Listing Appointment

Question 1

Steps of the listing appointment: Step 1

Answer 1

Drive- bys

Question 2

Drive-bys

Answer 2

Step 1, Be sure to drive the neighborhood prior to the appointment. Make sure to stop by any comp properties you are planning to discuss.

Question 3

Steps of the listing appointment: Step 2

Answer 3

Greeting Client

Question 4

Greeting Client

Answer 4

Arrive to the appointment a few min early! Ask them if it is okay to come in, don’t just barge in. If they are an
S or C they will love you asking this. Be sure to compliment the house as soon as you arrive.

Question 5

Steps of the listing appointment: Step 3

Answer 5

Walk-Through

Question 6

Walk-through

Answer 6

Step 3, The goal of the walk through is to create rapport with the seller. Try and have any decision makers walk you around the home. Take some basic notes on the home.

Question 7

Steps of the listing appointment: Step 4

Answer 7

Goal Recap

Question 8

Goal Recap

Answer 8

Sit down (preferable at the dining room table), not directly across from them if you can. Review what you discussed during the pre-call and let them recap what they are trying to achieve. You will notice that that their plans are often different than what they discussed with you over the phone.

Question 9

Steps of the listing appointment: Step 5

Answer 9

Transition

Question 10

Transition

Answer 10

Step 5

Question 11

Steps of the listing appointment: Step 6

Answer 11

Presentation

Question 12

Presentation

Answer 12

Step 6, Don’t preach, it should be a discussion not a speech. The more interaction you have with them the more rapport you will build- remember that rapport is 60% of the sale

Question 13

What is the most important goal to the seller?

Answer 13

Getting Top Dollar!
Whats in it for ME!
How to address these? Marketing Plan

Question 14

Marketing Plan will do what?

Answer 14

is how to show the seller that by using LR Marketing Plan, we will truly help to create the most demand for their home.

Question 15

Greater demand =

Answer 15

higher the sale price

Question 16

Marketing Plan

Answer 16

We do digital ads, radio, tv, just listed postcards, neighborhood OH’s, websites, newspaper ad’s, ect.

make sure to explain these to the seller, even if other agents are doing this they are likely not explaining it

Question 17

Why is it important to ask seller a lot of questions

Answer 17

to keep seller engaged, if they get board you loose listing

Question 18

question to keep the seller engaged

Answer 18

When did you buy your home?

Question 19

Are you aware of the many steps that go into selling a home?

Have 180 steps to selling a home with you

Answer 19

From putting a home OTM, fielding calls from buyers and agents, negotiation the offer, scheduling and coordinating closing ect. obviously a ton of work, wouldn’t you agree? Let’s take a look at how I have broken the process down to make things go smoothly

Question 20

The order of the presentation

Answer 20

1. Team
2. Professional pic’s/ Floor Plans/ Matterport/ Drone
3. Advertising: Digital Ads, Radio
4. Relocation

Question 21

“Seeds of Doubt” Is the other broker doing Floor Plans?

Answer 21

Remember, FP’s increase online views by over 70% and only 8% of listing have this feature.

Question 22

“Seeds of Doubt” Is the other broker taking professional photos?

Answer 22

We have on our in house team a professional photographer with top-of-the -line equipment

Question 23

“Seeds of Doubt” How is the other broker handling buyer calls? Do they receive the call themselves? What if they are busy at a showing, appointment, ect?

Answer 23

Over 42% of buyer calls go unanswered. At our office we have day, night, and weekend staff to answer all buyer calls.

Question 24

“Seeds of Doubt” Does the other broker work alone? What happens when they get sick or are away?

Answer 24

Our offices have over 100 agents who are all well trained and ready to help out when needed.

Question 25

21 Day Rule (pricing)

Answer 25

Tell them "We will know within the first 21 days (14 in busier markets) if the price of you home is right or wrong. We will know one of three ways"

Question 26

21 DAY RULE Three ways of knowing pricing is wrong #1

Answer 26

If we have a lot of showing and offer(s), we know the home is priced appropriately

Question 27

21 DAY RULE Three ways of knowing pricing is wrong #2

Answer 27

If we have showings and poor feedback or very few showings and no offers, we know the price of a home is slightly off. For example, If we have 10 showings on your home and 8 of them say we were overpriced, we would know we are slightly overpriced, wouldn't you agree?

Question 28

21 DAY RULE Three ways of knowing pricing is wrong #3

Answer 28

If nobody comes to see your home, which is -don't worry- quite unlikely, but always a possibility, then the price is more significantly off.

Question 29

TRIAL CLOSE

Answer 29

Based on everything I have shown you, as far as our marketing and approach, do you feel it would be effective in selling your house? If YES, move on to pricing if NO go over marketing again

Question 30

Pricing

Answer 30

1. Review the 3-5 comps brought Start with lowest to highest, highest should be no higher than where you want them listing 2. Use CMA sheet to write the important details. 3. "Based on the information we reviewed, where do you think your home should be positioned in the market?" Do your best to get them to say a number, if they don't go over the comps again.

Question 31

If seller is thinking of starting WAY to high discuss what?

Answer 31

"Plan A/B"

Question 32

"Plan A/B" is what

Answer 32

Tell them "Obviously we all want your home to sell for as much as possible. But if the market decides $400k is to high for your home, what is plan B? We spend thousands of dollars marketing your home so it is very important that I know what Plan B looks like"

Question 33

Lamacchia Realty NET SHEET

Answer 33

Fill it out from the sheet our with their number and be sure to put a number in commission NOT %. Once you have determined the NET PROCEEDS, ask "Does that number work for you?"

Question 34

Close

Answer 34

Are you ready to have us start looking for buyers?

Question 35

Paperwork

Answer 35

Start with Agency Disclosure, to harder doc's Sign on the spot DO NOT wait

Question 36

Zillow Premier Agent means what

Answer 36

Zillow gives our listings a better placement. Which lets more buyers see it

Question 37

Seller,”What do you think I should do with (insert home improvement, ie. carpets, counter tops)?”

Answer 37

Well you could always spend time and money on improvements, but let’s see where we get to on price first then if it makes sense we can talk about improvements. I think (item of questions) is pretty nice. Does that make sense?