Do you need to know where to find the Complete Home Sellers Guide/Listing Presentation? Do you need some help figuring out how to get it done correctly?
We call this the Proven Home Selling System, that's your listing presentation. Why is it called the Proven Home Selling System? It’s because there's a lot of, shall we say neuro-linguistic programming or NLP and it’s built into that title. Your sellers want you to be proven and they want you to be following a system. They're not going to list with you if they get any sense that you are winging it or if there is anything else that raises questions. The proven selling system formalizes your presentation.
We're going to answer some common questions and then tell you what we've posted so that you can get this done at the highest level possible. The major questions that we hear most commonly are the following. What's in the proven system? What is this listing presentation and why should I use that instead of whatever it is I've been doing? What should it look like and how will I get it done? How will I use it and when do I use it? Do I leave it behind with sellers? We're going to answer those questions. If you look at the links, we have posted your listing tools, the listing presentation parts one through five, and then the second link is parts six through ten. Make sure you listen to every single coaching call posted there. Remember on the main website it's called, Working with Listings. There are lots of additional tools posted on your main website specifically about pricing as well as a great series of calls about, “So you didn't get the listing. Why?” This call is about what you can do about it and the listing evaluation sellers twelve week communication plan, all of that lives on the main website. Use your username and passcode as usual to log in then go to Working with Listings.
Let's get you started with the listing presentation. Coaching calls parts one through five and then six to ten are posted for you. The PDF of the listing presentation guide walks you through exactly how and why everything is set up the way it is and that helps you conceptually understand it. This helps you present at a higher level. We have posted the scripts for your listing presentation and we also have your listing tools, listing presentation documents, and scripts all in one place. Be sure you systematically go through these links.
Getting back to our topic, the proven home selling system, what is it and what's in it? When you first look at it, probably will be a little overwhelming and that's normal. I think there's close to one hundred pages, now you're not going to start on page one and just present page two to page three, page four, and then two weeks later maybe make it to the end. That's not what this is for. Most of the time, you're going to take listings just by using your pre-listing package. Be sure you have done your prelisting package before you create your proven home selling system or your listing presentation. Why? It’s because much of what you do in your pre-listing package you're also going to use in this project. This is your tool kit so again you're not going to go from page one through to ninety-nine systematically. What this system gives you is really everything you could possibly imagine you will need in any listing presentation, in any circumstance, in any neighborhood, in any price range. You could move across the country and be in a completely different neighborhood, city, price range, or type of home and this will cover you in every aspect you could possibly need. It's better to think of this as your listing tool kit. The first thirteen pages or so are fairly standard issue; you're presenting price and what makes you different. There is an option to present a team or not have a team, so you have to look at that in the front part of the presentation. You'll use that most of the time, especially regarding pricing.
After those pages, it's going to greatly depend on what the answer is to the sharpie close. What is the sharpie close? A sharpie close is when you start out on your appointment after you've toured the home, and you sit down at their kitchen table or their dining room table and you thank them for meeting with you today. And you simply asked them what are the three most important things about getting their home sold. Now you use a sharpie pen and you write down their answers. We have extensive coaching calls that are just posted here. That's in the listing presentation parts one through five. Depending on what their answer is to the question, what's most important about this listing, you're going to write it down. Probably ninety percent of time you will present the same things. It's almost always what you can cover in your pre-listing package. They're going to talk about price or commission and you talk about your flexible fee.
Sometimes they'll throw you a curve ball and say, “You know what? I'm sure you know that this has expired twice and gosh, the only feedback we ever got from our agent was to reduce the price, reduce the price, reduce the price.” You might say, “Gosh, I'm so sorry that you had that experience. Let me turn to some of our pricing pages and we'll talk about that. But also tell me what other feedback.” They're going to say, well they kept on saying that it was the wrong floor plan or that it wasn’t neutral enough or whatever and you may turn to your feedback translator page in that particular situation.
Now your appointment tomorrow night might be completely and utterly different and that homeowner might say, “Talk to me about relocation. You know we're being relocated and we're really on overload. Are you friendly with relocation departments?” Now that's a question that you probably don't get all the time, but it's in the proven home selling system. You have a whole page about it that you can customize or you can use ours as is. Then you turn to that page to say, “I'm so glad that you asked. Let me cover that with you briefly.”
There's a section about staging and how to get your home ready in a hurry. You're not going to do the same thing every single time with every single homeowner. You're going to have the same basic format of your presentation, you're always going to take notes as you're touring the home, and we talk to you about that in these coaching calls that I have presented to you here with these links. You're always going to present the CMA. You're going to ask some standard questions and then of course you're going to close, but in between each of these things, the homeowner may bring up something that you are not accustomed to presenting. Well guess what? We have you covered with a proven home selling system. No problem. Your standard answer will always be, “I'm so glad you asked. Let me turn to some more information on that and we'll talk about it briefly.” That's a proven home selling system. It's not page by page by page. It is your tool kit. It has additional pricing information for you if you get into it with a very analytical seller who's got their spreadsheet appraising out and you need to talk in more detail. There are pages about that.
What should it look like? There are a lot of different formats that you can use. Some of you have within your company some designers and some formatting that you can do a hardcover or a spiral bound with shiny paper, full color, with a clear cover. That's how we presented. There are many different formats, but it should always be in booklet form and there should be a table of contents. That’s is to help you know how to get around. You should have at least three of these made and they should be absolutely, stunningly beautiful. You know in your market what that means, it's a little bit different here or more there, right? But it should look really professional. You're only going to make three or four of these so that you can have one in your car, one in your office, one in your home office, and/or one in your other car. However, you want to get yourself set up and you do not leave it behind with your sellers. If you lived in Manhattan, it would be called your pitch book. This is your presentation and you carry it with you. You don't lose it. You don't leave it behind. You should have a backup copy in your computer so that you can recreate it should it, heaven forbid, get lost.
How do you use it again? Most the time you're going to use the pre-listing package but as you become more competitive and especially if the seller doesn’t already know you from your center of influence or another referral source, you are more than likely going to rely on your Proven Home Selling System in addition to your pre-listing package. 100% of the time you're going to send your pre-listing package. When you get there, you're either going to take the listing, answer some simple questions, and get your paperwork done, or their questions will create the need for you to use your proven home selling system booklet. In that case you'll go back to closing them, and we talk to you again quite extensively about all of this through a series of coaching calls that I have posted here for you. Remember to go back to the main website and to the section called, Working with Listings, for additional help on all of this. Again, between the pre-listing package and the proven home selling system, these are two things that are not going to be completed just listening to a couple calls. This is going to take some work and that's normal. It's expected and it's really critical. This is show time. This is your listing presentation so don't cut corners.
Now is the time for you to take action. I highly recommend that you simply listen to all of the coaching calls first just as you did when you were preparing the pre-listing package. In this case, you’ll do the same thing. You're going to understand there's a lot of art and magic in mastering both the pre-listing package and our proven home selling system. Don't get lost in the nuances or be impatient. Take it one piece at a time, listen and digest, making sure you fully understand that this is not a cookie cutter presentation. This is indeed the exact presentation that Tim and I used throughout our careers with a lot of upgrades and tweaks to it over the years and we know you can count on it. It's absolutely market proven.
I can give you example after example, not just our success but more importantly the success of our premier members, and our breakthrough coaching clients who use this day in and day out and it kills it. There should never be any reason for you not to take a listing unless you don't want it (because they are unrealistic or massively overpriced which you should vet out of them through using your cell or prequalification script). By and large once you have the pre-listing package done and the proven home selling system done there should not be a listing anywhere that you can’t take. I hear from students all the time they get it done, they listen to the coaching over and over, and all the scripts and they become so powerful and so confident that they love to prospect. They love to do their lead follow up. They love to follow up on the results of their marketing. They open their mouth everywhere and they are talking about real estate, they're not a secret agent anymore because they have taken charge of their own powers. I truly believe that you'll feel the same way once you get this done. Give yourself a break and set a deadline. Probably give yourself a month on this one to get it done and polished until you really understand it. Spend a little bit of time on it every day for around two months if you're really super busy but it shouldn't take any longer than that.
Reach out if you need help but this is one of those things where you're going to have a whole lot of light bulbs going on as you're listening. It will be best to listen someplace where you can take some notes as well, especially when you're listening to the scripts that go with it so that you can get it into your mind. You're more likely to memorize a script if you're hand writing them. It's great to type, but there's something people have proven many times that there's something more helpful about hand writing that makes it stick with you more. If your handwriting is terrible or that's not an option for you, just listen to it. If you do a tremendous amount of driving around, put on the scripts and just listen to them. When Tim and I were first loop learning our scripts, we would just listen to them constantly. Going for a drive in the country and just listen to script after script after script and eventually it just becomes part of you. Don't be afraid to do that. We have you set up so you can listen to this as many times as you want. You can fast forward. You can rewind and you can save your favorites. You can listen to them on your smartphone. You want to get set up. So get this done. It's time to take action.
If you should have any questions as you get this going, don't hesitate to email me or ask on our weekly call. As far as getting it done and formatted, you can use the same service providers or resources that you did to create the pre-listing package.
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