NOTES from Turning Point - Buffini

Listers Last, He/She who has Listings have Gold!!!

Listings allow you to have flexible hours and unlimited income.

Are you intentional in your Listings efforts?

Seller: A person who’s sufficiently motivated to go through the challenges of marketing and selling their home in order to make a Move!

Downside to working with Sellers:

1. Pressure to Perform

2. Pricing Tug of War

3. Relationship Friction during listing period

4. Expectation of financial outlay

Upside to Working with Seller:

1. Most optimal way to leverage yourself in business

2. Listings are WORKING when you’re not

3. Other agents work for you

4. Listings acquire Buyers

5. Establishes your presence in the marketplace

YOU CHOOSE

When you go on a Listing Presentation it is SHOWTIME!! You must be at your BEST!

Remember what we do everydaywe take for granted but to the Sellers it is all new. You MUST be able to articulate ALL the tools, Services and Activites you will perform to sell their home!!

Ten Tips

1. Provide a World Class presentation. Picture Perfect! Draw simple pictures to illustrate your points (showing patterns, supply & demand, Pyramid pricing)

2. Pop By the listing after the seller says “Can we think about it?” In the 48 hours after you leave the decision will be made. Be in front of it. Just wanted to stop by and see if you had any questions. etc.

3. Remember, every person’s home is their Castle, treat it and respect it as they would. Demonstrate it!!

4. Have a World Class Pricing Presentation….WE DO AGENT METRICS. Learn it and Use it. Using this one tool will guarantee every listing IF YOU WANT IT!

5. Manage Expectations of your role and the process. Explain everything that will occur and what could also go wrong and how you will handle it. Explain and re-explain the process, it is their first time!!!

6. Exercise your Negotiating Skills. This is the one skill that can and will separate you from the pack. The finest negotiator WINS!

7. Have a Backbone and not a Wishbone. Courage – Candor – Conviction. Only take listings that you can SELL, PERIOD!

8. Master the Process of acquiring price reductions. Set the expectation at the time of the listing. 21 Showings or 21 Days! Stay on course with weekly CMA’s. Add the seller to Home Pilot, Online Seller Advantage and provide weekly Sellers’ reports from our famous DHMS (Digital Home Marketing System)

a. Understand their emotional pattern of agent/client relationship

b. Empathize with their upset as a seller if the home is not selling

c. Be Visible!!!!!! Show up!!! Call weekly!!

d. LISTEN!!!!!!!!!!!!!!!!!!!!!!!!!!

9. Re-List prior to the Expiration of the Listing!

10. Get a Listing and get a referral! Remember, birds of a feather flock together. If an empty nester is selling there is likelihood that they have a friend in the same position. If a second time home buyer is selling, chances are they have friends also looking to up size!

HAVE CONFIDENT EXPECTATIONS!!!!