The%20Real%20Estate%20Two%20Step

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The Real Estate Two Step
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Objectives

1. Re-emphasize the importance of listings and
   becoming a listing agent
2. What makes a listing saleable?
3. Introduction to Weichert Two-Step Listing
   Process

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Why Listings?
At 300pm on a Thursday afternoon if agent A has
10 listings in inventory and agent B has 10
Buyers they are working with, how many contracts
can Agent A put into escrow and how many can
agent B?
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Agent A ________   Agent B ________
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Why Listings?
Time
Listings have fewer time critical tasks. Listings
are always working. (ie MLS)
Income
You have a contract that guarantees earnings if
you perform.
Others
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The Only Kind to Take
The only thing worse than having no listings
taking a listing that doesnt sell !
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The Only Kind to Take
What are the negative impacts of listings that do
not sell?
To your customers To your career
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Saleable Listing
SOLD
1. The sellers are motivated.
definite reason to sell and they are going to
follow through.
What are some reasons to sell ?
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Saleable Listing
SOLD
2. The sellers are cooperative.
Why is cooperation important?
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Saleable Listing
SOLD
3. Property located within service area or
specialty.
What problems can arise when not ?
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Saleable Listing
SOLD
4. The Price is right.
Two factors over which we have control.
Price Exposure
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Saleable Listing
What are some factors that would motivate you to
take an overpriced listing?
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Saleability Checklist

• Motivating reasons
• Good condition
• Willing to repair
• Vacate for showings
• Short notice
• Lock box
• Sign
• Buyer requests

• Meet sellers needs
• In service area
• Do you want it
• Within range of CMA
• Active market segment
• Buyers looking for type

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Our Listing Model
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Three Steps, Two Visits

• Is a two visit approach better?
• It depends.
• Why would it make sense?
• Make it the rule rather than the exception.

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Task Assignments

• Meet With Mentor
• Re-contact all previously contacted FSBOs
• Preview 5 Listings
• Make 10 more Sphere of Influence contacts
• Contact 3 new FSBOs
• Complete Results Activities