successfully working with sellers #66243...successfully working with sellers #66243 sponsored by:...
TRANSCRIPT
2016
Georgia REALTORS® partners with the Local Boards and
REALTOR® Firms to provide quality, affordable continuing education courses.
Successfully Working with Sellers
#66243
Sponsored by:
Georgia Association of REALTORS®, GREC School #271
Partners in Education Program
Visit the Georgia REALTORS® website to learn about
membership benefits, continuing education opportunities,
networking events, and more!
(www.garealtor.com)
NOTICE: The following material is copyrighted and is provided to you for one-time use only in this GAR-sponsored course.
You may not reproduce or redistribute any portion of this packet
without the express written permission from the GAR Professional Development Department.
STUDENT NOTICE
The Georgia Association of REALTORS®, Inc. is approved by the Georgia Real Estate Commission (GREC) to offer continuing education, sales postlicense, and broker prelicense courses. The GREC school code number is 271 with a renewal date of December 31, 2019. The Georgia Real Estate Commission has approved this course for three (3) hours of continuing education credit. GAR school policy defines an instructional hour as 50 minutes. To receive continuing education (CE) credit for this in-classroom course, the student must:
be on time
sign in with the course facilitator before the course begins
be present in the course during all instruction periods
return a completed evaluation to facilitator at the end of course
not have taken this course for continuing education credit within the past 366 days. There is no make-up session for this course. Cell phones and other electronic devices can be distracting. Use of communication methods such as text messaging, E-mailing, web surfing, etc. is prohibited while class is in session if it poses a distraction to other attendees and shall be grounds for dismissal. Taking pictures of PowerPoint slides requires the permission of the instructor. Entrance qualifications and standards of completion will not be based on race, color, sex, religion, national origin, familial status, handicap, sexual orientation, or gender identity. No recruiting for employment opportunities for any real estate brokerage firm is allowed during this course or on the premises while this course is in session. Any effort to recruit by anyone should be promptly reported to the Director of Professional Development; Georgia Association of REALTORS®; 770-451-1831; 6065 Barfield Road; Sandy Springs, GA 30328; or to the Georgia Real Estate Commission; 404-656-3916; International Tower; 229 Peachtree Street, NW; Suite 1000; Atlanta, GA 30303-1605. 1-20-16
Extraordinary Success with Sellers
in the Digital Age
Written by
Rich Levin
585-244-2700 [email protected]
Copyright 2007, 2010, 2015 by Rich Levin 1
4 Areas of Breakthrough 1. __________________________________________________________________________
2. __________________________________________________________________________
3. __________________________________________________________________________
4. __________________________________________________________________________
Eight Skills to Working Successfully and Efficiently with Buyers 1. _________ listings.
2. Build your best __________________ ______________________.
3. Strengthen your presentation _________________.
4. Gain agreement on the best ______________ ___________.
5. Get easier and larger ______________ _____________________.
6. ___________________ with confidence.
7. Obtain the _____________________ to market the home.
8. Raise _______________ of _______________.
Case Study Notes _____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
What Are Your Best Sources for Listings? _____________________________________________________________________________
_____________________________________________________________________________
Design for Effective Mailings 1. Significant presence of _________.
2. Real Estate __________ activity.
3. Your ____________, ____________, ____________, _____________.
4. Relevant message from ___________ _____________.
5. Calls to ______________.
6. Embedded statement of your ___________________.
Copyright 2007, 2010, 2015 by Rich Levin 2
Successful Farming
1. You know more about the _____________ in the area than any other Agent.
2. You know how to get the __________________ ________________ _____________.
3. The people in the area know that you know 1, and 2. Above.
Farm Routine Notes _____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Expired and FSBO Notes _____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Key to Your Best Listing Presentations 1. Have a _________________ presentation in which you have confidence.
2. Rehearse or conduct that presentation at least _________ per __________.
One Step – Two Step, Tools, and Structure Notes. _____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Agent’s 4 Greatest Listing Presentation Weaknesses 1. How they present their _______________ ____________.
2. How they determine and present their _________________ asking prce.
3. _____________ _____________.
4. ____________________
Presenting Your Marketing Plan Notes _____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
Copyright 2007, 2010, 2015 by Rich Levin 3
Sell Strong Benefits vs. Great Features
_____________ - _________________ - _____________________
Pricing 1. The most important factor in pricing is the ___________ ___________________.
2. Ask __________? __________, ___________? And _______ ________________?
Rules of Pricing Language 1. Your job is to ____________ on price.
2. Then to _____________ the property.
3. To get the ___________________ ______________ _____________.
4. The owner _______________ and ___________ the price.
5. The Agent does not have a ___________.
6. The Agent has ___________ and a ____________________.
7. If after ____________ weeks with normal marketing it is not sold, it is not a good price.
Raise Quality of Service 1. Make ____________ _______ a habit.
2. Name three vendors with whom you will develop a closer relationship.
________________________ ________________________ ________________________
3. Use checklists, whiteboard, and/or online platforms.
Rules of Pricing Language 1. Your job is to ____________ on price.
2. Then to _____________ the property.
Look back at your notes. What are your top three priorities to be a stronger Agent with your Sellers and your listings?
_____________________________________________________________________________
_____________________________________________________________________________
_____________________________________________________________________________
The one and only way to have a much better listing presentation is to ____ ________ ______ __________. Minimum _______ per __________.
Copyright 2007, 2010, 2015 by Rich Levin 4
© 2017 Inspironix, Inc. (916) 4883222 InspiroScan Survey Form PIE Instructor / Course Evaluation v5 Side 1
Georgia Association REALTORS® Partners in Education Student Course / Instructor Evaluation Course Name _____________________________
Instructor ________________________________
Date _____________________________________
PLEASE FILL IN THE BUBBLES COMPLETELY SO ANSWERS ARE SCANABLE.
Please do NOT use check marks, x's or any other type of mark.The instructor encouraged my participation through questions and answers or exercises.
Strongly DisagreeDisagreeNeutralAgreeStrongly Agree
The instructor presented ideas clearly and made the subject matter interesting.Strongly DisagreeDisagreeNeutralAgreeStrongly Agree
The use of the outline / handouts for study and / or reference was helpful.Strongly DisagreeDisagreeNeutralAgreeStrongly Agree
The topic is relevant / helpful to my real estate activities.Strongly DisagreeDisagreeNeutralAgreeStrongly Agree
I would want this instructor back.Strongly DisagreeDisagreeNeutralAgreeStrongly Agree
Additional Comments:
Thank you for your input. (Revised 52017)