Risk Reduction Protocol
Scott Einbinder
Defining Our Value
•Always a challenge
•Many agents look the same to consumer
•Many deliver same service
•The question we must always ask is....and answer!!!
Key Questions
1. WHY ARE YOU WORTH YOU FEE?
2. WHAT EXCEPTIONAL VALUE DO YOU PROVIDE?
How we Position At the Listing
•Our Company
•Ourselves (Experience)
•Our Marketing Plan
•Our Pricing Strategy
•Be There to Problem Solve Until Closing
Simplified
• Information and Marketing
•Contract Negotiations
•Transaction Management
•MOST VALUED IS?
WHERE THE VALUE TRULY IS
•Contract Negotiations
•&
•Transaction Management
•The Marketing Trap
PROACTIVE REAL ESTATEVS
REACTIVE REAL ESTATE
•IT’S A MINDSET
What If Every Listing?
•Home Inspection
•Title Search
•Appraisal
• LP/DU Findings (Mortgage Portability) SAFE
•Credit Report of Seller
Home Inspection
•Negotiation & Transaction Management
•Reduce Cost of Repairs
•Contract Re-Negotiate
•Creates Emotion when absent
•Shows Transparent Seller
Title Search
•Negotiation and Transaction Management
•Most never run title unless needed to
•Second Liens and Other Issues (Tax)
•Errors to Title
•Seller is Liable
Appraisal
•Repairs That Must Be Fixed
• Idea of a Bank Value Assessment
• Inclusive of Distressed Sales
LP/DU Findings
•Mortgage Portability
•Buyer Quality for Negotiations
•Contract Safety
Credit Report
Negotiation and Transaction Management
Pre-Collection or Pre-Judgment
Improve Rate if Repaired or Adjusted
The Cost•Only refer to it as an investment because it
• is
•What if?
•Risk Reduction Not Elimination
•Rate Expires or Program Goes Away
STAGING•Financial Staging Less than $ 1,000
•More Money
•Reduce Risk
•More Transparency
•Important Things Normally Not Seen Until Too Late
•Traditional Staging - $ 1,500 or More
•More Money
•More Appealing
•Relatively Small Things You See
•PRICE REDUCTIONS IN THE THOUSANDS
Does This Enhance Your Value?
•Proactive Agent
•Coordinate the Services
•Analyze the Results
• Implement Solutions With Time
•Do Not Place Seller in Negative Positions
•A note if you had fun and felt this was worth your time investment
•Thank You
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