Ignite - Keller Williams Realtyimages.kw.com/docs/0/0/8/008486/1405344231531... · Ignite skills to spark a great career Power Session 16: Market and Service Your Listings Sell the

Igniteskills to spark a great career

Power Session 16: Market and Service Your ListingsSell the Listing; Win a Client for Life

Roger Higle

Table of Contents

Power Session 16: Market and Service Your Listings ............................................. 16-1

Checkpoint ................................................................. 16-2

Report on Your Results .................................................................... 16-2

The Daily 10/4 ............................................................ 16-3

Get Your Head in the Game ......................................... 16-4

Today’s Plan of Action ..................................................................... 16-5

Gear Up ........................................................................................... 16-5

Affirmation of the Day .................................................................... 16-5

Make It Happen .......................................................... 16-6

1. Stage the Property ....................................................................... 16-6

2. Market the Listing ..................................................................... 16-10

3. Communicate with the Sellers ................................................... 16-16

Aim High .................................................................. 16-20

Customer Service Focus ................................................................ 16-21

Recap What You’ve Done .............................................................. 16-22

Get to Work .............................................................. 16-23

Your Action Plan ........................................................................... 16-23

Your Job Aids ................................................................................. 16-23

Your Daily 10/4 Assignment .......................................................... 16-24

Aha’s .............................................................................................. 16-25

Ignite Power Session 16: Market and Service Your Listings – v3.3 © 2011 Keller Williams Realty, Inc. 16-1

Power Session 16: Market and Service Your Listings

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Ignite Power Session 16: Market and Service Your Listings – v3.3 © 2011 Keller Williams Realty, Inc.16-2

Your Daily 10/4

Four Habits Daily GoalResults/Ratings

Wins and Opportunities

Build and Manage Your Database

Add 10 people to your database.

Prospect Connect

with 10 people.

Follow Up Write 10 notes.

Know Your Market Preview 10 homes/week.

Rating: () Met the goals of 10 () Exceeded the goals of 10 (–) Didn’t quite meet the goals of 10

Time: 1 minute

Checkpoint

Report on Your Results

Your Milestones

Milestones

Results

Appointments

Agreements Signed

Contracts Written

Contracts Closed

Time: 1 minute

STOP and DO

STOP and DO


The Daily 10/4

1. “Power Up” and get a head start on today’s 10/4 goal.

• Watch the KW MAPS Coaching daily Power Up video with Dianna Kokoszka.

• Shout this affirmation:

My business is growing abundantly!2. Use the scripts you’ve been practicing from earlier sessions.

• Ask your Mets for referrals—leads as well as business resources.

• Invite people to your open house.

• Interview potential Allied Resources.

3. Smile and dial!

• Make as many calls and write as many corresponding note cards as you can in 15 minutes.

4. Your results count toward your Daily 10/4! Be sure to include them in myTracker.

What went right?

What were the challenges?

How can you power through the challenges next time?

Real-Play Results

I made _________ calls.

I made _________ connections.

I got _________ referrals.

I got _________ appointments.

TIP

Find KWConnect on mykw.kw.com. Search for “power hour.”


Win for ...

You:

Be recognized as an agent who gets listings sold, and be a premier provider of customer service. You win a customer for life!

Your Customers:

They get what they wanted most: a sale for the best possible price in the least amount of time, and with the least hassle.

Get Your Head in the Game

Marketing and servicing a listing has several crucial objectives. First and foremost, it is about getting the listing sold by attracting buyers to the listing. Do that job well and you will also generate additional benefits for your business.

Meeting your sellers’ needs in a focused and communicative way does more than get you on the road to an immediate payday. It builds your reputation as a top listing agent, generating referrals and other leads that will convert to more clients, sales contracts, and paydays ahead.

Countdown to Payday

Leads

Appointments

Agreements

Contracts

Closings

$

Chris Heller, mega agent and president of KW Worldwide, says he has always believed in under-promising and over-

delivering as the key to great service. It’s about setting expectations up front.

According to Chris, “We say this is when we work; this is when we are available. Here’s when and how you can reach us. Here’s how we will update you.”

“The second part is doing what you say you will do—always. If you say, ‘I’m going to call you Thursday with an update on showings,’ you better make darn sure you do it.”

“Over-deliver means to go above and beyond. If I said to a seller, ‘We will call you once a week with feedback from any buyers who see your home,’ that really meant they would get two calls a week—even if the second call was to say there’s nothing new to report since we last called. Do this and the seller will never feel like you are unavailable, or giving the marketing and sale less than your very best.”

Market and Service Your Listings


“Your clients aren’t loyal to you; they are loyal to the standards you represent … your unique services are a by-product of your standards.”

The Millionaire Real Estate Agent

Today’s Plan of Action

This Power Session gets you going in five easy steps:

1. Discover the techniques for, and advantages of, staging a listing.

2. Review the elements of your Fourteen-Point Marketing Plan in action.

3. Learn the essentials of great service to sellers—from the moment they sign the listing agreement all the way through closing and beyond.

4. Study strategies and tips for great communication and problem solving.

5. Discover what it means to provide SUPER service.

Gear Up

Here are the items you’ll need to complete the exercises in today’s session:

Your Value Proposition and/or your experience and transferable skill points from Power Session 1: Rev Up

Value Proposition page from either your prelisting packet or your listing consultation in eEdge

Your Fourteen-Point Marketing Plan in eEdge

Access to eEdge, to customize one or more seller service communication pieces for a touch campaign

Affirmation of the Day

I always give more in value than I receive in cash!


Make It Happen

Your service to sellers begins the moment they sign a listing agreement with you. You are now their advocate, their sales representative, and their fiduciary. You are also in charge of customer service.

It’s a big responsibility. If you show your clients every day that you know the job of marketing and selling their home and are taking every step necessary to get the job done, you will win a sale and their loyalty in the future. If you think this sounds like a lot of words but not really a lot of work, think again.

There are three steps in this critical phase of your listing relationship with any seller:

1. Stage the Property

2. Market the Listing

3. Communicate with the Sellers

1. Stage the Property

Staging is right near the top of your marketing plan. It’s what you do to make sure your sellers’ home presents its best face to the market. It’s so important that it receives special attention in this session.

The following nine steps capture what staging is all about at its most basic level. Follow these steps with all sellers:

1. Provide a checklist: Provide the sellers with the eEdge “Preparing Your Home for Sale” checklist (pictured on the next page).

2. Stay spotless: Make sure the entire house is immaculately clean and stays that way.

3. Create a mood: Appeal to all senses. One way to do this is with smell. Baking cookies or bread is a great way to make the house smell warm and inviting. On the other hand, if there are existing offensive odors in the home (smoke, pets, etc.), air out the home or rent an air purifier to eradicate them.

4. Make the house seem more spacious: Eliminate clutter, in garages, closets, cabinets, and on bookshelves and countertops.

TRUTH

“Homes in good or excellent condition will attract the most buyers and command higher prices. Homes in better condition sold for an average of 96 percent of the list price compared to homes in poorer condition, which sold for an average of 92 percent of the list price.”

KW Market Navigator

Fiduciary

A person who is legally or ethically entrusted to manage money or proper ty between two or more par ties.


5. Make the front entry/doorway inviting: Buyers will often stand outside the home for a few minutes while they wait to enter. Place potted plants outdoors and repaint if necessary. These few improvements will help to create the buyer’s first impression of the property.

6. Remove personal effects: Pack up personal pictures, drawings, etc. Your goal is to make the house feel like a model home, so that buyers can easily picture themselves in it.

7. Ensure there is a lot of light: Replace lightbulbs with the highest and safest wattage, trim back hedges or shrubs to let in light, and keep blinds and curtains open.

8. Create curb appeal: Keep the lawn mowed and hedges trimmed at all times. Improving the landscaping is one of the most inexpensive ways to dramatically improve the appeal of a home.

9. Pay special attention to the areas of the home that will influence buyers the most: The entryway will serve as their first impression, so focus here. Research shows the master bedroom/bathroom and the kitchen are the rooms that are most important to buyers in their home search.

Did you know well-placed furniture can open up rooms and make them seem larger than they are? Orthat opening drapes and blinds and turning on all lights make a room seem bright and cheery?

It’s a fact: acquiring the highest market value and elevating your home above others in thesame price range often comes down to first impressions.

Here are some inexpensive ways to maximize your home’s appeal:

Exterior• Keep the grass freshly cut.• Remove all yard clutter.• Apply fresh paint to wooden fences.• Paint the front door.• Weed and apply fresh mulch to garden beds.• Clean windows inside and out.• Wash or paint home’s exterior.• Tighten and clean all door handles.• Ensure gutters and downspouts are firmly attached.

Interior• 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 all plumbing leaks, including faucets and drain traps.• Clean all light fixtures.

For Showings• Turn on all the lights.• Open drapes in the daytime.• Keep pets secured outdoors.• Play quiet background music.• Light the fireplace (if seasonally appropriate).• Infuse home with a comforting scent like apple spice or vanilla.• Vacate the property while it is being shown.

Each Office is Independently Owned and Operated

Keller Williams Realty International1221 S. Mopac Expy Ste 400

Austin, TX 78746

Enter Client Name

Preparing Your Home for Sale

47% of sellers

enhanced theircurb appeal

KW Market Navigator

KW Market Navigator


Explain the importance of staging

Although you’ve discussed staging in your listing consultation, when it comes time to actually do it, sellers may show reluctance and raise a variety of questions.

Introduce staging by emphasizing its importance to getting their home sold quickly, for the best possible price. Use this script:

The Importance of Staging

Have you ever wondered why builders hire professional decorators for their model homes? (Wait for response—most people will say because it helps them sell more homes.) Exactly. That’s why it is important to show your home to its best advantage, to help it sell faster and for more money.

Handle staging objections

Sometimes, sellers resist making any changes to improve the way their house is staged. In these instances, stress how the home’s appearance helps to achieve a quicker sale and higher price. Some common objections and effective responses are shown below.

I Don’t See Why This Is So Important.

Let’s say we have three apples for sale and they are all the same, except one has been cleaned and shined. Which apple do you think people will buy?

Do We Really Have to Make This Repair?

We can sell it just the way it is, but it’s likely to take longer and we probably won’t get as much money. My recommendation is to have it repaired so that we can get the best price possible in the shortest amount of time. The choice is yours. What would you like to do—make the repair or take longer to sell?

Why Can’t We Sell the House “As Is”?

Would you prefer to pay a few hundred dollars to paint a room, or do you prefer to deduct $500 to $1,000 from the sales price? Since buyers use outstanding repairs to negotiate a lower price, it’s usually in your best interest to make repairs rather than have to negotiate with the buyer.

TIP

To help make your staging pitch to sellers, review the “Preparing Your Home for Sale” and “Staging Your Home” guides in the eEdge Listing Consultation Guide and Prelisting Guide.

Share with your clients data from the KW Market Navigator, showing that staged homes sell faster and for more money than competing properties that were not staged.


Staging Plan for One of Your Daily 10/4 Preview Homes

Work with a partner. Choose one of the Daily 10/4 homes you’ve previewed recently and evaluate that property’s staging needs.

• Must Do: What would you recommend this seller do right away to improve their property’s first impression, both inside and out?

• Nice to Do: What other steps would you encourage them to do but not insist upon?

• Consultation Options: How would you handle this property’s staging requirements? Is a staging professional needed? If so, why? If not, why not?

Be prepared to share your staging approach with the class. Tie your recommendations to specific features of the home.

Remember that choosing to use a staging vendor is a decision made jointly with the seller based on your recommendation.

Staging Worksheet

Property Address: Must Do

ImmediatelyNice to Do But Not Essential

Staging Consultant Needed?

Exterior Items

Interior Items

Time: 7–10 minutes

STOP and DO

With a partner, take turns role-playing the staging scripts.

Time: 5 minutes

Role

Play


2. Market the Listing

What you are doing now is unleashing your marketing plan—the one you presented in your prelisting packet and your listing presentation.

Here are the things you pledged to do in your Fourteen-Point Marketing Plan—now do them!

Implement your fourteen-point marketing plan

1. Price strategically to compete and sell: You learned how to do this in Power Session 15: Price Right and Present Your CMA.

2. Stage home to present it in its most positive light: You learned about the importance of staging earlier in this session.

3. Place “for sale” signage: Signs should be at the property and at strategic drive-by locations in the neighborhood. Scout the neighborhood for traffic patterns and traffic volume. Where will your signs get the most visibility? Where can you put them so they’ll be seen and stay in place? What permission may you need—from property owners or a homeowners association? What are the local ordinances about real estate signs?

4. Use interactive voice response (IVR) to capture buyer inquiries and contact information; follow up on every call: IVR systems are a proven way to get buyer leads from listings. The key is to use a system that notifies you of a call immediately, wherever you are—so you can call back fast. The goal: call them back while they’re still looking at the house.

Tech Tip

Use QR codes in your marketing material—including signs—to provide direct links to listing information. QR codes help people with camera-enabled mobile devices, by connecting them to a URL for your mobile-enabled website.

Leverage eEdge

The Four teen-Point Marketing Plan appears in both the prelisting presentation and listing consultation, which can be found in eEdge myMarketing. Click > Market Me> Create Marketing > Presentations> Marketing to Sellers. In both presentations, you will also find The Home Selling Process about other home- selling topics including staging.

SOLD


5. Distribute “just listed” notices in the neighborhood: Postcards and fliers for this purpose are readily available in eEdge MyMarketing. Use them so that the neighborhood knows you are an active, hardworking listing agent. People in the neighborhood may recommend the listing to friends and family.

6. Optimize the home’s online presence through the Keller Williams Listing System (KWLS) and its online partners (more than 350 websites), as well as in the local MLS—with plenty of photographs. This is especially important in a time when the Internet drives so many consumers’ real estate property searches.

7. Produce and place a virtual tour of the home in the listing: The best agents recommend that listings in the MLS and posted elsewhere on the Web should include a substantial number of high-quality, color photographs of the property. Most say at least a dozen images or more is essential. Not all non-KW real estate websites are able to handle that many, however.

TIP

Keller Williams Realty has provided agreements that link MLSs to its KW.com website—and tools for providing the same links to your personal real estate website. That means all the most current property status and pricing data is posted for buyers and sellers.

However, some of the largest real estate websites—while they provide terrific exposure—do not receive real-time data. So, buyers and sellers who consult them may be misinformed about a property’s status or price when they contact you.

Each Office is Independently Owned and Operated

Keller Williams Realty International1221 S. Mopac Expy Ste 400

Austin, TX 78746

Enter Client Name

Extended Marketing Reach

When you list with me, we’ll have access to the Keller Williams Listing System, or KWLS. Thisproprietary, exclusive system ensures your property is marketed online 24/7 through more than 350 ofthe most popular search Websites.


8. Create a home book, comment cards, and fliers for the property:

• A home book is usually a binder containing information sheets about the property—your marketing material as well as neighborhood information, school information, and legal information about the property from title company and local tax records.

• Comment cards are used by some agents to encourage buyers or agents who come to the property to leave feedback for you and the sellers. Most agents check their lockbox’s electronic record to see which agents visited the property each day—so they can call them and get direct showing feedback.

• Below is a sample flier from eEdge myMarketing, ready to be customized by you:

9. Target market the home to active real estate agents in the community: Use eEdge touch campaigns for marketing to agents you have met as well as to consumers. At a minimum, every agent in your Market Center should know about any property you have listed. Get to know other top-performing agents in the community and be sure they receive an announcement of your new listings.


10. Include the home in company- and MLS-sponsored tours: Agent property tours provide good exposure and you don’t have to organize them. Just be sure your new listing is added to the schedule for the first available tour for your Market Center.

11. Produce a direct mail campaign and advertising placement, as agreed with the seller: eEdge offers a great set of customizable postcards for “just listed” direct mailings.

Leverage eEdge

eEdge includes a “pro” level of service for an additional monthly charge. It makes additional tools available including:

• Vir tual tours

• eNewsletters

• Custom direct-mail pieces

• Single proper ty websites

• Bonus designs for marketing materials


12. Create an open house schedule and market the open houses using the level seven approach: This method was introduced in Power Session 3: Open Houses.

Level 1

Sign in yard

Level 2

Sign in yard

with balloons and ryders

Level 3

Sign in yard with balloons

and ryders

Level 4


and ryders

Level 5


and ryders

Level 6


and ryders

Level 7

Sign inyard

Sign in yard withballoons

and riders


and riders


and riders


and riders


and riders


and riders

Sign inyard

Sign inyard

Sign inyard

Sign inyard

Sign inyard

Sign inyard

Directionalsigns with balloons

and riders


and riders


and riders


and riders


and riders

Fliers the week before,evites, and posted onwebsites




Go inviteneighbors

(100 minimum)

Go inviteneighbors

(100 minimum)

Go inviteneighbors

(100 minimum)

Get on the phone that morning and

remindeveryone

Get on the phone that morning and

remindeveryone

Hold fourother open houses in thearea in variousprice ranges

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13. Target market the home to investors and active buyers in your database who are looking in your community and in this home’s price range: You can use eEdge touch programs to market your listings to targeted buyer groups—and to keep track of all your listing marketing efforts. The “Market My Listings” options in eEdge help you keep track of your listings and your marketing activities.

14. Provide weekly updates on marketing, showings, buyer feedback, and agent feedback: Your eEdge Dashboard helps you keep track of these service communications—so you always stay on schedule, and so you always know what was communicated in your last contact with them.


Marketing Action Steps for One of Your Daily 10/4 Preview Homes

Choose one of the Daily 10/4 homes you’ve previewed recently and evaluate that property’s features through these points from your Fourteen-Point Marketing Plan:

• Signage: Must be placed according to any homeowners association restrictions, and with local traffic patterns in mind. Where will your signs be?

• Images: What features of the home will you want emphasized in online photographs and the virtual tour?

• Buyer Profile: What is the buyer profile for the home you’ve chosen? First-time buyers? Young families? A larger family relocating for professional reasons?

• Special Considerations: Do the features of the home require particular feedback from agents who see it on tour or buyers when they visit the property?

As you work on these points, be sure to note the types of vendor services you will need to implement the points you’ve jotted down.

Check your plans with a partner for feedback.

Be prepared to share your ideas with the class.

Signage:

Images:

Buyer Profile:

Special Considerations:

Time: 10 minutes

STOP and DO


3. Communicate with the Sellers

In NAR’s annual survey of buyers and sellers, buyers say that two of the top five qualities they value most in an agent are responsiveness and communication. Sellers also put those same two qualities in their top five. So update your sellers regularly, not only on their home’s showings, but also on anything that affects their home’s sale; for example, market conditions, new listings, or financing changes.

At least once a week, call your listings to provide them with an update. If the seller regularly uses email, it is a great way to keep in touch, but don’t substitute emails for the weekly phone call. The best time to schedule this call is Monday or Tuesday morning, since most of the activity on your listings will likely happen on the weekend. Be sure to block time on your calendar for this follow up with your sellers and be sure these updates happen—even if there is no news to report!

Communication principles

The KWU course Seller Mastery teaches that four principles should govern your service communications for sellers:

1. Early and Frequent Contact: Make an extra effort to communicate, beyond your promised plan, during the first week or two of the listing. It’s the time when clients are most anxious. They want to know you are on the job for them, doing what you said you would do.

2. Systematic Contact: After the initial week or two, get into a programmed frequency of contact, and means of contact, that you and your client have agreed on. Speedy reporting of all buyer feedback from home shows is the most essential part of this. Here’s a script you can use:

What is your preferred means of communication? Is it email, text messaging, or a phone call? Whichever it is, let’s agree that I will contact you at least once a week for an update on marketing your proper ty. Is there a par ticular day of the week or time of day you would prefer?

3. Proactive Contact: Never wait to be called about service issues; make the call yourself first.

4. Calm Response: You will inevitably find yourself in the center of some issue or concern. Your role should always be to inject reason into the situation—just calmly take care of whatever comes up.

KW MAPS Coaches Corner with Tony

DiCello

Tony DiCello, director of KW MAPS Coaching, likes to use this story to make it clear why proactive communication with sellers should be a top priority for any listing agent.

Tony says, “When you call the seller, it’s a 5-minute update. When the seller has to call you, it’s a 20-minute complaining and venting session.”


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 par tner 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.


Be a first-rate problem solver

When you are a salesperson and service-provider problems happen, they need to be addressed swiftly. When there is a bump in the road, when things don’t run smoothly, be prepared by keeping the following guidelines in mind.

Problem-Solving Guidelines

1. Focus on facts, not emotions—issues, not personalities.

2. Apologize for any error and validate their concern.

3. Own your statements personally—say “I,” not “we” or “they.”

4. Paraphrase the concern to make sure you have it right.

5. Ask multiple “whys” to get at the root cause of the issue.

6. Discuss a variety of possible solutions that speak to the root cause.

7. Once you have agreement on the solution, move fast to implement it.

8. Build any lessons learned into your business for the future.

Remember too, it’s easy to think of problems that might arise between you as listing agent and your seller. However, open your eyes to the challenges you may experience with the co-op agent representing the buyer.

BOLDPlus it with

BOLD Experience teaches many things, including foundational principles called the “BOLD Laws.”

One of the laws KW MAPS Coaching President Dianna Kokoszka quotes most frequently is “Be, Do, Have.” It communicates the idea that, in order to have what you seek, you must first decide how to be and act—in ways that create the result you want.

In customer service, to be seen as a top-flight service provider, first you must decide to literally be that person—to make the principles of great communication and problem solving the foundation of how you do business every day.


Service summary checklist

Here’s a summary of specifics you will likely be providing as you market and service the listing—all of which involve a commitment to clear, planned communication.

Service You Provide

Value to CustomerDone/

In Progress

Showing Feedback

Shows you are on top of things; may show them why pricing or staging needs to improve.

IVR (Interactive Voice Response) Feedback

Answer all calls promptly—they may be leads for this or other proper ties; let sellers know how many calls their proper ty is attracting.

Open House Feedback

Same as “Showing Feedback.”

Pricing Reviews

Shows you are a good fiduciary and are committed to getting their home sold; keep them current, whether the news is good or bad.

Marketing Activity Repor t

Again, shows you are doing what you said you would do to find a buyer.

Service SurveyAt the end, have a simple survey ready and make it easy for them to answer.

Vendor Performance

Shows your sellers you are on top of service by asking for their feedback on any vendors you supply during the listing.

Personal Follow-Up

Get in touch with sellers about 90 days after the sale; get a referral.

Touch Program

Keep your past sellers on a 33 Touch program. Shows you value a long-term relationship with them during the time between moves.


“The future of your real estate business depends directly on your ability to focus in the proper direction. Aim low and you will probably only have the option of hitting a variety of low targets. Pull your aim higher, and you’ll have the option of hitting higher targets. Just remember, when you aim low, only a stray bullet hits a higher target.”

The Millionaire Real Estate Agent

Aim High

Great customer service makes friends and influences people. Get good at customer service, and crank it up from there. We all know we love to be treated well by service providers: Make sure you give what you love to get.

Always under-promise and over-deliver

This idea should be a hallmark of your business. Here are some examples:

• If you say you will communicate once a week, communicate twice a week or until your seller asks you to scale down!

• Say your staging expert will be in touch with the sellers that week, and then make sure the stager calls them the next day.

Be solutions oriented

Hone your problem-resolution skills. Make it a habit never to communicate with a client about a problem without having one or more solutions to recommend. Your clients are looking to you to be the expert—to have the answers.

Develop staging resources

You’ll discover with a little practice you can become a great first-tier staging adviser. However, you’ll also want to get to know a few staging professionals who will work with you and enhance your professional reputation. Professional resources will be essential when staging is a bigger issue—and when you sense the seller is receptive to professional assistance.


Customer Service Focus

Terrific service that under-promises and over-delivers is the cement that holds a great seller business together.

SUPER is a great acronym for helping to remember the critical dimensions of great service.

Communication Tips

Sincerity – Search for the win-win.

Understanding – Focus on needs, wants, and values.

Predictability – Deliver what is promised and expected.

Exceptionality – Provide the extraordinary and uncommon.

Responsiveness – Respond quickly and reliably.

Providing Super Service forges relationships with customers that are the foundation for growth including:

• A possible next purchase through you

• An opportunity to refer them to another agent if they’re moving out of your area

• More referrals from them over time—and from their friends, relatives, and business acquaintances

Stay in touch with your sellers correctly with an eEdge touch program and personal contact, and you can become their “top of mind” resource for real estate over the years. You want to be their real estate agent for life.

The relationship is worth more than the money.


Recap What You’ve Done

With the information and exercises in today’s session, you have accomplished the following:

Completed Lessons and Tasks

Learned the basics of implementing your marketing plan.

Studied the essentials of great seller service.

Learned the basic principles of staging and scripts that suppor t it.

Practiced scripts to use throughout the marketing and servicing por tion of a new seller relationship.

Learned tips and techniques for long-term customer communications and great service that extend through the sale and beyond—skills that win repeat business and referrals.

WellDone


Get to Work

Your Action Plan

Time block and complete the following activities before the next Power Session.

Done My Action PlanBy

When

Time block to practice seller staging scripts.

Time block an appointment with a staging professional to get acquainted.

Explore sources of IVR systems or use of QR codes to promote listings. Get a recommendation from an experienced agent on the approach they prefer.

Your next session is Power Session 17: Contract-to-Close and Postclose Systems. To fully par ticipate in the class exercises, bring the following:

• Your database

• Your phone

• Your daily planner

• Your Daily 10/4 tracking and results

• A few notecards, envelopes, stamps, and business cards

Your Job Aids

The following job aids can be found in the toolkit on the Ignite course page at kwu.kw.com/ignite:

• Communication Checklist

• Problem-Solving Guidelines

• Service Summary Checklist


Your Daily 10/4 Assignment

In your calendar, time block and then complete the following activities before the next Power Session.

Four Habits Daily Goal Done

Build and Manage Your

DatabaseAdd 10 people to your database.

Prospect Connect with 10 people.

Follow Up Write 10 notes.

Know Your Market

Preview 10 homes this week.


My Aha’s

1. Write down your three most powerful aha’s from this Power Session.

1.

2.

3.

2. Share one aha with the class.

Time: 5 minutes

STOP and DO

Aha’s


Ignite Correction and Suggestion Log

Instructor Name: ________________________________________________ Date: ________________

Market Center: _________________________________________________ Power Session #: _______

Content Type (instructor manual, student manual, job aid)

Page Number

Type of Correction (misspelling, wrong reference to resource, etc.)

Description of Correction or Suggestion

Suggestions for this Power Session:

__________________________________________________________________________________________

Please send this completed form to KWU

email: [email protected], attn: KWU Ignite

fax: 512-328-1433

mail: 1221 South Mopac Expressway, Suite 400 Austin, TX 78746

Documents

Ignite - Keller Williams Realtyimages.kw.com/docs/0/0/8/008486/1405344231531... · Ignite skills to spark a great career Power Session 16: Market and Service Your Listings Sell the