Transcript
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Igniteskills to spark a great career
Ignite Toolkit
Everything you need to set the world on fire
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Table of Contents
Productivity Tools ........................................................ P-1
ADVANCE PREPARATION ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ...P-2
IGNITE POWER SESSION TRAINING CALENDAR .....................P-3
MY SCHEDULE ..............................................................................P-4
MY DATABASE ...............................................................................P-6
DAILY 10/4 ....................................................................................P-8
IGNITE SUCCESS TRACKER ........................................................P-9
MY RESOURCES ..........................................................................P-11
YOUR BUSINESS CHECKLIST ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... .P-13
GET READY TO PREVIEW HOMES ............................................P-14
HOME TOUR CHECKLIST .........................................................P-15
CALL SHEET ...............................................................................P-16
LEAD GENERATION FOCUS ......................................................P-17
SELECT YOUR FARM ..................................................................P-18
4-1-1 ACTION GOAL WORKSHEET ................. ................ ...........P-19
MY GOALS ...................................................................................P-20
CONVERSION RATE CALCULATION ............... ................. ........P-21
PROBLEM-SOLVING GUIDELINES ................. ................ ...........P-22
WAYS TO COMMUNICATE ....... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ..P-23
CLIENT SATISFACTION SURVEY .............. ................ ................. P-24
Buyer Tools .................................................................. B-1
BUYER LEAD SHEET .............. ................. ................ ................ .... B-2
BUYER CONSULTATION QUESTIONNAIRE ............... ............... B-4
MY 10+ CUSTOMER SERVICE AGREEMENT FOR BUYERS ....... B-7
BUYER 10+ EXPERIENCE QUESTIONNAIRE .............. ............... B-8
PREPARE TO SHOW HOMES CHECKLIST ............... ................ B-10
CHECKLIST FOR PREPARING AN OFFER ................ ................ B-11
CHECKLIST FOR WRITING AN OFFER ............... ................ ..... B-12
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THE FIVE MUST HAVES ................ ................ ................ ............ B-13
MY EXPECTATIONS ............... ................ ................ ................ .... B-14
CONTRACT TO CLOSE CHECKLIST ............... ................ ......... B-15
CLOSING PACKET INTRODUCTION LETTER FOR BUYERS .. B-16
Seller Tools ...................................................................S-1CHECKLIST FOR REVIEWING AN OFFER ............... ................ ....S-2
PRELISTING LEAD SHEET ...........................................................S-3
PREQUALIFYING FORM ...............................................................S-5
HOME EVALUATION FORM ........................................................S-7
PRIORITIZING NEEDS .................................................................S-9
MY 10+ CUSTOMER SERVICE AGREEMENT FOR SELLERS ..... S-10
LISTING CONSULTATION CHECKLIST ............... ................. .... S-11
PRICING STRATEGIES CHECKLIST ..........................................S-12
COMMUNICATION CHECKLIST ...............................................S-13
SERVICE SUMMARY CHECKLIST ..............................................S-14
LISTING CONTRACT-TO-CLOSE CHECKLIST ................ .......... S-15
CLOSING PACKET INTRODUCTION LETTER FOR SELLERS .S-16
Buyer and Seller Tools ............. .............. ............... ...... BS-1
THE CONTRACT-TO-CLOSE FLOW CHART ................ ............ BS-2
CONTRACT-TO-CLOSE ISSUES..................... ................ ............ BS-3
Open House Tools ............. ............... .............. .......... OH-1
OPEN HOUSE COUNTDOWN CHECKLIST ............................OH-2
TAKING OPEN HOUSES BEYOND THE BASICS ..................... OH-3
VISITOR REGISTRATION FORM .. ... ... ... ... ... ... ... ... ... ... ... ... ... ... .OH-4
PREPARE FOR YOUR OPEN HOUSE ................ ................ ........OH-5
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Productivity Tools
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Advance Preparation
Other Important Classes
Your participation in Ignite over the next four weeks will determine your success in achievingyour goal. To make the most of your experience, we suggest you take the following classesbefore the start of any Power Session of Ignite.
Market Centre Orientation – You will receive a tour of the office and meet the people whoare available to help. You will receive your key and passwords and get signed up for eEdge,your Keller Williams technology system.
Technology Orientation – You will learn about and get started with the technology system.
Productivity Coaching Orientation (if your Market Centre has a Productivity Coach) – You
wil l learn about the value of the coaching program that keeps you accountable to your goals.
Key Ingredients
You’ll need to acquire a few key ingredients for your business right away. If you don’t alreadyhave the following, they are your first priority.
Complete KW Profile – 100 percent
Activate eEdge and eAgentC Website
Email Address – Keller Williams Realty provides you with an email in the form of firstname.lastname@kw.com. Use this or an email address you already have or create a new one onanother service provider.
URL (Internet domain name) – Choose a web address that is exclusively you. Keller Williams Realty provides you with a URL in the form of x123456.yourkwagent.com orfirstnamelastname.kwrealty.com, both of which are editable. You may want to explore optionsand purchase your URL on a domain website such as www.kwdomainstore.com or www.godaddy.com. When you purchase a domain name, make it automatically renewable.
Business Cards – Get help from the sales representative services person in your MarketCentre. Generic designs with your name, phone number, email address, and website (that’s why it is so important to lock these down) wil l work fine. You can work on a fancier design
when you order your next batch soon enough.
ADVANCE PREPARATION
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I g n i t e P o
w e r S e s s i o n T r a i n i n g C a l e n d a r
M o n d a y
T u e s d a y
W e d n e s d a y
T h u r s d a y
F r i d a y
1 .
R e v U p
2 .
Y o u r D a t a b a s e
3 .
O p e n H o u s e s
4 .
P r o s p e c t i n g
5 .
A c c o u n t a b i l i t y
– C
h e c k i n o n
Y o u
r G o a l s a n d
B i g
W h y
6 .
P r e p a r e t o W o r k
w i t h B u y e r s
7 .
T h e B u y e r
C o n s u l t a t i o n
8 .
F i n d a n d S h o w
H o m e s
9 .
M a k e a n d R e c e i v e
O f f e r s
1 0 .
A c c
o u n t a b i l i t y –
C h e c k i n o n
T i m
e B l o c k i n g
M a r k e t C e n t r e T o p i c
s
M a r k e t C e n t r e T o p i c s
1 1 .
N e g o t i a t e W i n -
W i n A g r e e m e n t s
1 2 .
F i n d S e l l e r L e a d s
1 3 .
A c c
o u n t a b i l i t y –
C h e c k i n o n t h e
4 - 1 - 1
1 4 .
Y o u r P r e l i s t i n g
P a c k e t a n d L i s t i n g
C o n s u l t a t i o n
1 5 .
P r i c e R i g h t a n d
P r e s e n t Y o u r
C M A
1 6 .
M a r k e t a n d
S e r v i c e Y o u r
L i s t i n g s
1 7 .
C o n t r a c t - t o -
C l o s e a n d
P o s t c l o s e S y s t e m s
1 8 .
A c c
o u n t a b i l i t y –
C h e c k i n o n Y o u r
N u m b e r s a n d
W h
a t ’ s N e x t
IGNITE POWER SESSION TRAINING CALENDAR
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6 A M
7 A M
8 A M
9 A M
1 0 A M
1 1 A M
N o on
1 P M
2 P M
3 P M
4 P M
5 P M
6 P M
7 P M
8 P M
9 P M
1 0 P M
Y o ur D ai l y1 0 / 4
F o ur H a
b i t s
D a i l y G o a l
R e s ul t s /
R a t i n g s
Wi n s a nd O p p or t uni t i e s
B ui l d a n d M
a n a g e
Y o ur D a t a b a s e
A d d 1 0 p e o pl e t o
y o ur d a t a b a s e.
P r o s p e c t
C onn e c t
wi t h 1 0 p e o pl e.
F ol l o w U
p
Wr i t e1 0 n o t e s .
K n o wY o ur M
a r k e t
P r e v i e w1 0 h om e s /
w e ek .R
a t i n g :
( ) M e t t h e g o a l s of 1 0
( ) E x c e e d e d t h e g o a l s of 1 0
( – ) Di d n’ t q ui t em e e t t h e g o a l s of 1 0
Y o ur Mi l e s t on e
s
Mi l e s t on e s
R
e s ul t s
A p p oi n
t m en t s
A g r e em en t s S i g n e d
C on t r a c t s Wr i t t en
C on t r a c t s C l o s e d
T o d a y’ s D a t e : _ _ _
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
T h o u g h
t f or T od a y : “ H um a n b ei n g s , b y c h
a n g i n g t h ei nn er a t t i t ud e s of t h ei r mi nd s , c a n c h a n g e t h e o u t er a s p
e c t s of t h ei r l i v e s .”
– Wi l l i am J am e s
MY SCHEDULE
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6 A M
7 A M
8 A M
9 A M
1 0 A M
1 1 A M
N o o n
1 P M
2 P M
3 P M
4 P M
5 P M
6 P M
7 P M
8 P M
9 P M
1 0 P M
Y o u r D a i l y 1 0 / 4
F o u r H a b i t s
D a i l y G o a l
R e s u l t s /
R a t i n g s
W i n s a n d O p p o r t u n i t i e s
B u i l d a n d M a n a g e
Y o u r D a t a b a s e
A d d 1 0 p e o p l e t o
y o u r d a t a b a s e .
P r o s p e c t
C o n n e c t
w i t h 1 0 p e o p l e .
F o l l o w U p
W r i t e 1 0 n o t e s .
K n o w Y o u r M a r k e t
P r e v i e w 1 0 h o m e s /
w e e k . R
a t i n g :
( ) M e t t h e g o a l s o f 1 0
( ) E x c e e d e d t h e g o a l s o f 1 0
( – ) D
i d n ’ t q u i t e m e e t t h e g o a l s o f 1 0
Y o u r M i l e s t o n e s
M i l e s t o n e s
R e s u l t s
A p p o i n t m e n t s
A g r e e m e n t s S i g n e d
C o n t r a c t s W r i t t e
n
C o n t r a c t s C l o s e
d
T o d a y ’ s D a t e :_________
_______________
T h o u g h t f o r T o d a y : “
I f y o u c a n d r e a m i t , y o u c a n d o i t . A l w a y s r e m e m b e r t h a t t h i s w h o l e t h i n g w a s s t a r t e d w i t h a d r e a m a n d a m o u s e . ”
– W a l t D i s n e y
MY SCHEDULE
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My Database
Name Phone Email Mailing Address Social Media*
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
* If you are connected on social media with this person, indicate which social media outlet name:FB (Facebook), LI (LinkedIn), T (Twitter), G+ (Google+), or others .
MY DATABASE PAGE
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My Database
Name Phone Email Mailing Address Social Media*
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
* If you are connected on social media with this person, indicate which social media outlet name:FB (Facebook), LI (LinkedIn), T (Twitter), G+ (Google+), or others .
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Daily 10/4
Four Habits Daily Goal
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.
DAILY 10/4
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Name: Ignite Success Tracker
Track Your Daily 10/4 Activ ities
Month: Year:
Four Habits Daily Goals Mon. Tues. Wed. Thu. Fri. Sat. Sun.Weekly
Totals
Week 1
Build and ManageYour Database
10 People
Prospect 10 Connections
Follow Up 10 Notes
Know Your Market 10 Homes/Week
Week 2
Build and Manage
Your Database10 People
Prospect 10 Connections
Follow Up 10 Notes
Know Your Market 10 Homes/Week
Week 3
Build and ManageYour Database 10 People
Prospect 10 Connections
Follow Up 10 Notes
Know Your Market 10 Homes/Week
Week 4
Build and Manage
Your Database10 People
Prospect 10 Connections
Follow Up 10 Notes
Know Your Market 10 Homes/Week
IGNITE SUCCESS TRACKER PAGE
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Name: Ignite Success Tracker
Track Your Milestones
Month: Year:
Mon. Tues. Wed. Thu. Fri. Sat. Sun.Weekly
TotalsWeek 1
Appointments
Listing and Buyer Agreements
Contracts Written
Contracts Closed:Listings and Buyers
Week 2
Appointments
Listing and Buyer Agreements
Contracts Written
Contracts Closed:Listings and Buyers
Week 3
Appointments
Listing and Buyer Agreements
Contracts Written
Contracts Closed:
Listings and Buyers
Week 4
Appointments
Listing and Buyer Agreements
Contracts Written
Contracts Closed:
Listings and Buyers
IGNITE SUCCESS TRACKER PAGE 2
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Market Centre Team
Name Phone Email
Ignite Instructors
Ignite Classmates
Productivity Coach
Team Leader
Assistant Team Leader
Associate LeadershipCouncil (ALC) Members
Market Centre
Administrator (MCA)
eEdge Ambassadors
Market Centre
Technology Coordinator
Allied Resources
Name Phone Email
Lenders (at least two)
Lawyer
Inspectors (at least two)
MY RESOURCES PAGE
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B2B Team
Name Phone Email
Lawyers
Certified PublicAccountants (CPAs)
Plumbers
Landscapers
Electricians
Carpenters
Foundation Experts
Security Companies
Exterminator
Painter
Roofer
Chimney Expert
House Cleaner
Stager
Window Cleaner
Pool Cleaner
MY RESOURCES PAGE 2
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Your Business Checklist
In order to get your business up and running today, you’ll want to gather the items on thechecklist below. The list includes essential, must-have items, as well as items that are nice tohave but not immediately necessary.
Right Away Where to Find It
Email address
URL (domain name)
Business cards
eEdge account activated
Sales representative name tag
Note cards, envelopes (50–100)
Stamps
Open House signs (4–20)
Sign riders
As Your Business Grows Where to Find It
For Sale signs
Lockboxes
*As your business grows, purchase these items over time.
YOUR BUSINESS CHECKLIST
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Get Ready to Preview Homes
This is part of your Daily 10/4 and the best way to study your market.
• Begin with vacant homes. If occupied, tell the seller they don’t have to clean it up or worryabout animals—you are just previewing and trying to learn about the market.
• Go with a group.
• Go to a builder community so you can learn the amenities.
• Look at your local board for property tours and attend them!
• While previewing, if you see any neighbours, ask them what they like about theirneighbourhood.
To find homes to preview
1. Check the MLS for homes you can preview on your way to or from the office.
2. From the MLS, print property information sheets for each home.
3. For each home, print a copy of the Home Tour Checklist (on the next page).
Once a home is found
1. Make the appointment.
2. Arrive on time.
3. Don’t linger—plan to spend no more than ten minutes at each property.
4. Lock up, turn off lights—leave the house the way you found it.
5. Pay attention to written instructions about pets.
6. Make thorough notes to use later.
7. Also note ... who would be the optimal/perfect buyer for this property?
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Home Tour Checklist
Property Address:
Property Comments Exterior Comments
View Foundation
Lot Size Roof
Landscaping Architectural Style
Square Footage Deck Patio
Interior Comments Swimming Pool
Number of Bedrooms Garage
Number of Bathrooms General Exterior
Condition
Living Room Location Comments
Kitchen Convenience to Work
Dining Room Convenience to Shopping
Family Room Convenience to Schools
Study Convenience to Day-care
Fireplace(s) Nearby Recreational
Facilities
Openness of Home General Appearance of
Houses in the Area
General InteriorCondition
House Value Relative to the Area
Basement Other
Additional Comments:
HOME TOUR CHECKLIST
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Date ___________________
Call Sheet
Name and Number
Referral
Name and Number
Result and
Follow-Up*
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
*For example, left message, no answer, added to next-day call list, etc.
CALL SHEET
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Select Your Farm
Research and compare farm areas with these criter ia.
Guidelines: 200 homes minimum; relatively high turnover rate; relatively low days on
market; convenience, to establish you personal presence in the area
Area 1 Area 2
1. Number of homes
2. Number of successful sales in the past twelve months(volume)
3. Percentage turnover for the past twelve months (number of
successful sales ÷ number of homes x 100 = %)
4. Average sales price for the past twelve months
5. Average days on market for the past twelve months
6. Current number of homes listed today
7. Average days on market for homes listed today
8. Convenience for me
9. Quality of school distr ict
10. Feels like a good fit to me
SELECT YOUR FARM
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4-1-1 ACTION GOAL WORKSHEET
Name:
MY ANNUAL GOALS YEAR of ________
Business Personal Financial Personal
MY MONTHLY GOALS MONTH of _________
Business Personal Financial Personal
MY WEEKLY GOALS
Dates: Dates: Dates: Dates:
Business
Personal Financial
Personal
Business
Personal Financial
Personal
Business
Personal Financial
Personal
Business
Personal Financial
Personal
4-1-1 ACTION GOAL WORKSHEET
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My Goals
A. GCIBy this date, one year from now, how much GCI do youwant to earn?
B. AverageSales Price
What is the average sales pr ice in your area?
C. Average
Commission
Based on the average sales price, whatis the average commission you expect
to receive for each sale?
Average
commission
percentage x B
D. Closed
Contracts
Divide your (Gross CommissionIncome) GCI goal by the averagecommission to determine the numberof closed contracts you need to reach
your goal.
A / C
E. Signed
Agreements
Assuming that half of your agreements
lead to contracts, you’ll need twice asmany agreements.
D x 2
F. Appointments
Assuming that half of yourappointments lead to agreements, you’llneed twice as many appointments.
E x 2
G.AppointmentsEach Week
Assuming you work 48 weeks out of
the year, divide the total number ofappointments by 48.
F / 48
MY GOALS
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Conversion Rate Calculation
Your Numbers:
Connections
(C)
Appointments
(A)
Conversion Rate
(A/C)
Percentage
Week 1
Week 2
Week 3
Week 4
CONVERSION RATE CALCULATION
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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.
PROBLEM-SOLVING GUIDELINES
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Ways to Communicate
In order to exceed your expectations and make this a smooth and successful closing, I’d liketo know your expectations of me and let you know what my expectations will be of you.
Name: _____________________________ Property: ______________________________
If you get my voicemail, please leave a message, letting me know the best time to reach you,and I will respond promptly.
Your Communication Expectations
1. During the day, what is the best way to contact you?
Phone (Work / Home / Cell) Email Text
Appropriate number or email address:
2. If I need to call you at work, what days/hours do you work?
3. If I have to get your signature, what is the best way to handle it?
Online e-signature Fax Come in to office
Fax number:
4. How often do you expect to hear from me?
Only when there is news Weekly Other Explain: _____________________
My Expectations of You
1. Don’t hesitate to call if you have any questions or concerns.If I don’t have the answer, I will find out or point you in the right direction to get it.
2. Timely return of phone calls, if any return information is required.
3. Timely return of all documents requiring signatures.
Please return this form immediately with any other requested paperwork in the envelope provided.
WAYS TO COMMUNICATE
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Client Satisfaction Survey
To:
From:
We worked together on a project of utmost importance to you—the sale of your home. Pleasehelp me serve you and your friends better by taking a few minutes to complete this survey. Ifyou wish to talk to me directly, don’t hesitate to call me at ________________________. Foryour convenience, I am enclosing an addressed and stamped envelope.
Directions: Please rate your level of agreement
with these statements: 1 = Strongly Disagree,10 = Strongly Agree.
1. I delivered on what I promised. 1 2 3 4 5 6 7 8 9 10
2. I was accessible when you contacted me. 1 2 3 4 5 6 7 8 9 10
3. I listened. 1 2 3 4 5 6 7 8 9 10
4. You are willing to recommend me to others. 1 2 3 4 5 6 7 8 9 10
5. You would use me again if you needed a real
estate sales representative.1 2 3 4 5 6 7 8 9 10
6. If you were in charge of my business, what’s one thing you’d change?
7. What did I do well?
8. May I include your comments in my marketing materials? Yes No
Thank you!
CLIENT SATISFACTION SURVEY
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Buyer Tools
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Buyer Lead Sheet
Date: ____________________
Lead Source/Property that prompted call: ____________________
CONTACT INFO
Name _______________________________________________________________________________________
Email _______________________________________________________________________________________
Street Address ________________________________ Children’s Names ______________________________
_____________________________________________ _____________________________________________
_____________________________________________ _____________________________________________
Home Phone ________________________________ Cell Phone __________________________________
Work Phone ________________________________ Fax ________________________________________
What is the best way to get in touch with you? What times are best?
Buyer Consultation Prequalification Questions
1. Has a sales representative taken you out and shown you any properties? YES NO If yes, how’s
that going?___________________________________________________________________________
2. Is there anybody else buying the home with you?________________________________________
3. Who will be living in your home? ____________________________________________________
4. How long have you been looking for a home? ___________________________________________
5. I’m just curious, why are you moving? __________________________________________________
6. Are you renting or do you own now? RENT OWN
Renter: Do you know when your lease is up?_______________
Owner: Do you need to sell your current home before you buy your next home? YES NO
If yes: Have you signed a listing agreement with a sales representative to sell your home?
YES NO
If no: When would be a good time for us to get together so I can give you a free market
analysis on your home?____________________________________________________
7. Are you going to be paying cash or will you be getting a mortgage for the purchase of your home?
CASH MORTGAGE
Mortgage: Have you already been preapproved by a lender?_______________
If yes: Who are you working with? _____________________________
What is the amount you are preapproved for? ___________________
What will your down payment be? ____________________________
If you want to recommend a lender. I have three trusted lenders who always provide top quality
service. They often help buyers save money either on a monthly basis or on initial costs. Would
you like their contact information? _______
BUYER LEAD SHEET PAGE
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8. What price range are you comfortable with? ____________________
9. Is there anyone else who will be involved in your home buying decision? ____________________
10. On a scale of 1 to 10 with 10 meaning you must buy a home as quickly as possible and 1 meaning you
are not sure you’ll really buy anything, how would you rate yourself? ______
Anything less than 10:What would it take for you to become a 10? ____________________
11. When do you need to be in your new home? ____________________
12. I’d love to help you buy a home. In order to help you find a perfect home, all we need to do is set an
appointment (with all of the decision makers), so I can help you get what you want in the time you want
What is a better time for us to meet? (day) at (time) ,
or (alternate day) at (alternate time) ?
Appointment date and time: _______________________________________________
Other Information
__________________________________________________________________________________________
__________________________________________________________________________________________
__________________________________________________________________________________________
__________________________________________________________________________________________
Information to Remain Confidential
__________________________________________________________________________________________
__________________________________________________________________________________________
__________________________________________________________________________________________
__________________________________________________________________________________________
Behavioral Style: D I S C
BUYER LEAD SHEET PAGE 2
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Buyer Consultation Questionnaire
Lifestyle
1. Who will be living in the home you purchase?
2. Will anyone else be spending more than an occasional overnight stay (e.g., parents)?
3. Describe your lifestyle. What do you enjoy doing at home? (e.g., Do you do a lot ofentertaining? How do you spend your time in the evenings and on the weekends?)
4. Does your home need to accommodate any special needs?
5. Do you have any pets?
6. Do you have anything special that needs to be accommodated such as athleticequipment, fine art, large furniture, or a large collection?
7. When people come to your home, what do you want your home to say about you?
8. Is there anything I should know about your lifestyle that I have not asked?
Location
1. Tell me about your ideal location.
2. What is your maximum commute time and distance?
3. What is your work address?
4. Are schools important?
5. Is there a particular view you are seeking (e.g., skyline, lake, mountains)?
6. What else is important about your location?
BUYER CONSULTATION QUESTIONNAIRE PAGE
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House – General
1. Do you have a preference for when the house was built?
2. Do you want a house in move-in condition or are you willing to do some work on it?
3. When people come to your home, what do you want your home to say about you?
4. Do you want to have a swimming pool or hot tub?
5. Are you looking for any structures such as a greenhouse or shed?
House – Structure/Exterior
1. What type of home are you looking for (e.g., single-family, condo, townhouse, etc.)?
2. Approximately what size house are you looking for (square footage)?
3. How many stories?
4. What size lot would you like?
5. What architectural styles do you prefer?
6. What type of exterior siding will you consider?
7. Do you want a porch or deck?
8. What are you looking for in terms of a garage (e.g., attached, carport, etc.)?
9. What other exterior features are important to you?
House – Interior
1. What kind of style do you want the interior of your home to have (e.g., formal,casual, cozy, traditional, contemporary)?
2. What kind of floor plan do you prefer (e.g., open vs. walls between all living spaces)?
3. In general, what are your likes and dislikes for the interior of your home?
BUYER CONSULTATION QUESTIONNAIRE PAGE 2
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My 10+ Customer Service Agreement for Buyers
1. Provide you with 10+ customer service during the entire buying process.
2. Organize and schedule your home search process.
3. Discuss the benefits and drawbacks of each home in relation to yourspecific needs.
4. Provide you with ongoing updates on available homes.
5. Help you to compare homes and make a decision.
6. Advise you on the terms and issues of the offer and fill out the purchase
order contract.
7. Present your offer and negotiate on your behalf.
8. Coordinate and supervise the preparation of all closing documents and
guide you through the closing process.
9. Help you resolve any closing issues.
10. Coordinate move-in and assist with any postclosing issues.
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Can you tell me what about that is important for you? __________________________
_______________________________________________________________________
4. If we could add one more thing to make it a 10++, what would that be for you? _____
_______________________________________________________________________
Can you describe exactly what I need to do to accomplish that? __________________
________________________________________________________________________
Can you tell me what about that is important for you? __________________________
_______________________________________________________________________
5. Have you ever worked with a sales representative or consultant before?
No Yes Tell me more: ______________________________________________
________________________________________________________________________
What did you like best about what this person did? ____________________________
_______________________________________________________________________
What didn’t you like? _____________________________________________________
_______________________________________________________________________
6. How does someone win with you?____________________________________________
_______________________________________________________________________
Anything else? __________________________________________________________
________________________________________________________________________
7. How does someone lose with you?____________________________________________
_______________________________________________________________________
Anything else? ___________________________________________________________
_______________________________________________________________________
8. When I advise you on your home purchase, on a scale from 1 to 10, with 1 beingindirect and 10 being absolutely direct, how do you want me to communicate withyou?
10
Less than 10. Can you tell me what you mean by that? _______________________
________________________________________________________________________
BUYER 10+ EXPERIENCE QUESTIONNAIRE PAGE 2
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Prepare to Show Homes Checklist
Set the home tour date with your buyers.
Time permitting, preview the homes and eliminate any that do not meet their criteria.
Determine which route to take, always showing the best homes first.
Call the sellers the day before the tour to schedule the show times, and rearrange yourroute if necessary.
Arrange to meet with your buyers at your office or in front of the first home you willbe touring.
Determine the most efficient route to take.
Print out two detailed MLS information sheets for each property you plan to tour withyour buyer.
Place the MLS information sheets in the order you will tour the properties and includea Home Tour sheet for each one so that the buyer can record their own comments.
Make one set for your buyer and one for yourself.
Make a copy of the Five Must-Haves sheet that was filled out during the BuyerConsultation, and include it with the MLS and Home Tour sheets you will give to yourbuyers.
PREPARE TO SHOW HOMES CHECKLIST
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Checklist for Preparing an Offer
Obtain the buyer’s preapproval letter from their lender. Your client’s offer will be more
attractive to the seller if a preapproval letter is submitted at the same time.
Ensure the property is still available before spending any time preparing an offer. Even
if your MLS indicates the listing is active, contact the listing sales representative to let
them know that your client is considering making an offer. If it’s off the market, let
your buyer know immediately and promptly begin the search for another home.
Produce a Comparative Market Analysis (CMA) to educate and inform your buyers.
A CMA is an analysis of comparable recent sales and pending conditional sales in the
neighbourhood. You’ll learn how to create a CMA in Power Session 15: Price Right and
Present Your CMA.
Contact the listing sales representative to build rapport and gather as much information
about the seller and the property as you can. As you learned in Power Session 6: Prepare
to Work with Buyers , knowledge is power!
{ Find out how much the seller paid for the property and how much they still owe.
This is public information in most areas.
{ Ask questions of the listing sales representative to discover what’s important to the
seller. Find out their time frame and motivation for moving. This allows you to
customize the buyer’s offer to address the seller’s most pressing needs.
{ Inquire about the activity on the property, such as the number of showings and the
time-on-market.
{ Obtain a Seller Property Information Statement, which provides details on any
physical and historical problems with the property of which the seller is aware.
{ Find out if there are or have been other offers. If so, what is their status or why did
they fall through?
CHECKLIST FOR PREPARING AN OFFE
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Checklist for Writing an Offer
Price and Terms: Consult with your buyer to arrive at the most logical offering based on the
CMA. In the upcoming exercise, you’ll learn what to say when your client wants to make a low
offer.
Seller Property Information Statement: Review this statement with your client to find out if
there are any deal-breakers.
Fixtures and Chatels: Consider what items in the home will transfer to the buyer. Typically,
attached fixtures stay and movable items go with the seller. In some areas, the seller’s disclosure
will specify which items transfer. These items are often up for negotiation.
Deposit Money: Buyers make a deposit to the seller to show good faith in the transaction. This
deposit money is typically deposited in a trust account that is held by the listing brokerage.
Determine an amount that would be acceptable to both your buyer and the seller. In many
markets, 1 percent of the purchase price is normal. Check with your Team Leader about how
deposit money is handled.
Time for Seller Acceptance: Be sure to specify the time for acceptance.
Financing Terms: Make sure the financing terms would be agreeable to your buyer and the seller.
Buyer Preapproval Letter: Include this letter from the buyer’s lender when you submit the offer.
Loan Approval: Allow your buyer ample time to finalize their financing. Check with your Team
Leader for the average business days to be expected.
Closing Date: Make sure that the closing date will work for your buyer, their lender, and the
closing company. Tuesdays, Wednesdays, and Thursdays are the best days to close because they
are in the middle of the week; therefore, you have an extra business day before or after if needed
to complete the transaction.
Home Warranty: Review any home warranty considerations.
Repair Limits: Obtain the inspection report and focus on the items the buyer is most interested
in repairing. The only issue is likely to be whether you ask them to do the repairs before closing
or amend the purchase price in the amount of the repair. In the upcoming exercise, you’ll learn what to say when your client wants the sel ler to make repairs.
Special Clauses or Contingencies: These are special conditions that must be met in order for
the contract to close, such as a satisfactory inspection report or the buyer obtaining funding.
Carefully write any special clauses or contingencies your buyer would like to include in the offer.
Cover Letter: Include a cover letter when you submit the offer.
CHECKLIST FOR WRITING AN OFFER
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The Five Must-Haves
1. What are the top five things your home needs to have?
(Note: You will also write these down in their buyer’s guide and use them during the
showing process.)1) _____________________________________________
2) _____________________________________________
3) _____________________________________________
4) _____________________________________________
5) _____________________________________________
2. Beyond those five things, what is something else you really want to have?
3. If you could have something else, what would that be?
4. If you could have one last thing to make this your dream home, what would that be?
THE FIVE MUST HAVES
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My Expectations
What I Expect From All of My Clients Done
Be honest in all things.
Be available to look at homes.
Let me know when you’re out of town.
If your wants, needs, or financial situation change, letme know.
If you want to see new construction, call me beforeyou go into models, as there is a good chance that Ihave either worked with the builder/developer beforeand have toured or sold their homes before.
If you see a FSBO, call me first with the street nameand telephone number, as there’s a good chance I havealready toured the home.
If you see an ad, sign, or information on the Internet,call me so I can provide you with a CMA.
Let me know if you plan to go to open houses so I canhelp you if you see anything that you like.
Be as loyal to me as I am to you.
Refer me to your friends, family, or colleagues. Giveme their names and telephone numbers.
MY EXPECTATIONS
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Buyer Sales Representative Contract-to-Close Checklist
Task When
Submit contract and earnest money to
title/escrow companyDate specified in contract
Deliver earnest money to listing sales
representativeAt execution of contract
Schedule structural and termite
inspections. Arrange geological and
other inspections, if needed
As early as possible
Obtain loan approval in writing As soon as possible
Negotiate for repairs and treatments
After inspections, use amendment
to request repairs and treatments.If there is a contingency period,
this should be done before the
dates in the contract
Schedule survey (if necessary) Within deadlines of contract
Schedule appraisal
(or ensure appraisal has been
scheduled)
Within ten days of loan
application
Schedule closing appointment, ifnecessary The week of closing
Final walk-through with buyerAfter repairs and treatments are
complete, before closing
Coordinate move-in dates
Work with listing sales
representative to coordinate
dates
Confirm that loan will fund on time for
closing
Work with lender to determine
date
Have client review HUD-1 SettlementStatement with closing or escrow sales
representative for accuracy
Prior to closing
Attend closing (required in some
states)Closing date
Receive your payment
(from title/escrow company)After closing and funding
CONTRACT TO CLOSE CHECKLIST
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Closing Packet Introduction Letter for Buyers
[Today’s date]
[Client’s name and address]
Dear Client:
Congratulations! Your offer was accepted! It requires a team effort to get to closing, so I have enclosed
an overview of what to expect between now and then. It is very important, so please review itcarefully.
Important Dates to Remember:
• Effective Date ________
• Inspection Deadline ________
• Inspection Response ________
• Closing Date ________
• Loan Application Deadline ________
• Loan Commitment Due ________
• Condo Status Cer tificate ________
Reaching a successful closing requires paying attention to an incredible number of details. The [closing
company] will work closely with you now to make sure all details are handled.
As always, my goal is to have a smooth closing process and to relieve you of any unnecessary stress.Please feel free to contact me with any questions.
Sincerely,
[Your name]
Keller Williams Realty [Your phone number]
[Your email address]
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Seller Tools
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Checklist for Reviewing an Offer
Address: Be sure that the address is for the correct house!
Price: Check to see whether the offer falls in the range of the seller’s expectations.
Deposit Money: Make sure the deposit money amount specified is acceptable to the
seller.
Time for Acceptance: Aim for the shortest time possible, usually within 24 hours or
less. Be sure to get the offer signed by your sellers within the time limit.
Preapproval: Verify that the buyer is preapproved by a lender.
Loan Approval: Be sure to have a specific date for formal and final loan approval.
Closing and Possession Date: Make sure the closing date on the offer will work withyour seller’s schedule.
Home Warranty: Review any home warranty considerations.
Fixtures and Chatels: Go through the appliances and fixtures requested by the buyer
with the seller. Be sure all of them transfer.
Repairs: Review requested repairs with the seller.
Special Clauses or Contingencies: Carefully review any terms relating to closing costs,
requests, etc.
Mold Disclosure: Make sure the seller has completed these documents. Have the seller
sign or initial the documents where appropriate. Be sure to check that the buyer has
initialed and signed in the appropriate places as well.
CHECKLIST FOR REVIEWING AN OFFER
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Prelisting Lead Sheet
Date: ____________________
CONTACT INFO
Name _______________________________________________________________________________________
Email _______________________________________________________________________________________
Street Address ________________________________ Children’s Names ______________________________
_____________________________________________ _____________________________________________
_____________________________________________ _____________________________________________
Home Phone ________________________________ Cell Phone __________________________________
Work Phone ________________________________ Fax ________________________________________
What is the best way to get in touch with you? What times are best?
(Check if appropriate)
READY
1. Your reason for selling _____________________________________________________________
2. Moving to ________________________________________________________________________
3. Already working with a buyer sales representative? YES NO
4. Time frame? _____________________________________________________________________
5. Corporate relocation assistance? YES NO
6. Considering FSBO? YES NO
7. Your motivation (circle one) 1 2 3 4 5 6 7 8 9 10
HOUSE
8. Could you tell me a litt le bit about your home? _______________________________________
________________________________________________________________________________
_______________________________________________________________________________
9. Square feet? ________
10. Bedrooms _________
11. Bathrooms _________
12. Type of house/stories
___________________
13. Owned _______ years
14. Updates to home _________________________________
_________________________________________________
15. Pool YES NO
16. Your assessment of home’s negatives _________________
_________________________________________________
17. Your assessment of home’s condition:
excellent good fair poor
(Check if appropriate)
PRELISTING LEAD SHEET PAGE
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ABLE
18. Your assessment of home’s value $ _____________________
19. You owe? $ _________________________
20. You want to net? $ ___________________________
(Check if appropriate)
WILLING
21. How did you hear about me? _____________________________________________________
22. Three things you want from a real estate sales representative:
a. _________________________
b. _________________________
c. _________________________
23. Interviewing other representatives? Who? ___________________________
SET THE APPOINTMENT
24. Sole owner of the home? YES NO
I’d like to set an appointment to meet with you for a complimentary consultation that will last
an hour to an hour and a half. I’ll take you through the home-selling process, I’ll learn about yourexpectations and your goals, and I’ll give you the opportunity to learn about what I offer so I canrepresent you.
Would __________ or _____________ be a better time for you?
Appointment Date: Time:
Your Assessment
Personality type? ______________________________
Is it going to be a hard or an easy move? Hard Easy
Motivation level (check all that apply) High Medium Low
Action: Make an Appointment Drip Refer
PRELISTING LEAD SHEET PAGE 2
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Prequalifying Form
Seller(s) Name(s): _____________________________________________________________
Address: ________________________________ Phone: ______________________________ Appointment Date: ________ Time: _________ Location: ____________________________
1. Do you have about 5 minutes so I can ask you some very important questions beforeI come out to meet you?
2. Once you meet with me and hear my great marketing plan, do you plan to list withme at that time? If not, please tell me the perfect timeframe for you.
3. How did you hear about me?
4. Where are you moving to?
5. Why are you moving there?
6. How soon do you have to be there?
7. If we sell your home in the next 30 days, will that pose a problem for you? If “yes,” what would the problem be?
8. What would happen if your home did not sell?
PREQUALIFYING FORM PAGE
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EXTERIOR
Stories: 1 2
Brick Sides: 1 2 3 4 Stone Sides: 1 2 3 4 Frame Sides: 1 2 3 4
Roof : Wood Composition Metal
Foundation : Slab Pier and Beam
Fence Type: Wood Chain Link None Wrought Iron Other _________
Lot Description: Normal Huge Corner Level Irregular Cul-de-sac
Tree Size: Small Medium Large
View: City Green Belt No View
Flood Plain: Yes No
Builder: ______________________
Features: Gutters Curb Pool Sidewalk Sprinkler Carpor t Hot Tub
Porch Deck Screened Porch Extended Patio Covered Patio
Garage Spaces: 1 2 2.5 3 3.5 4
Doors: Double Single Front Side Rear-Entry Door Opener How Many _______
Security System: Owned Leased
Community Amenities: Pool Park/Playground Lake Hike/Bike Trail Golf Course
Tennis Court Community Centre
UTILITIES
Heat: Central Gas Electric Heat Pump Zoned Other _____
A/C: Central Gas Electric Heat Pump Prg Tstat Zoned Other ___________
Water: City Well MUD Private Other _______ Water Softener System
Loop Only # Water Heaters ____
Sewer: City Septic MUD Other _________
Energy: Solar Screens Double Pane Windows
Home Evaluation Form
HOME EVALUATION FORM PAGE
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INTERIOR
Formal Dining: Open Crown Chair Rail Laminate Tile Vinyl Wood Carpet
Breakfast Room: Open Bay Window Laminate Tile Vinyl Wood Carpet
Family Room: Carpet Tile Vinyl Wood Pergo Ceiling Fan Crown
Fireplace Gas Log Coffered Ceiling Vaulted Ceiling Built-Ins
Formal: Carpet Tile Vinyl Wood Pergo Ceiling Fan Crown
Fireplace Gas Log Coffered Vaulted Built-Ins
Gameroom: Carpet Tile Vinyl Wood Pergo Ceiling Fan Crown
Fireplace Gas Log Coffered Vaulted Built-Ins
Kitchen: Island Pantry Backsplash Open to Family Room Breakfast Bar Tile
Carpet Vinyl Laminate Other ___________
Countertops: Laminate Tile Corian-Type Granite Marble Quar tz
Appliances: Dishwasher Disposal Microwave Vent Hood ( Exterior Recirculat ing)
Range Cooktop Free Standing Gas Electric Other ___________
Master: Carpet Tile Vinyl Wood Up Down Built-Ins Crown
Ceiling Fan WIC Coffered Ceiling Vaulted Ceiling Sitting Area
BR #2: Carpet Tile Vinyl Wood Up Down Built-Ins Crown
Ceiling Fan WIC Coffered Ceiling Vaulted Ceiling Sitting Area
BR #3: Carpet Tile Vinyl Wood Up Down Built-Ins CrownCeiling Fan WIC Coffered Ceiling Vaulted Ceiling Sitting Area
BR #4: Carpet Tile Vinyl Wood Up Down Built-Ins Crown
Ceiling Fan WIC Coffered Ceiling Vaulted Ceiling Sitting Area
BR #5: Carpet Tile Vinyl Wood Up Down Built-Ins Crown
Ceiling Fan WIC Coffered Ceiling Vaulted Ceiling Sitting Area
Other Rooms: Office Other ______________
Label: MUD HOA Other
Disabled Access: Yes No
Utility Room: Inside Outside Built-Ins Sink Freezer Space Upstairs Downstairs
Dryer Connection: Gas Electric
HOME EVALUATION FORM PAGE 2
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Prioritizing Needs
Step 1
On a scale from 1–10, with 10 being very desirable and 1 being not desirable at all,
what ONE THING could happen to make the sale of your home a 10 for you?
What is important to you about (above answer)?
Step 2
What one thing could we add to make the sale a 10+ for you?
What is important to you about (above answer)?
Step 3
If we could add just one other thing, thus making this sale a 10++ for you,
what would it be?
What is important to you about (above answer)?
Your goal is to get the sellers focused and to find their most valued criteria!
PRIORITIZING NEEDS
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My 10+ Customer Service Agreement for Sellers
1. Provide you with 10+ customer service during the entire selling process,including taking the time to understand your wants, needs, and expectations;
returning your calls and emails the same day; and being honest with you at alltimes
2. Help you obtain the highest possible price for your house in the shortestamount of time
3. Advise you on pricing and assist you with staging your home
4. Implement the Fourteen-Point Marketing Plan to market your house to asmany channels and key target groups as possible
5. Coordinate the home-showing process
6. Present all offers in person and advise you on the terms and contingencies
7. Negotiate offers on your behalf
8. Schedule and coordinate completion of contingencies and inspections
9. Monitor the buyer’s loan process
10. Coordinate and supervise the preparation of all closing documents and guideyou through the closing process
MY 10+ CUSTOMER SERVICE AGREEMENT FOR SELLERS
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Listing Consultation Checklist
Greet Sellers: Confirm you are here for the scheduled appointment and that the decisionmakers are present. Enter.
Check on the Prelisting Packet: Check on whether sellers have looked at the prelistingpacket and whether they have completed seller paperwork.
Build Rapport: Use scripts provided to establish a friendly, professional, and trustingrelationship with sellers; this process will continue throughout the appointment.
Consult with Sellers: Be sure they know this appointment is about them and achievingtheir goals and that it is meeting their most critical needs.
Evaluate the Home: Tour the home. Whether you tour with or without the sellers is yourchoice. Your goal is to note any features that may impact pricing, note property condition,
and demonstrate to sellers you understand what their home offers.
Discover and Prioritize Needs: Use worksheets to walk through questions that establishtheir top goals and needs from the sale, and to prioritize those needs with their agreementabout priority order. Take notes on the worksheets.
Present Your Value Proposition and Marketing Plan: Walk through the features of yourexperience and service; show sellers how you will market their home to buyers and buyerrepresentative.
Check for Commitment: Be sure sellers have heard your key messages to this point and thatthey are buying into your messages.
Present Your Price Recommendation: Present your CMA (pricing analysis) and yourrecommended list price. Walk them through the steps you went through to arrive at yourconclusion.
Set Mutual Expectations: Review what sellers can expect from you—from the listingagreement signing to the sale and closing—and what you need from them.
Handle Any Unresolved Questions or Objections: Check to be sure the sellers have nounanswered questions. Tie up any loose ends on what will happen.
Close: Ask for their business and get their signatures on the listing agreement.
LISTING CONSULTATION CHECKLIST
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Pricing Strategies Checklist
Six Pricing Strategies Yes
1. Know what sells – always evaluate for both competitiveprice and marketable condition
2. Know what sellers can and can’t control – communicatewhat does not matter in pricing (what they paid; what
they need; what they want; what their neighbour sold for ;
what another sales representative says it’s worth; cost torebuild)
3. Understand the window of opportunity – be persuasive
about the importance of pricing right the first time, andbeing in great condition, to capture peak interest in thefirst few weeks on the market
4. Price to reflect market movement – price to reflect thedirection the market is moving and the speed of change
5. Price ahead of the market – price so your seller does
not get caught chasing the market down, or does notmiss their maximum opportunity in a rising market
6. Don’t be afraid to be brutally honest – ask, “do youwant me to tell you what you want to hear, or do youwant to hear the truth (about price and condition)?”
PRICING STRATEGIES CHECKLIST
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Communication Checklist
Communication Tips I Do
1. Follow Preferences: Always ask and learn about your customer’s preferredcommunication 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 theircommunication style.
3. Always Update: Updates should happen even when there may be no newinformation to share.
4. Be Prompt: Always respond as soon as possible, or on the expectedschedule.
5. Never Talk Down: Always communicate as a partner with your customer.
6. Keep a Log: Maintain a communication log in your eEdge database so youare 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.
COMMUNICATION CHECKLIST
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Listing Sales Representative Contract-to-Close Checklist
Task When
Upon conditional sale, receive
deposit cheque and obtain receiptAt execution of contract
Deliver deposit cheque to your
brokerage
Given to you by buyer’s sales
representative at execution of contract
Coordinate inspections
Buyer sales representative will most
likely schedule inspections, but you must
maintain regular contact with them to
ensure timings work for your seller
Receive written confirmation on
financingWithin conditional period
Negotiate repairs
After inspections, use an amendment torequest repairs. If there is a contingency
period, this should be done before the
dates in the contract.
Schedule/provide survey
(if necessary)Within deadlines of contract
Schedule appraisal (or ensure
appraisal has been scheduled)As soon as possible
Receive your payment After closing and funding
LISTING CONTRACT-TO-CLOSE CHECKLIST
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Closing Packet Introduction Letter for Sellers
[Today’s date]
[Client’s name and address]
Dear Client:
Congratulations! Your home is conditionally sold! It requires a team effort to get to closing, so I have
enclosed an overview of what to expect between now and then. It is very important, so please reviewit carefully.
Important Dates to Remember:
• Effective Date ________ • Closing Date ________
Maximum Out-of-Pocket Expenses:
• Repairs _______________
Reaching a successful closing requires paying attention to an incredible number of details. I will workclosely with you now to make sure all details are handled.
As always, my goal is to have a smooth closing process and to relieve you of any unnecessary stress.
Please feel free to contact me with any questions.
Sincerely,
[Your name]
Keller Williams Realty
[Your phone number]
[Your email address]
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Buyer and Seller Tools
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The Contract-to-Close Flow Chart
ACCEPTANCE
WAIVED/
FULFILLED/
AMENDED
CONDITION
UNFULFILLED
REJECTION COUNTER
OFFER(s)
REJECTION
OFFER
CONDITIONS
TITLE SEARCH
(Lawyer)
CLOSING POSSESSION
ACCEPTANCE
THE CONTRACT-TO-CLOSE FLOW CHART
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Contract-
to-Close
Issues
How Things Go Wrong Solutions
Inspections
and Repairs
1. Surpr ise findings Preinspect to avoid surpr ises
2. Report is complex orconfusing
Attend inspection with your client and otherparty
3. Costs and “who pays” Prenegotiate limits on inspection-related costs
4. Timetable for repairs Select and supervise preferred vendors
5. Doubt aboutworthiness
Prepare and reassure your client about how things wil l happen, and document work in
invoices
Appraisals
6. Won’t support price Provide the appraiser with research
7. Won’t suppor t theloan
Find additional buyer funds or funding (provideseller financing option?)
8. Doesn’t match theCMA
Appeal the appraisal
Loan
Approval
and Funding
9. Application delays Select loan originator and get preapproval
10. Documentationproblems
Assist buyer with paperwork
11. Buyer credit issues Get credit counsel ing for buyer
12. Lender failure toapprove
Reapply with corrections
13. Lender failure to fundMake parallel loan applications (recommend
alternate lender)
14. Buyer credit changes Give/Get a preclosing credit warning
15. Third-party approvals Know who’s involved and communicate
(continued)
CONTRACT-TO-CLOSE ISSUES PAGE
Contract-to-Close Issues
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Contract-to-
Close IssuesHow Things Go Wrong Solutions
Other
Contingencies
16. Sa le of buyer’s home Take a backup offer
17. Take a backup offer Know who’s involved and communicate
18. Relocation/estateapprovals
Know players, steps, and timetable
19. Clouded titleRead and understand preliminary titlereport
Co-Op Sales
Representative
20. Bad advice or
communicationAlways clarify messages and intentions
21. Inattention to detail Own the process yourself and communicate
22. Poor vendor selection Provide a vendor l ist and backup
Deadlines
23. Inspections and repairs Confirm all appointments and progress
24. Closing date Build in buyer and seller flexibility
25. Occupancy Preset dates, limits, and penalties
CONTRACT-TO-CLOSE ISSUES PAGE 2
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Open House Tools
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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
Sign in yard
with balloons
and ryders Level 5
Sign in yard
with balloons
and ryders Level 6
Sign in yard
with balloons
and ryders Level 7
Sign in
yard
Sign in
yard with
balloons
and riders
Sign in
yard with
balloons
and riders
Sign in
yard withballoons
and riders
Sign in
yard with
balloons
and riders
Sign inyard with
balloons
and riders
Sign in
yard with
balloons
and riders
Sign in
yard
Sign inyard
Sign in
yard
Sign in
yard
Sign in
yard
Sign inyard
Directional
signs with
balloons
and riders
Directionalsigns with
balloons
and riders
Directional
signs with
balloons
and riders
Directional
signs with
balloons
and riders
Directional
signs withballoons
and riders
Fliers theweek before,
evites, andposted onwebsites
Fliers the
week before,evites, and
posted onwebsites
Fliers the
week before,
evites, andposted on
websites
Fliers theweek before,
evites, and
posted onwebsites
Go inviteneighbours
(100
minimum)
Go invite
neighbours(100
minimum)
Go invite
neighbours
(100
minimum)
Get on the
phone that
morning andremind
everyone
Get on thephone that
morning and
remindeveryone
Hold fourother open
houses in the
area in variousprice ranges
+
+ +
+ + +
+ + + +
+ + + + +
+ + + + + +
Don’t Be a Stick in the MudTaking Open Houses Beyond the Basics
Excerpt from SHIFT
TAKING OPEN HOUSES BEYOND THE BASICS
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NAME: ____________________________________________
ADDRESS: _________________________________________
__________________________________________________
__________________________________________________ PHONE: ___________________________________________ EMAIL: ___________________________________
Currently do you: own? rent?
When do you plan to buy a home? Now 1–3 Months 3–6 Months Other
How did you hear about this house? Friend Driving by Signs Other
NAME: ____________________________________________
ADDRESS: _________________________________________
__________________________________________________
__________________________________________________
PHONE: ___________________________________________ EMAIL: ___________________________________
Currently do you: own? rent?
When do you plan to buy a home? Now 1–3 Months 3–6 Months Other
How did you hear about this house? Friend Driving by Signs Other
NAME: ____________________________________________
ADDRESS: _________________________________________
__________________________________________________
__________________________________________________
PHONE: ___________________________________________ EMAIL: ___________________________________
Currently do you: own? rent?
When do you plan to buy a home? Now 1–3 Months 3–6 Months Other
How did you hear about this house? Friend Driving by Signs Other
NAME: ____________________________________________
ADDRESS: _________________________________________
__________________________________________________
__________________________________________________
PHONE: ___________________________________________ EMAIL: ___________________________________
Currently do you: own? rent?
When do you plan to buy a home? Now 1–3 Months 3–6 Months Other
How did you hear about this house? Friend Driving by Signs Other
VISITOR REGISTRATION FORM
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Prepare for Your Open House
Is your house ready for showtime? To make a great first impression on potential buyers, startby looking at your home—inside and outside—through the eyes of a buyer. In fact, for theoptimum open house experience, you should aim to appeal to all five of a buyer’s senses.
1-3 Days Before the Open HouseSpend the day or two before the open house giving your home a thorough cleaning inside andout. As a general rule, repair anything that is broken or remove it from sight. Also remove anyitems you will not need until after your move—when it comes to showing your home, less ismore!
Exterior Interior
Remove all yard clutter.
Prune bushes, remove weeds andapply fresh mulch to garden beds.
Clean windows inside and out.
Ensure gutters and downspoutsare clean and firmly attached.
Clean your home’s exterior,including the front door. Removeany cobwebs or nests.
Tighten and clean all door handles.
Ensure the house number isclearly visible.
Remove excessive wall hangings, furniture, andknickknacks. Consider a temporary self-storage
unit.
Clean or paint walls and ceilings.
Shampoo carpets.
Clean and organize cabinets and closets.
Repair any plumbing leaks, including faucets anddrain traps.
Clean all light fixtures and ensure all light bulbsare working.
Clean all light fixtures.
Eliminate the source of any unpleasant smells.If you have pets, consider boarding them untilafter the open house . Avoid cooking foodswith strong odors. Throw out the trash.
PREPARE FOR YOUR OPEN HOUSE PA
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The Day of the Open House You should plan to vacate your home during the open house; potential buyers often do notfeel comfortable exploring a home with the homeowner present. Give your house a last-minute walkthrough before you leave.
Exterior Interior
Mow the lawn.
Ensure the driveway and walkways to the front door are clear andeasy to navigate.
Keep the driveway and curb infront of the home clear for visitorparking.
Dust wood surfaces.
Shine metal or glass surfaces.
Let in the light—turn on lamps or open drapes
and shades.
Turn on soft music.
Dispose of any trash.
Lock up valuables or take them with you.
If weather permits, open the windows to let infresh air.
If rain or snow is predicted, place a doormat at the entry for visitors to wipe their feet, and anumbrella stand or can.
PREPARE FOR YOUR OPEN HOUSE PAGE
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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:
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