Romania 2014

The Listing Presentation

RE/MAX Romania 2014

The 3 “YES” answers:1.Do I trust you?2.Are you good at what you do?3.Do you really care about me?

RE/MAX Romania 201410 presentation tips:

1) I, robot 2) The success swing 3) Have fun! 4) Educate 5) Practice

6) Influence, don’t sell 7) The best 8) Burn the ships 9) Create need 10) Feel good & energize

RE/MAX Romania 2014

Key presentation stages:1.Building rapport 2.Qualifying3.Value proposition – “The show”4.Trial closing & closing

RE/MAX Romania 2014

Building rapport:1.Matching2.Pacing3.Common ground4.Empathy

RE/MAX Romania 2014

Matching1.Adjust body language, tone & eye contact2.Display genuine interest3.Be natural, be yourself4.Unify perspectives

RE/MAX Romania 2014

Pacing1.Test the success of the matching phase2.Echo key phrases and slang3.Identify & respond to sensory language4.Set the tone!

RE/MAX Romania 2014

Common ground1.Family2.Work3.Objects around the property4.People / life events etc.

RE/MAX Romania 2014

Empathy1.Be real!2.Avoid scripts3.Connect emotionally4.Good rapport = signed listing…

RE/MAX Romania 2014Three CRITICAL key phrases!!1. “I want you to know a little bit about me and my business. I run a

business based on reputation and referrals. For me, a good transaction is not simply a sale, but more importantly – a satisfied client”

2. “You are about to make a very important decision – who is going to be the real estate professional in charge of the most important transaction you will be making in the next few years. I urge you to make this decision carefully”

3. “Our goal and my challenge today is to demonstrate to you how can I get you the best possible price for your property. Does that sound interesting?”

RE/MAX Romania 2014

Qualifying1.Ask questions and more questions… 2.Listen carefully and follow up3.Silence is a prime sales tool4.Assessing motivation

RE/MAX Romania 2014Questions bank:1. Why are you selling?2. How did you come up with the asking price?3. What did you enjoy most about living here?4. What are you looking for in your next house?5. Tell me about the experience of buying this house6. How much time will you need after the sale?7. What is the minimum price offer you’ll be willing to look at?8. What is your experience of working with realtors?9. Do you see yourself selling within 3 months?10.What are your expectations from a real estate agent?

RE/MAX Romania 2014

Value proposition1.Marketing2.Consulting 3.Working with buyers – the knock-out!!4.Negotiation

RE/MAX Romania 2014

Marketing1.Create a printed MAP (marketing action plan)2.Step 1 – display the MAP and commit to it 3.Step 2 – highlight the key marketing features4.Emphasize unique advantages

RE/MAX Romania 2014

Possible unique advantages1.RE/MAX website2.Global RE/MAX website3.Video + social media4.RE/MAX co-op selling5.National co-op selling6.International co-op selling

RE/MAX Romania 2014

Consulting1.CMA (comparative market analysis)2.Staging 3.One-stop-shop4.The ultimate trusted advisor

RE/MAX Romania 2014

Working with buyers – the knock out!!1.Pre-qualifying2.Safety 3.The buyer as a question mark4.The seller is the usual suspect5.Higher closing percentages – the slide effect6.Competition for maximum price

RE/MAX Romania 2014

Negotiation1.Tell a story…2.Strategic negotiation3.Rational negotiation4.The best possible deal

RE/MAX Romania 2014Trial closing and closing1.Use rhetorical questions:

1. “Does that make sense to you?”2. “Can we agree that…?”3. “Did I explain myself clearly?”

2.The closing sentence:1. “Considering everything we spoke about today, I believe that

through my hard work we can make a very nice deal here, and therefore I’m willing to commit to everything I showed you today. What I need from you is your faith in me, which means an exclusive listing agreement. So let’s sign it and start working!

RE/MAX Romania 2014

Things are not difficult to make; what is difficult is putting ourselves in the state of mind to make them.Constantin Brancusi

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