Fall into ‘Off-Season’ SuccessHow to win listings all year long

Host: Alyson Engelbrecht

Trainer, Market Leader

The Plan for Today…

• Key contents of a winning pre-listing packet

• How to negotiate for your full commission

• How to prepare your sellers for success

Meet Our Featured Expert

Laura FitzgeraldIdaho American Dream Realty

Building Your Listing Presentation MuscleThe Preparations

“Fall” Doesn’t Mean Fall Asleep

Know Your Market

• Car Caravans

• Broker’s Open’s

Know Your Clients

• Listen to their cues

• What they say is not

always what they

want

Online Stalking

Pre-Listing PacketDo a Drive by and photograph the house front

Pre-Listing Packet

Where the listing will be seen Pull all the buyers that fit the search from your ML

What Buyers are looking for in your home

Pre-Listing PacketBenefits of Staging and tips on how to do it

Pre-Listing Packet

• Real Estate terms and definitions

• Sold Comps, not active

• Last Sale

• Tax tools

Negotiating at the Appointment

The Best Defense, Is a Good Offense

“The act of being a realtor is not as important as the service you give”

~ Laura Fitzgerald

Service = Value

Show your Value:• Yourself

• Your work

• Commission

• Price point

• Preparation

What to Bring…

Bring your confidence

&

Active Comps

Top 2 Things Agents Negotiate

Commission

Price Point

Commission Negotiation

What Happens When You Cut Commission?

• Listings beat you to death

• Non-priority showings?

• Do you split the cut?it on

Closing / Encouraging Statements for Sellers

• “Your life returns to

normal”

• “Peace of mind”

• “Now able to schedule a

firm moving date”

• “Your family gets to

move together”

• “You will now have the

ability to buy a new

home when you

relocate”

• “The ability to move on

and begin planning your

next steps”

Don’t Let Your Seller’s Sabotage the Negotiations

Are you a Piranha Agent?

…You should be!

Service – You Protect Your Clients

Seller’s should never talk to the Buyer’s Agent, conversations will be used against you in the negotiations.

Listing in the ‘off’ Season

Baby, it’s Cold Outside

Happy Holidays

The Buyers Aren’t Looking

• Preparation is the key to all your client interactions

• Use a pre-listing packet to show value before you even meet

them

• If you can’t show your value, how will clients know to use you?

• Show your value, and commission negotiations will become

less common

• Be a piranha for your client, and protect them from other

toothy agents in the sea

Let’s Review:

Use It Now

• Research your clients and figure out who they are

• Not using a pre-listing packet? Try it out

• If you can do a ‘drive by’ to get a photo your pre-listing packet – Do it!

• Show your value so you aren’t left negotiating price

• Get feed back from clients on what you could have done different that

would have gotten you the listing