10-Step PROVEN Listing Appointment
Process Steps
Process Steps
Which words are missing in our introduction script, when a cash offer is involved:
“I’m Sarah, I’m excited to see your home! I’m going to set my things down on your ____ table, and then lets do a walk through of the home. I did bring with me information about all of our ______, including an actual _____ estimate from a buyer! My goal today is to see your home, and understand your ______. Together we will then match your goals to the right program. Let’s get started!”
A. dining room, programs, net, motivation
B. kitchen, programs, offer, goals
C. kitchen, guarantees, offer, needs
D. kitchen, guarantees, offer, goals
B. kitchen, programs, offer, goals
Accept calendar invite for Appointment
Which is not one of the reasons to work with our team?
We have the buyers
We sell for more
We sell faster
We are more likely to sell
We will buy the home if it doesn't sell
We guarantee it
1200 marketing channels
We will buy the home if it doesn't sell
What is the goal of step 2: Compliment & Commonality
build rapport and make them feel like we are excited about their home
True or False:
Check Google or Facebook to see if you can find a connection prior to the appointment
True
Which is not one of the 5 closes?
A. Assuming we can agree on price and terms, can the team and I handle the sell for you?
B. Since we are taking out all the risk, and willing to pay if we don't live up to what we promised. Assuming we agree on price, which I'm sure we will, since you get to decide that, can we handle getting your home sold and getting the most money for you?
C. Do you have any questions? Or are you ready to sign today?
D. Our team is here to make this as easy for you as possible, and I feel VERY confident that we have a buyer for your home. I would like the opportunity to share your home with our buyers and maybe make this SUPER easy for you, but I do need your permission to do so, if we can get started tonight, that will at least give me permission to tell our buyers about it and get your home sold, hassle free! Can we get started tonight telling our buyers about the home?
C. Do you have any questions? Or are you ready to sign today?
A. 40-50 mins
B. 10-15 mins
C. 5-10 mins
D. 20-30 mins
D. 20-30 Minute
Deep Dive of Open Ended Questions to Get to Their
REAL motivation
Where should you look up the property prior to the appointment?
A. Google earth
B. FMLS
C. GAMLS
D. All the above
D. All the above
If the seller is more than 6+ months our or if you had to close with that and the cancellation guarantee to have something in writing
What is the best way to go over the seller benefits guide?
A. Go over it word for word
B. Abbreviate or make it your own
C. Use it as a conversation framework to connect to their why and motivation
D. skip it, seller's don't care about it
C. Use it as a conversation framework to connect to their why and motivation
What is one item not in the listing folder, that you should add?
A. Sneak peak list
B. Exclusive Brokerage Agreement
C. 6 Seller Promises
D. Agent Selection Guide
A. Sneak peak list
If you closed 5 times and the seller still says no. What should you do?
Review the agent selection guide and book a second appointment
What is the first close?
"Assuming we agree on price would it be okay if I (and the team) handle the sale for you?"
Which document/tool should you add to a take over listing?
Spreadsheet of sold takeover listings
When the seller is interviewing other agents when should you come back?
After the other interviews are done. Don't forget to have them promise not to sign
What is the best way to handle objections?
R - Repeat
1- Isolate
C - Cushion
H - Handle
K - Klose
Which types of comps should be reviewed most in this current market and why?
Actives- see DOM, pricing, price reductions etc... since we are in a shifting market
What should be used as the reason to book a second appointment?
What should you do when the client says yes?
Take out the "softer" paperwork or conveyances
True or false:
Watch the training video for the appointment type prior to going on the appointment.
True
Which two things be sent out the day of the appointment if the seller did not sign?
1. hand written note
2. Did not sign email 1
Why should you go over the pricing flip chart before the comps?
For an expired listing or take over it is also good to have:
A. their printed out blank listing
B. their current or past agent's track record
C. their printed out listing with notes and highlighting
C. their printed out listing with notes and highlighting
Which word should be used for the paperwork?
a. sign
b. authorize
b. authorize
After you go over the comps what should you say to transition to the net sheet?
"Based on the price of what other Buyer and Sellers agreed upon, what would you like to list your home at?"
or
"Based on the prices that buyers were willing to pay for similar homes what would you like to list your home at?"
How should you handle appointment notes?
Prepare your mindset: do not judge appt based on notes, WINNERS mindset - “I WILL WALK OUT WITH THIS LISTING AGREEMENT!”
Which is the most important step when handling objections?
Isolate
What is the best way to go over the net sheet?
A. With the computer facing towards you. "Based on a price of ___ I have you walking away with ___"
B. Line by line on the computer
C. Printed out where they can see everything
D. The net sheet doesn't matter
A. . With the computer facing towards you. "Based on a price of ___ I have you walking away with ___"
Where can you look for find more information about the sellers besides the notes?
Salesforce tabs
For cash offer appointments you should always:
A. Get ready to be rejected
B. Have the 4 option net sheet ready
C. Post in slack "investment channel"
D. B and C
D. B and C