Day Three Skills CMA, Working SOI, FSBOs

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Day ThreeSkills CMA, Working SOI, FSBOs
Farming
Century 21 Realty Group Sales Success
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Day Two Agenda

• Welcome
• Technology Tools Lisa Kirkpatrick
• Review Listing Contract
• Review CMA and Answer Questions
• Review SOI Progress Script Role Play
• Farming Your Neighborhood
• Working FSBOs

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Understanding The Listing Contract

• The Contract
• Read it
• Understand it
• Paraphrase it
• Be able to explain it to your clients

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The Anatomy Of a Listing Presentation?

• Listing Presentation CMA
• Seller Information
• Staging their home
• Factors for a good sale
• Intelligent pricing
• Seller Net Sheet
• Comparative Market Analysis
• Pricing Summary

http//web.c21rg.net 2007 SELLER - GOLD
STANDARD MARKET ANALYSIS
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SPHERE OF INFLUENCE SAMPLE SCRIPT
(Ring, ring) Hi ____________, this is
_____________________. How are you? I was calling
to see if you received my card last week
announcing my new career and recent affiliation
with CENTURY 21 Realty Group? (or) I was calling
to let you know that I have changed careers and
am now affiliated with CENTURY 21 Realty
Group! I really need your help, ____. I know
that we have been very good friends and have
helped each other in so many ways and I would
really like your help getting the word out that I
am selling real estate. If you know or hear of
anyone who has a need to purchase a home, or sell
a property, please have them call me. I am
excited about the opportunity and I assure you
that I will take very good care of anyone you
send my way. I know that people I have sent to
you are always satisfied with the exceptional
service you give them. Do you know of anyone
right now I might call? I want to thank you for
your referrals ahead of time and lets go
together for lunch sometime soon. Thanks
__________. Talk to you soon. CALL FIVE A DAY
THIS WEEK!!! YOUR GOAL IS TO HAVE AN APPOINTMENT

BEFORE THE 11TH OF May!
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Building Your Sphere Of Influence
Add Five A Day! Call Five A Day!
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Canvassing your Neighborhood - Farming
Door Knocking Etiquette

• Knock on the door and then step back a little so
  they dont feel crowded
• Shake their hands firmly --- but dont break
  their hand
• Look them in the eye when you talk to them
• Make the visit quick and dont waste their time
• Dont hang anything on the outside of a door if
  the homeowner is not home It could tell a
  burglar that the people our not there
• Dont stuff mailboxes it is against federal law
• Dont let flyers or materials fly all over the
  yards and neighborhood

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Canvassing your Neighborhood - Farming
Give Away Ideas For Farming
Give notepads EVERY MONTH or give away
different items that associate with the month.
January Calendar with your photo and contact
information February Red Notepads with your
photo, name and contact information March
Packet of Flower seeds like Alyssum with your
card stapled on them April Rulers with your
name on them May Small Race Flags for their
yard June Tour Indiana Books or an Indiana
map July Small American Flags for the
yards August Notepads with your name and
contact information September Pencils with your
name and phone number on them October Small
pumpkins with your card November Pot Holder or
can gripper with name and contact information in
them December Luminario kits including sacks,
candles and sand give 10 to every homeowner on
your street with instructions to put them out on
a certain evening
Items you could give Every Month Notepads with
your name and contact information A Flyer or
postcard with market statistics on the
neighborhood.
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FSBO Prospecting SystemHow to find FSBO
Prospects

• Regularly research FSBOs by driving your market
  areas at least weekly
• Always keep a notepad available in the front seat
  of your car to take notes on the FSBO properties
  you locate.
• Address
• Neighborhood
• Curb Appeal and appearance
• Note condition
• Read the newspaper every day to look for new
  FSBOs that are not in your FSBO database.
• Add to your FSBO database. Include
• Address if available
• Pertinent comments
• Owners phone number

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FSBO Prospecting System Hand Out System

• Call FSBO.
• Find Out Information About Their House and put it
  into your Quick Speak inventory. (Always use
  House with a seller and Home with a buyer.
• Send A Different Piece of Material (Hand Out)
  Each Week to stay top of mind with them.
• Call every two to three weeks to see how they are
  doing. Watch for when they get tired and
  discouraged to go for the Listing Appointment.
• DONT do a market analysis until they are ready
  to list --- DONT give away your knowledge for
  free.
• In fact promise them that you will not come to
  their house and bother them unless they have
  decided they want the help of a professional
  Realtor, but you will stay in touch.

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FSBO Prospecting System - Script

• Hi, Im _______________ with Century 21 Realty
  Group Companies. I see that youre selling your
  home yourself. Is it still available?
• Tell them that as a professional Realtor, that
  you want to know about every house on the market
  that is available to show the buyers you work
  with.
• Ask them if they are cooperating with Real
  Estate. (They may ask what you mean)
• If they want to know what Cooperating with real
  estate means, say
• If I had a buyer that was willing to pay a price
  that is acceptable to you, would you allow me to
  sell your home? If they ask, of course that price
  would be high enough to include your commission.
  
• Id like to offer you what I feel is a win-win
  proposition.
• I promise that I will not bother you or show up
  at your house after I preview it for potential
  buyers.
• I will send you helpful information and be
  available for you to call with questions.
• All I ask in return is the opportunity to show
  you my marketing program if and when you decide
  to hire a real estate professional. Fair enough?
• May I see your home?

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FSBO Prospecting SystemScripts For Follow Up
Phone Calls

• May I ask you a few questions?
• Why are you selling?
• Where are you moving?
• How soon do you need to be there?
• How long have you owned this home?
• How did you determine your asking price?
• What methods are you using to market your home?
• Have you included a commission in your asking
  price?
• If you were to hire a real estate professional,
  which firm would you choose?
• May I ask why you would choose that particular
  firm?
• Are you familiar with our Home Marketing System
  or my Sellers Service Pledge?
• I would like to make sure that I have your name
  and information correctly so that I can send you
  some information. What is your Name --- Address
  Phone ---- Email

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FSBO Prospecting System Hand Out System

• Hand Out Ideas For FSBO Prospecting
• Realty Group FSBO Presentation from Resource
  Center
• Price and Condition
• Preparing Home For Market
• Open House
• Effective Ads
• For Sale Sign
• Who Qualifies?
• Smooth Closing
• Highlight Features
• Title Insurance
• Calculating Net

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Business Attire

• What is Business Attire?
• MEN
• A dark suit or dress pants and a sport jacket,
  dress shirt, conservative tie, dark socks
  (matching pants), and polished shoes. Black or
  dark gray are the preferred color of suits. For a
  more casual look, it is fine to were a blue
  shirt, khaki slacks, and matching socks are fine.
  Or, a nice golf shirt and slacks in hot weather
  are okay.
• WOMEN
• Tow piece suits or skirt/slacks and matching
  blouse with blazer. Panty hose, clean and
  polished pumps, ( A less feminine look with
  minimum jewelry is preferred). Dress
  conservatively but attractively. Skirts should
  not be too short, necklines should not be too
  low,. You dont make sales by making the wife
  jealous or afraid to leave you with her husband.

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Day Three Assignments