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TOOLKIT Copies of Checklists, Handouts,

and Job Aids Referenced in Ignite

Table of Contents

How to Use This Toolkit 5

Two Options 5

Tools from Ignite Power Session #1 - Ignite Your Business 6

Agreement of Expectations 7

Family/Significant Other Agreement 8

Track Your Daily 10/4 Activities 9

Track Your Milestones 10

Construction of Scripts 11

Tools from Ignite Power Session #2 – Build Your Business 13

Get Ready to Preview Homes 14

Home Preview Checklist 15

Tools from Ignite Power Session #3 – Find Your Business 16

Prospecting Call Sheet 17

Taking Open Houses Beyond the Basics 18

Open House Checklist 19

Tools from Ignite Power Power Session #4 – Win The Seller 20

Home Tour Checklist 21

Prequalification Script 23

Listing Consultation Checklist 24

My 10+ Customer Service Agreement for Sellers 25

Prioritizing Needs 26

Tools from Ignite Power Session #5 – Price to Sell 27

Pricing Strategies Checklist 28

Ways to Communicate 29

Tools from Ignite Power Session #6 – Sell Your Listing 30

Communication Checklist 31

Prepare for Your Open House 32

Nine Staging Steps 34

Tools from Ignite Power Session #7 – Win The Buyer 35

Buyer Lead Sheet 37

Buyer Consultation Questionnaire 39

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© 2016 Keller Williams Realty, Inc. Ignite v4.1

Prepare to Show Homes Checklist 42

The Five Must-Haves 43

Tools from Ignite Power Session #9 – Make and Receive Offers 44

Checklist for Preparing an Offer 45

Checklist for Writing an Offer 46

Checklist for Reviewing an Offer 47

Tools from Ignite Power Session #11 – Close the Deal 49

Contract-to-Close Process – U.S. 50

Buyer Agent Contract-to-Close Checklist – U.S. 51

Listing Agent Contract-to-Close Checklist – U.S. 52

Contract-to-Close Process – Canada 53

Buyer Sales Representative Contract-to-Close Checklist – Canada 54

Listing Sales Representative Contract-to-Close Checklist – Canada 55

Letter for Buyers 56

Letter for Sellers 57

Client Satisfaction Survey 58

Tools from Ignite Power Session #12 – Ignition – Blast Off 59

4-1-1 ACTION GOAL WORKSHEET 60

Conversion Rate Calculator 61

My Goals 62


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How to Use This Toolkit This toolkit is a supplement to your twelve Ignite Power Sessions. The checklists, handouts, and job aids included here are referenced within the Ignite Power Sessions and are provided for your convenience to make copies and use in your day-to-day business.

The toolkit items are arranged by Power Session. Note: there are no referenced tools for Power Sessions 8 and 10.

Two Options

1. Download and print this entire toolkit and make copies of pages as needed. 2. Download and keep the toolkit file on your computer and print pages only as you

need them.

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Tools from Ignite Power Session #1 - Ignite Your Business


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Agreement of Expectations

Congratulations on embarking on your Ignite journey!

Choose to be as successful as possible and commit to the following covenants. Please read and initial each one and give the signed agreement to your Ignite Faculty (or designate).

⎯ I commit to attending all Ignite sessions.

⎯ I commit to adding to my database 200 (or more!) names and contact information as quickly as possible within 30 days of this dated agreement.

⎯ I commit to lead generating (speaking with people about real estate) every day.

⎯ I commit to making business calls during Ignite classes.

⎯ I commit to completing my Mission for each Power Session of Ignite.

⎯ I commit to being prepared for my customers by memorizing and using scripts/sales language.

⎯ I commit to working on my Six Personal Perspectives.

⎯ I commit to following a time-blocked calendar of activities throughout Ignite.

⎯ I understand that I am developing success habits, and by agreeing to this covenant, I agree to take control of my own business success.

⎯ I have discussed the commitment of this covenant with those in my life who will be affected and they understand and have agreed to support me.

Capper in Training Signature Date Print Name

Team Leader (or Designate) Signature Date MCA’s Signature Date

Market Center

“If it is to be, it is up to me!” – William H. Johnsen

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Family/Significant Other Agreement

Your loved one has chosen to build a business in real estate. This can provide your family an opportunity to build wealth and live the life you want to live. As with building any business, it will take commitment, time, and effort. Above all, it will also take your support. As your loved one begins this new endeavor, please take a moment to consider the statements below and discuss how you will support one another in this exciting time. Loved One:

⎯ I understand the time and activity commitment that Ignite and a real estate business requires.

⎯ I understand that in starting a real estate business the work day may extend into evenings and weekends.

⎯ I understand the commitment and give my complete support. This may mean that I am doing more for a while – caring for children, making meals, cleaning, etc.

Capper in Training: ⎯ I understand that my loved one(s) are supporting me so that I can succeed and I

commit to do the activities required to be successful.

⎯ I commit to communicating my schedule to my loved one(s) to better plan our time together.

Family Member Signature Date

Capper in Training Signature Date


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Track Your Daily 10/4 Activities

Month: Year:

Four Habits Daily Goals Mon. Tues. Wed. Thu. Fri. Sat. Sun. Weekly Totals

Week 1

Build and Manage Your Database

10 People

Prospect 10 Connections

Follow Up 10 Notes

Know Your Market 10 Homes/Week

Week 2


10 People


Follow Up 10 Notes


Week 3


10 People


Follow Up 10 Notes


Week 4


10 People

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Follow Up 10 Notes


Track Your Milestones Month: Year:

Mon. Tues. Wed. Thu. Fri. Sat. Sun. Weekly Totals

Week 1

Appointments

Listing and Buyer Agreements

Contracts Written

Contracts Closed: Listings and Buyers

Week 2

Appointments


Contracts Written


Week 3

Appointments


Contracts Written


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Week 4

Appointments


Contracts Written


Construction of Scripts

There is a science and design to scripts. The words and the way they are said makes a difference in sales. You can easily grab a person’s attention or lose their interest in you very quickly. That’s why it’s important to learn how they are constructed and why.

Section Explanation Introduction Always introduce yourself and say the company you are with.

Value Statement To grab a person’s attention and explain why they should spend the next 2 to 5 minutes speaking with you, share a value statement right at the beginning.

Qualifying Questions Ask qualifying questions to ensure it makes sense for both parties to keep conversing.

Pain Points Share examples others have experienced so you can uncover their own pain points.

Build Interest Points Spark more interest before asking for a response.

Embedded Commands*

Embedded commands are commonly used in sales. The command to do something is expressed so it bypasses the conscious mind and avoids resistance. Additionally, they influence and encourage the person to take action. Embedded commands are short, simple phrases that begin with a verb: “call me”, “meet with me”, “sign here”, “hire me”.

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Close

In every conversation, your goal is to ask the person to do something: set an appointment, give a referral, download your app, etc. This is a “close”. Never end a conversation without asking for the thing you want them to do.

* Learn more about embedded commands in another course offered by the KW MAPS Coaching division called BOLD. Ask your Team Leader when BOLD will be offered in your area.


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Understand Scripts

Based on the definitions of the sections of a script, identify the sections in the following lead generation script.

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Tools from Ignite Power Session #2 – Build Your Business

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Get Ready to Preview Homes

This is part of your Daily 10/4 and the best way to study your market. ● Begin with vacant homes. If occupied, tell the seller they don’t have to clean it up or

worry about animals—you are just previewing and trying to learn about the market.

● Go with a group.

● Go to a builder community so you can learn the amenities.

● Look at your local board for property tours and attend them!

● While previewing, if you see any neighbors, ask them what they like about their neighborhood.

To find homes to preview

1. Check the MLS for homes you can preview on your way to or from the office.

2. From the MLS, print property information sheets for each home.

3. For each home, print a copy of the Home Tour Checklist (on the next page).

Once a home is found

1. Make the appointment.

2. Arrive on time.

3. Don’t linger—plan to spend no more than ten minutes at each property.

4. Lock up, turn off lights—leave the house the way you found it.

5. Pay attention to written instructions about pets.

6. Make thorough notes to use later.

7. Also note ... who would be the optimal/perfect buyer for this property?


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Property Address:

Property Comments Exterior Comments

✓View

✓Foundation

✓Lot Size

✓Roof

✓Landscaping

✓Architectural Style

✓Square Footage

✓Deck Patio

Interior Comments ✓Swimming Pool

✓Number of

Bedrooms

✓Garage

✓Number of

Bathrooms

✓General Exterior

Condition

✓Living Room Location Comments

✓Kitchen

✓Convenience to Work

✓Dining Room

✓Convenience to Shopping

✓Family Room

✓Convenience to Schools

✓Study

✓Convenience to Day Care

✓Fireplace(s) ✓Nearby Recreational

Facilities

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✓Openness of Home ✓General Appearance of

Houses in the Area

✓General Interior

Condition

✓House Value Relative to

the Area

✓Basement

✓Other

Additional Comments:

Tools from Ignite Power Session #3 – Find Your Business


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Call Sheet Date_____________

Name and Number Referral Name and Number

Result and Follow-Up*

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

15.

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Taking Open Houses Beyond the Basics

Open houses put you in the path of opportunity—the business opportunity to meet people, add to your database, and set appointments.

Some agents just stick a sign in the yard and call it lead generation. The truly successful agents, who form relationships and capture leads from open houses, go six steps beyond this and call it lead generation. This model of success is called the 7th Level Open House, taken from SHIFT – How Top Real Estate Agents Tackle Tough Times.

Which agent are you going to be?


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Tools from Ignite Power Power Session #4 – Win The Seller


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EXTERIOR

Stories: ◻1 ◻2 ◻Other

Brick Sides: ◻1 ◻2 ◻3 ◻4 Stone Sides: ◻1 ◻2 ◻3 ◻4 Frame Sides: ◻1 ◻2 ◻3 ◻4

Roof: ◻Wood ◻Composition ◻Metal ◻Tile ◻Other

Foundation: ◻Slab ◻Pier and Beam ◻Other

Fence Type: ◻Wood ◻Chain Link ◻Iron ◻None ◻Other

Lot Description: ◻Normal ◻Large/Huge ◻Corner ◻Level ◻Irregular ◻Other

Yard Amenities: ◻Outdoor Living ◻Pool ◻Alley Access ◻Other

Tree Size: ◻Small ◻Medium ◻Large ◻None ◻Other

View: ◻City ◻Greenbelt ◻None ◻Other

Flood Plain: ◻Yes ◻No

Builder:

Features: ◻Gutters ◻Curb ◻Sidewalk ◻Sprinklers ◻Carport ◻Hot Tub ◻Porch ◻Deck ◻Covered Patio ◻Out Buildings ◻Other

Garage Spaces: ◻1 ◻2 ◻3 ◻4 ◻5 ◻Other

Doors: ◻Double ◻Single ◻Front ◻Side ◻Rear ◻Openers ◻Other

Security System: ◻Owned ◻Leased ◻None ◻Other

Community Amenities: ◻Pool ◻Park/Playground ◻Lake ◻Hike/Bike Trail ◻Golf Course ◻Tennis Courts ◻Community Center ◻Community Gardens ◻Other

UTILITIES

Heat: ◻Central ◻Gas ◻Electric ◻Heat Pump ◻Zoned ◻Other

A/C: ◻Central ◻Gas ◻Electric ◻Heat Pump ◻Evaporative ◻Prog. Thermo. ◻Other

Water: ◻City ◻Well ◻MUD ◻Private ◻# Water Heaters ◻Other

Sewer: ◻City ◻Septic ◻MUD ◻Other

Energy: ◻Solar ◻Double Pane Windows ◻Water Collection ◻Extra Insulation ◻Other

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INTERIOR

Formal Living: ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻Ceiling Fan ◻Fireplace ◻Coffered Ceiling ◻Vaulted Ceiling ◻Built-ins ◻Molding ◻Vaulted Ceiling ◻Other

Formal Dining: ◻Open ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻ Molding ◻Other

Breakfast Room: ◻Open ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻Other

Family Room: ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻Ceiling Fan ◻Fireplace ◻Coffered Ceiling ◻Vaulted Ceiling ◻Built-ins ◻Molding ◻Vaulted Ceiling ◻Other

Game Room: ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻Ceiling Fan ◻Fireplace ◻Coffered Ceiling ◻Vaulted Ceiling ◻Built-ins ◻Molding ◻Vaulted Ceiling ◻Other

Kitchen: ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻Open ◻Breakfast Bar ◻Island ◻Pantry ◻Built-in Workstation ◻Other

Countertops: ◻Tile ◻Wood ◻Laminate ◻Stone ________ ◻Manufactured ________ ◻Other

Appliances: ◻Dishwasher ◻Disposal ◻Microwave ◻Vent Hood ◻Range ◻Cooktop ◻Free-standing ◻Gas ◻Electric ◻High-end/Chef ◻Other

Master: ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻Wood ◻Up ◻Down ◻Built-ins ◻Molding ◻Ceiling Fan ◻WIC ◻Coffered Ceiling ◻Vaulted Ceiling ◻Sitting Area ◻Other

Bedroom #1: ◻Carpet ◻Tile ◻Vinyl ◻Wood ◻Laminate ◻Wood ◻Up ◻Down ◻Built-ins ◻Molding ◻Ceiling Fan ◻WIC ◻Coffered Ceiling ◻Vaulted Ceiling ◻Sitting Area ◻Other





Other Rooms: ◻Office ◻Home Theater ◻Gym ◻Other

Disabled Access: ◻Yes ◻No

Utility Room: ◻Inside ◻Outside ◻Built-ins ◻Sink ◻Freezer Space ◻Upstairs ◻Downstairs

Dryer Connection: ◻Gas ◻Electric

OTHER

Year Built:

Historical Features:

Association: ◻MUD ◻HOA ◻Other


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Prequalification Script

Seller(s) Name(s):

Address:

Phone:

Appointment Date: Time: Location:

Do you have about 5 minutes so I can ask you some very important questions before I come out to meet you?

3. How did you hear about me?

4. Where are you moving?

5. What’s motivating you to move there?

6. How soon do you have to be there?

7. If we sell your home in the next 30 days, will that pose a problem for you? If “yes,” what would the problem be?

8. What would happen if your home did not sell?

9. How much do you want to list your home for?

10. How much do you owe on the property?

I’ll be sending you a packet of information. Will you take a few minutes to review it before we meet? 11. Do you have any questions before we meet?

12. Will all decision-makers be there when we meet?

Just so you know, our meeting will take between____ and____minutes, OK? I look forward to meeting with you on_______________ at ______________

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Listing Consultation Checklist

◻ Greet Sellers: Confirm you are here for the scheduled appointment and that the decision-makers are present. Enter.

◻ Check on the Prelisting Packet: Check on whether sellers have looked at the prelisting packet and whether they have completed seller paperwork.

◻ Build Rapport: Use scripts provided to establish a friendly, professional, and trusting relationship with sellers; this process will continue throughout the appointment.

◻ Consult with Sellers: Be sure they know this appointment is about them and achieving their goals and that it is meeting their most critical needs.

◻ Evaluate the Home: Tour the home. Whether you tour with or without the sellers is your choice. Your goal is to note any features that may impact pricing, note property condition, and demonstrate to sellers you understand what their home offers.

◻ Discover and Prioritize Needs: Use worksheets to walk through questions that establish their top goals and needs from the sale, and to prioritize those needs with their agreement about priority order. Take notes on the worksheets.

◻ Present Your Value Proposition and Marketing Plan: Walk through the features of your experience and service; show sellers how you will market their home to buyers and buyer agents.

◻ Check for Commitment: Be sure sellers have heard your key messages to this point and that they are buying into your messages.

◻ Present Your Price Recommendation: Present your CMA (pricing analysis) and your recommended list price. Walk them through the steps you went through to arrive at your conclusion.

◻ Set Mutual Expectations: Review what sellers can expect from you—from the listing agreement signing to the sale and closing—and what you need from them.

◻ Handle Any Unresolved Questions or Objections: Check to be sure the sellers have no


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unanswered questions. Tie up any loose ends on what will happen.

◻ Close: Ask for their business and get their signatures on the listing agreement.

My 10+ Customer Service Agreement for Sellers

My 10+ Customer Service Agreement for Sellers ✓

1. Provide you with 10+ customer service during the entire selling process,

including taking the time to understand your wants, needs, and expectations;

returning your calls and emails the same day; and being honest with you at all

times

2. Help you obtain the highest possible price for your house in the shortest

amount of time

3. Advise you on pricing and assist you with staging your home

4. Implement the Fourteen-Point Marketing Plan to market your house to as many

channels and key target groups as possible

5. Coordinate the home-showing process

6. Present all offers in person and advise you on the terms and contingencies

7. Negotiate offers on your behalf

8. Schedule and coordinate completion of contingencies and inspections

9. Monitor the buyer’s loan process

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10. Coordinate and supervise the preparation of all closing documents and guide

you through the closing process


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Prioritizing Needs

Step 1

On a scale from 1–10, with 10 being very desirable and 1 being not desirable at all, what ONE thing could happen to make the sale of your home a 10 for you? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

What is important to you about (above answer)? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Step 2 What one thing could we add to make the sale a 10+ for you? What is important to you about (above answer)? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Step 3

If we could add just one other thing, thus making this sale a 10++ for you, what would it be? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

What is important to you about (above answer)?

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_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

Your goal is to get the sellers focused and to find their most valued criteria!


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Tools from Ignite Power Session #5 – Price to Sell

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Pricing Strategies Checklist

Six Pricing Strategies Yes

1. Know what sells – always evaluate for both competitive price and marketable condition

2. Know what sellers can and can’t control – communicate what does not matter in pricing (what they paid; what they need; what they want; what their neighbor sold for; what another agent says it’s worth; cost to rebuild)

3. Understand the window of opportunity – be persuasive about the importance of pricing right the first time, and being in great condition, to capture peak interest in the first few weeks on the market

4. Price to reflect market movement – price to reflect the direction the market is moving and the speed of change

5. Price ahead of the market – price so your seller does not get caught chasing the market down, or does not miss their maximum opportunity in a rising market

6. Don’t be afraid to be brutally honest – ask, “do you want me to tell you what you want to hear, or do you want to hear the truth (about price and condition)?”


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Ways to Communicate

In order to exceed your expectations and make this a smooth and successful closing, I’d like to know your expectations of me and let you know what my expectations will be of you. Name: _____________________________ Property: ______________________________ If you get my voicemail, please leave a message, letting me know the best time to reach you, and I will respond promptly.

Your Communication Expectations 1. During the day, what is the best way to contact you?

• Phone (Work / Home / Cell) • Email • Text Appropriate number or email address: ___________________________

2. If I need to call you at work, what days/hours do you work? 3. If I have to get your signature, what is the best way to handle it?

• Online e-signature • Fax • Come in to office Fax number: ____________________________

4. How often do you expect to hear from me? • Only when there is news • Weekly • Other Explain: _____________________

My Expectations of You 1. Don’t hesitate to call if you have any questions or concerns.

If I don’t have the answer, I will find out or point you in the right direction to get it. 2. Timely return of phone calls, if any return information is required. 3. Timely return of all documents requiring signatures.

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Please return this form immediately with any other requested paperwork.


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Tools from Ignite Power Session #6 – Sell Your Listing

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Communication Checklist

Communication Tips I Do

1. Follow Preferences: Always ask and learn about your customer’s preferred

communication method and timing—is it phone, email, text message? Twice a

week?

2. Match Style: In person or on the phone, always seek to match their

communication style.

3. Always Update: Updates should happen even when there may be no new

information to share.

4. Be Prompt: Always respond as soon as possible, or on the expected schedule.

5. Never Talk Down: Always communicate as a partner with your customer.

6. Keep a Log: Maintain a communication log in your eEdge database so you are

always reminded of what was said in the last contact.

7. Decision-Maker Focus: Always include all true decision-makers.

8. Great Attitude: Always be enthusiastic and positive.


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Prepare for Your Open House

Is your house ready for show time? To make a great first impression on potential buyers, start by looking at your home—inside and outside—through the eyes of a buyer. In fact, for the optimum open house experience, you should aim to appeal to all five of a buyer’s senses.

1-3 Days before the Open House

Spend the day or two before the open house giving your home a thorough cleaning inside and out. As a general rule, repair anything that is broken or remove it from sight. Also remove any items you will not need until after your move—when it comes to showing your home, less is more! Exterior Interior □ Remove all yard clutter.

□ Prune bushes, remove weeds and apply fresh mulch to garden beds.

□ Clean windows inside and out.

□ Ensure gutters and downspouts are clean and firmly attached.

□ Clean your home’s exterior, including the front door. Remove any cobwebs or nests.

□ Tighten and clean all door handles.

□ Ensure the house number is clearly visible.

□ Remove excessive wall hangings, furniture, and knickknacks. Consider a temporary self-storage unit.

□ Clean or paint walls and ceilings.

□ Shampoo carpets.

□ Clean and organize cabinets and closets.

□ Repair any plumbing leaks, including faucets and drain traps.

□ Clean all light fixtures and ensure all light bulbs are working.

□ Clean all light fixtures.

□ Eliminate the source of any unpleasant smells. If you have pets, consider boarding them until after the open house. Avoid

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cooking foods with strong odors. Throw out the trash.


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The Day of the Open House

You should plan to vacate your home during the open house; potential buyers often do not feel comfortable exploring a home with the homeowner present. Give your house a last-minute walkthrough before you leave. Exterior Interior □ Mow the lawn.

□ Ensure the driveway and walkways to the front door are clear and easy to navigate.

□ Keep the driveway and curb in front of the home clear for visitor parking.

□ Dust wood surfaces.

□ Shine metal or glass surfaces.

□ Let in the light—turn on lamps or open drapes and shades.

□ Turn on soft music.

□ Dispose of any trash.

□ Lock up valuables or take them with you.

□ If weather permits, open the windows to let in fresh air.

□ If rain or snow is predicted, place a doormat at the entry for visitors to wipe their feet, and an umbrella stand or can.

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Nine Staging Steps

1. Checklist: Provide a checklist: provide the sellers with your “Preparing Your Home for Sale” checklist.

13. Spotless: Stay spotless: make sure the entire house is immaculately clean and stays that way.

14. Mood: Create a mood: appeal to all senses, make the house warm and inviting.

15. Spacious: Make the house seem more spacious: eliminate clutter in garages, closets, cabinets, and on bookshelves and countertops.

16. Inviting: Make the front entry/doorway inviting: look for improvements that will create a positive first impression of the property.

17. Model Home: Make the house feel like a model home: remove personal effects, pack up personal pictures, drawings, etc. Your goal is have buyers picturing themselves in “their” new home.

18. Light: Ensure there is a lot of light: replace lightbulbs with the highest and safest wattage and keep blinds and curtains open.

19. Curb Appeal: Create curb appeal: keep the lawn mowed, hedges trimmed, and beds weeded at all times. Improving the landscaping is one of the most inexpensive ways to dramatically improve the appeal of a home.

20. Influence Buyers: Pay special attention to the areas of the home that will influence buyers the most: use the NAR statistics regarding home staging as to where to focus your efforts.

21.


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Tools from Ignite Power Session #7 – Win The Buyer

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Buyer Lead Sheet

Date: _____________ Lead Source/Property that prompted call: _________________

Buyer Consultation Prequalification Questions

1. Has an agent taken you out and shown you any properties? • YES • NO If yes, how’s that going? _____________________________________________________

2. Is there anybody else buying the home with you? __________________________________ ________________________________________________________________________

3. Who will be living in your home? ______________________________________________ ________________________________________________________________________

4. How long have you been looking for a home? _____________________________________ ________________________________________________________________________

5. I’m just curious, why are you moving? _____________________________________________


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________________________________________________________________________

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6. Are you renting or do you own now? • RENT •OWN

Renter: Do you know when your lease is up?

______________________________________

Owner: Do you need to sell your current home before you buy your next home? YES NO

If yes: Have you signed a listing agreement with a real estate agent to sell your home?

• YES NO

If no: When would be a good time for us to get together so I can give you a free

market analysis on your home? _______________________________________

7. Are you going to be paying cash or will you be getting a mortgage for the purchase of your

home? • CASH MORTGAGE

Mortgage: Have you already been preapproved by a lender? _

If yes: Who are you working with? _

What is the amount you are preapproved for? _

What will your down payment be? _


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If you want to recommend a lender. I have three trusted lenders who always

provide top quality service. Would you like their contact information?

8. What price range are you comfortable with?

______________________________________

9. Is there anyone else who will be involved in your home buying decision?

________________

________________________________________________________________________

10. On a scale of 1 to 10 with 10 meaning you must buy a home as quickly as possible and 1

meaning you are not sure you’ll really buy anything, how would you rate yourself?

______

Anything less than 10: What would it take for you to become a 10?

______________________

11. When do you need to be in your new home? _

12. I’d love to help you buy a home. In order to help you find a perfect home, all we need to

do is set an appointment (with all of the decision makers) so I can help you get what you

want in the time you want. What is a better time for us to meet?

Appointment date and time: _

Buyer Consultation Questionnaire

Lifestyle Example

1. Who will be living in the home you purchase?

22. Will anyone else be spending more than an occasional overnight stay (e.g., parents)?

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23. Describe your lifestyle. What do you enjoy doing at home? (e.g., Do you do a lot of entertaining? How do you spend your time in the evenings and on the weekends?)

24. Does your home need to accommodate any special needs?

25. Do you have any pets?

26. Do you have anything special that needs to be accommodated such as athletic equipment, fine art, large furniture, or a large collection?

27. When people come to your home, what do you want your home to say about you?

28. Is there anything I should know about your lifestyle that I have not asked?

Location

1. Tell me about your ideal location.

2. What is your maximum commute time and distance?

3. What is your work address?

4. Are schools important?

5. Is there a particular view you are seeking (e.g., skyline, lake, mountains)?

6. What else is important about your location?

House – General

1. Do you have a preference for when the house was built?

2. Do you want a house in move in condition, or are you willing to do some work on it?

3. When people come to your home what do you want your home to say about you?

4. Do you want to have a swimming pool or hot tub?

5. Are you looking for any structures such as a greenhouse or shed?


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House – Structure/Exterior

1. What type of home are you looking for (e.g., single-family, condo, townhouse, etc.)?

2. Approximately what size house are you looking for (square footage)?

3. How many stories?

4. What size lot would you like?

5. What architectural styles do you prefer?

6. What type of exterior siding will you consider?

7. Do you want a porch or deck?

8. What are you looking for in terms of a garage (e.g., attached, carport, etc.)?

9. What other exterior features are important to you?

House – Interior

1. What kind of style do you want the interior of your home to have (e.g., formal, casual, cozy, traditional, contemporary)?

2. What kind of floor plan do you prefer (e.g., open vs. walls between all living spaces)?

3. In general, what are your likes and dislikes for the interior of your home?

Bedrooms

1. How many bedrooms do you need?

2. How will each of those rooms be used?

3. What are your preferences for the master bedroom?

Bathrooms

1. How many bathrooms do you need?

2. What are your needs for each of the bathrooms?

Kitchen

1. What features must your kitchen have (e.g., breakfast area, types of appliances, etc.)?

2. What finishes do you want (e.g., countertops, flooring, appliances, etc.)?

3. What are your likes and dislikes for the kitchen?

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Dining Room

1. Would you like the dining room to be part of the kitchen configuration? What about the living room?

2. What size dining room table do you have?

Living Room / Family Room

1. Describe your likes and dislikes.

2. Do you want a fireplace?

3. What size room(s) do you have in mind?

4. What other rooms do you need or want?

5. What else should I know about the inside of the house you are looking for?

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Prepare to Show Homes Checklist

• Set the home tour date with your buyers.

• Time permitting, preview the homes and eliminate any that do not meet their criteria.

• Determine which route to take, always showing the best homes first.

• Call the sellers the day before the tour to schedule the show times, and rearrange your

route if necessary.

• Arrange to meet with your buyers at your office or in front of the first home you will be

touring.

• Print out two detailed MLS information sheets for each property you plan to tour with

your buyer.

• Place the MLS information sheets in the order you will tour the properties and include a

Home Tour checklist for each one so that the buyer can record their own comments. Make one set for your buyer and one for yourself.

• Make a copy of the Five Must-Haves sheet that was filled out during the Buyer

Consultation, and include it with the MLS and Home Tour checklists you will give to your buyers.


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The Five Must-Haves

1. What are the top five things your home needs to have? (Note: You will also write these down in their buyer’s guide and use them during the showing process.)

1. ___________________________________________________________

2. ___________________________________________________________

3. ___________________________________________________________

4. ___________________________________________________________

5. ___________________________________________________________

2. Beyond those five things, what is something else you really want to have? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________

3. If you could have something else, what would that be? ___________________________________________________________ ___________________________________________________________ ___________________________________________________________

4. If you could have one last thing to make this your dream home, what would that be? __________________________________________________________ __________________________________________________________ __________________________________________________________

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Tools from Ignite Power Session #9 – Make and Receive Offers


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Checklist for Preparing an Offer

◻ Obtain the buyer’s preapproval letter from their lender. Your client’s offer will be more attractive to the seller if a preapproval letter is submitted at the same time.

◻ Produce a Comparative Market Analysis (CMA) to educate and inform your buyers.

◻ Review the tax records for information about pricing history.

◻ Ensure the property is still available before spending any time preparing an offer. Even if your MLS indicates the listing is active, contact the listing agent to let them know that your client is considering making an offer. If it’s off the market, let your buyer know immediately and promptly begin the search for another home.

◻ When speaking with the listing agent build rapport and gather as much information about the seller and the property as you can.

◻ Ask questions of the listing agent to discover what’s important to the seller. Find out their time frame and motivation for moving. This allows you to customize the buyer’s offer to address the seller’s most pressing needs.

◻ Inquire about the activity on the property, such as the number of showings and other offers.

◻ Obtain a Seller’s Disclosure Statement, which provides details on any physical problems with the property of which the seller is aware.

◻ Find out if there are or have been other offers. If so, what is their status or why did they fall through?

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Checklist for Writing an Offer

◻ Price and Terms: Consult with your buyer to arrive at the most logical offering based on the CMA and items below.

◻ Seller’s Disclosure: Review this statement with your client to find out if there are any deal breakers.

◻ Conveyances: Consider what items in the home will transfer or convey to the buyer. Typically, attached fixtures stay and movable items go with the seller. In some areas, the seller’s disclosure will specify which items convey. These items are often up for negotiation.

◻ Earnest Money: Buyers make a deposit to the seller to show good faith in the transaction. This earnest money is typically deposited in an escrow account that is jointly held on the behalf of the buyer and seller. Determine an amount that would be acceptable to both your buyer and the seller. In many markets, 2–3 percent of the purchase price is normal. Check with your Team Leader about how earnest money is handled. Do the same for option money (if applicable).

◻ Time for Seller Acceptance: Be sure to specify the time for acceptance.

◻ Financing Terms: Make sure the financing terms would be agreeable to your buyer and the seller.

◻ Buyer Preapproval Letter: Include this letter from the buyer’s lender when you submit the offer.

◻ Loan Approval: Allow your buyer ample time to finalize their financing. Check with your Team Leader for the average business days to be expected.

◻ Closing Date: Make sure that the closing date will work for your buyer, their lender, and the closing company. Tuesdays, Wednesdays, and Thursdays are the best days to close because they are in the middle of the week; therefore, you have an extra business day before or after if needed to complete the transaction

◻ Home Warranty: Review any home warranty considerations.

◻ Repair Limits: Focus on the items the buyer is most interested in repairing. Bear in mind that law regulates how much money the seller can give to the buyer. Explain the limits to your buyer.

◻ Special Clauses or Contingencies: These are special conditions that must be met in order for the contract to close, such as a satisfactory inspection report or the buyer obtaining funding. Carefully write any special clauses or contingencies your buyer would like to include in the offer.

◻ Cover Letter: Include a cover letter when you submit the offer.


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Checklist for Reviewing an Offer

◻ Address: Be sure that the address is for the correct house!

◻ Price: Check to see whether the offer falls in the range of the seller’s expectations.

◻ Earnest Money: Make sure the earnest money amount specified is acceptable to the seller. Check that the earnest money plus the balance of the down payment, plus the loan, equals the purchase price. Also review the option money (if applicable).

◻ Time for Acceptance: Check to see how long your seller has to respond. Be sure to get the content initialed by your seller if you go over the time limit.

◻ Preapproval: Verify that the buyer is preapproved by a lender.

◻ Loan Approval: Be sure to have a specific date for formal and final loan approval.

◻ Financing Terms: Make sure the financing terms are agreeable to the seller.

◻ Closing Date: Make sure the closing date on the offer will work with your seller’s schedule.

◻ Home Warranty: Review any home warranty considerations.

◻ Conveyances: Go through the appliances and fixtures requested by the buyer with the seller. Be sure all of them convey.

◻ Repairs: Review requested repairs with the seller.

◻ Special Clauses or Contingencies: Carefully review any terms relating to closing costs, requests, etc.

◻ HOA, Seller’s Disclosure and Mold Disclosure: Make sure the seller has completed these documents. Have the seller sign or initial the documents where appropriate. Be sure to check that the buyer has initialed and signed in the appropriate places as well.


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◻ Possession Date: Negotiate the date the buyer will take possession after closing to allow your seller sufficient time to vacate and clean the property, if possible.

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Tools from Ignite Power Session #11 – Close the Deal

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Contract-to-Close Process – U.S.

The following is an overview of the general contract-to-close process. Specifics will vary according to state, province, and local regulations.


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Buyer Agent Contract-to-Close Checklist – U.S.

Task When ✓

Submit contract and earnest money to title/escrow company

Date specified in contract

Deliver earnest money to listing agent At execution of contract

Schedule structural and termite inspections. Arrange geological and other inspections, if needed

As early as possible

Obtain loan approval in writing As soon as possible

Negotiate for repairs and treatments

After inspections, use amendment to request repairs and treatments. If there is a contingency period, this should be done before the dates in the contract

Schedule survey (if necessary) Within deadlines of contract

Schedule appraisal (or ensure appraisal has been scheduled)

Within ten days of loan application

Schedule closing appointment, if necessary

The week of closing

Final walk-through with buyer After repairs and treatments are complete, before closing

Coordinate move-in dates Work with listing agent to coordinate dates

Confirm that loan will fund on time for closing

Work with lender to determine date


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Have client review HUD-1 Settlement Statement with closing or escrow agent for accuracy

Prior to closing

Attend closing (required in some states)

Closing date

Receive your payment (from title/escrow company)

After closing and funding

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Task When ✓

Open title As soon as contract is signed

Submit contract and earnest money to title/escrow company (if not completed by buyer agent) and obtain receipt

Date specified in contract

Deliver earnest money to title or escrow company or seller (depending on state)

Given to you by buyer agent at execution of contract

Coordinate inspections

Buyer agent will most likely schedule inspections, but you must maintain regular contact with them to ensure timings work for your seller

Receive written confirmation on loan approval

As soon as possible

Negotiate repairs and treatments

After inspections, use an amendment to request repairs and treatments. If there is a contingency period, this should be done before the dates in the contract.

Schedule survey (if necessary) Within deadlines of contract

Ensure appraisal has been scheduled Within ten days of loan application

Coordinate move-in dates Work with buyer agent to coordinate dates

Schedule closing appointment, if necessary The week of closing

Final walk-through with buyer After repairs and treatments are complete, before closing

Have client review HUD-1 Settlement Statement with escrow/closing agent to ensure accuracy of debit and credits

Day before or day of closing (before you go to closing)


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Go to closing (if required in your state) Closing date

Receive your payment (delivered from title/escrow company)

After closing and funding

Listing Agent Contract-to-Close Checklist – U.S.

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Contract-to-Close Process – Canada

The following is an overview of the general contract-to-close process. Specifics will vary according to local regulations.


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Buyer Sales Representative Contract-to-Close Checklist – Canada

Buyer Sales Representative Contract-to-Close Checklist

Task When Done

Submit contract and earnest money to title/escrow company. Date specified in contract □

Deliver earnest money to listing sales representative.

At execution of contract □

Schedule structural and termite inspections. Arrange geological and other inspections, if needed.

As early as possible □

Obtain loan approval in writing. As soon as possible □

Negotiate for repairs and treatments.

After inspections, use amendment to request repairs and treatments. If there is a contingency period, this should be done before the dates in the contract

□

Schedule survey (if necessary). Within deadlines of contract □

Schedule appraisal

(or ensure appraisal has been scheduled). Within 10 days of loan application

□

Schedule Day of Completion appointment, if necessary. The week of Day of Completion □

Final walk-through with buyer. After repairs and treatments are complete, before Day of Completion □

Coordinate move-in dates.

Work with listing sales representative to coordinate dates

□


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Confirm that loan will fund on time for Day of Completion.

Work with lender to determine date □

Have client review Day of Completion Disclosure for accuracy.

3 days prior to Day of Completion □

Attend Day of Completion (required in some states). Day of Completion date □

Receive your payment

(from title/escrow company). After Day of Completion and funding □

Listing Sales Representative Contract-to-Close Checklist – Canada

Listing Sales Representative Contract-to-Close Checklist

Task When Done

Open title. As soon as contract is signed □

Submit contract and earnest money to title/escrow company (if not completed by buyer sales representative) and obtain receipt.

Date specified in contract □

Deliver earnest money to title or escrow company or seller (depending on state).

Given to you by buyer sales representative at execution of contract □

Coordinate inspections.

Buyer sales representative will most likely schedule inspections, but you must maintain regular contact with them to ensure timings work for your seller

□

Receive written confirmation on loan approval. As soon as possible □

Negotiate repairs and treatments.

After inspections, use an amendment to request repairs and treatments. If there is a contingency period, this should be done before the dates in the contract.

□

Schedule survey (if necessary). Within deadlines of contract □

Ensure appraisal has been scheduled. Within 10 days of loan application □

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Coordinate move-in dates. Work with buyer sales representative to coordinate dates

□

Schedule Day of Completion appointment, if necessary. The week of Day of Completion □

Conduct final walk-through with buyer. After repairs and treatments are complete, before Day of Completion □

Have client review Closing Disclosure to ensure accuracy of debit and credits. 3 days prior to Day of Completion □

Go to Day of Completion Day of Completion date □

Receive your payment (delivered from title/escrow company). After Day of Completion and funding □

Letter for Buyers

[Today’s date] [Client’s name and address] Dear Client: Congratulations! Your offer was accepted! It requires a team effort to get to closing, so I have enclosed an overview of what to expect between now and then. It is very important, so please review it carefully. Important Dates to Remember:

● Effective Date ● Loan Application Deadline

● Inspection Deadline ● Loan Commitment Due

● Inspection Response ● Additional Escrow Date

● Termite Inspection ● Closing Date Reaching a successful closing requires paying attention to an incredible number of details. The [closing company] will work closely with you now to make sure all details are handled. As always, my goal is to have a smooth closing process and to relieve you of any unnecessary stress. Please feel free to contact me with any questions. Sincerely,


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[Your name]

Keller Williams Realty [Your phone number] [Your email address]

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Letter for Sellers

[Today’s date] [Client’s name and address] Dear Client: Congratulations! Your home is under contract! It requires a team effort to get to closing, so I have enclosed an overview of what to expect between now and then. It is very important, so please review it carefully. Important Dates to Remember:

●Effective Date ●Closing Date Maximum Out-of-Pocket Expenses:

●Repairs ●Termite Treatment

and/or Repairs

Reaching a successful closing requires paying attention to an incredible number of details. I will work closely with you now to make sure all details are handled. As always, my goal is to have a smooth closing process and to relieve you of any unnecessary stress. Please feel free to contact me with any questions. Sincerely, [Your name]

Keller Williams Realty [Your phone number] [Your email address]


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Client Satisfaction Survey

To: From: We worked together on a project of utmost importance to you—the sale of your home. Please help me serve you and your friends better by taking a few minutes to complete this survey. If you wish to talk to me directly, don’t hesitate to call me at _____________________. For your convenience, I am enclosing an addressed and stamped envelope.

Directions: Please rate your level of agreement with these statements: 1 = Strongly Disagree, 10 = Strongly Agree.

☹ ☺

1. I delivered on what I promised. 1 2 3 4 5 6 7 8 9 10 2. I was accessible when you contacted me. 1 2 3 4 5 6 7 8 9 10 3. I listened. 1 2 3 4 5 6 7 8 9 10 4. You are willing to recommend me to others. 1 2 3 4 5 6 7 8 9 10

5. You would use me again if you needed a real estate agent.

1 2 3 4 5 6 7 8 9 10

6. If you were in charge of my business, what’s one thing you’d change?

7. What did I do well?

8. May I include your comments in my marketing materials? ◻ Yes ◻ No

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Review/Testimonial

Thank You

Tools from Ignite Power Session #12 – Ignition – Blast Off


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Conversion Rate Calculator

1. From myTracker, enter the total connections (C) you made each week in Ignite into the table below called “Your Numbers.”

2. Enter the number of appointments (A) you set each week.

3. Calculate your conversion rate by dividing the total appointments by the total connections each week (A/C). This ratio of connections to appointments indicates how many connections you need to make, on average, to get an appointment.

Connections (C)

Appointment (A)

Conversion Rate (A/C)

Percentage

Week 1

Week 2

Week 3

Week 4

Commit to improving your lead-to-appointment conversion rate. Set a goal for a new rate and the date by which you will achieve it. My current conversion rate (average)

My goal conversion rate

Date to achieve goal conversion rate


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Once you’ve gained an understanding of your lead-to-appointment conversion rate, you may want to improve on other conversion points. Conversion Rate

Appointment to Signed Agreements

Signed Agreements to Contracts

Contracts to Closings

My Goals

Enter values for A and B, and calculate all the rest of the numbers following the formulas provided.

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