Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS S c o t K e n k e l A B C R E A L T O R S - - - S c o t K e n k e l A B C R E A L T O R S - - - S c o t K e n k e l A B C R E A L T O R S The Ultimate Listing Presentation by Scot Kenkel
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Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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The Ultimate Listing
Presentationby Scot Kenkel
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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A Marketing Proposal
Tom and Mary Jones110 Tradewind StreetEdgewood KY 41017
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OBJECTIVES FOR TODAY
1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS4. PRICING STRATEGY5. PAPERWORK
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OBJECTIVES FOR TODAY
IF WE GET THROUGH THESE YOU SHOULD BE ABLE TO MAKE A
DECISION
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OBJECTIVES FOR TODAY
1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS4. PRICING STRATEGY5. PAPERWORK
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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KEYS TO ASKING QUESTIONS
Bob Smith, Agent - ABC Realtors, Inc.
1. Ask their Permission First
2. All answers are kept confidential
3. Start with Easy and progress to Hard
4. Remember RULE 101 – ask question – get answer
5. Don’t leave table till you KNOW their HIRING Criteria
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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1. Why are you moving and where are you moving?
2. When do you want /have to move?
3. How long have you lived in your present home?
4. What “major improvements” have you made on your present home?
5. Who else are you talking with about the sale of your house?
6. What other source of funds do you have available to you?
7. How do you feel about owner financing?
8. How did you arrive at your price?
9. What is most important to you? Pricing? Timing? Convenience?
10. What would it do to your plans if you couldn’t sell?
11. What would it take to get you to list with me today?
QUESTIONS TO ASK
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OBJECTIVES FOR TODAY
1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS4. PRICING STRATEGY5. PAPERWORK
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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KEYS TO LOOKING AT THEIR HOME
Bob Smith, Agent - ABC Realtors, Inc.
1. INVOLVE your Sellers in the Process
2. TAKE tons of Notes – Avoid giving Advice
3. DO what other agents DON’T DO
4. REMEMBER – Compliments increase their VALUE
5. DEFER all pricing issues till THE RIGHT TIME
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OBJECTIVES FOR TODAY
1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS4. PRICING STRATEGY5. PAPERWORK
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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AFTER LOOKING AT THEIR HOME WE’RE GOING TO WALK THEM THROUGH OUR PROCESS
But FIRST let’s tell them a bit about ME and MY COMPANY – and MY SALES TEAM
OUR PROCESS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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ABOUT ME
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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MY COMPANY
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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MY SALES TEAM
Bob Smith, Agent - ABC Realtors, Inc.
THE LARGEST SALES TEAM IN THE AREA
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OUR PROCESS
Bob Smith, Agent - ABC Realtors, Inc.
NOW WE’RE GOING TO WALK THROUGH HOW WE GET PAID
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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HOW DO WE GET PAID?
Bob Smith, Agent - ABC Realtors, Inc.
FIND A READY WILLING & ABLE BUYER
NEGOTIATE AN ACCEPTABLE AGREEMENT
SATISFY ALL CONDITIONS OF PURCHASE
SUCCESSFUL TRANSFER TO PURCHASER-- also referred to as the closing
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OUR PROCESS
Bob Smith, Agent - ABC Realtors, Inc.
LET’S MAKE SURE THEY UNDERSTAND HOW
WE’RE DIFFERENT FROM ALL THE OTHERS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WE TAKE A DIFFERENT
APPROACH!!
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WE DO THINGS DIFFERENT
Bob Smith, Agent - ABC Realtors, Inc.
WE DON’T JUST FIND ANY READY WILLING & ABLE BUYER
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WE DO THINGS DIFFERENT
Bob Smith, Agent - ABC Realtors, Inc.
WE DON’T JUST FIND ANY READY WILLING & ABLE BUYER
WE FIND THE ABSOLUTELY BEST READY WILLING & ABLE
BUYER
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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Bob Smith, Agent - ABC Realtors, Inc.
CREATE COMPETITION FOR YOUR HOME
MAINTAIN AN OBJECTIVE VIEWPOINT
UNDERSTAND BOTH PARTIE’S WANTS & NEEDS
SELECT THE BEST POSSIBLE PURCHASER
TO FIND A (THE BEST) READY WILLING AND ABLE BUYER
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WE DO THINGS DIFFERENT
Bob Smith, Agent - ABC Realtors, Inc.
WE DON’T JUST NEGOTIATE AN
ACCEPTABLE AGREEMENT
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WE DO THINGS DIFFERENT
Bob Smith, Agent - ABC Realtors, Inc.
WE DON’T JUST NEGOTIATE AN
ACCEPTABLE AGREEMENTWE NEGOTIATE THE BEST
TERMS AND CONDITIONS FOR YOUR SITUATION!!
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WE DO THINGS DIFFERENT
Bob Smith, Agent - ABC Realtors, Inc.
WE DON’T JUST SATISFY THE CONDITIONS OF THE AGEEMENT
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Sc
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WE DO THINGS DIFFERENT
Bob Smith, Agent - ABC Realtors, Inc.
WE DON’T JUST SATISFY THE CONDITIONS OF THE AGEEMENT
WE CLOSELY MONITER EVERY CONDITION TO GUARANTEE A SUCCESSFUL END RESULT
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WE DO THINGS DIFFERENT
Bob Smith, Agent - ABC Realtors, Inc.
BY DOING IT OUR WAY---WE DON’T HAVE TO JUST HOPE
FOR A SUCCESSFUL TRANSFER/CLOSING
WE MAKE SURE IT’S SUCCESSFUL!!
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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NOBODY GETS PAID IF THE
SALE DOESN’T CLOSE
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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NOW IT’S TIME TO START ON THE
ACTUAL PROCESS – STARTING WITH AN EXPLANATION OF
“WHAT IS MY JOB?”
OUR PROCESS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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WHAT IS MY JOB?
Bob Smith, Agent - ABC Realtors, Inc.
EXPOSE SELLER’S HOME TO THE MARKET
INTERPRET THE MARKET’S REACTION
ADVISE MY SELLERS ACCORDINGLY
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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THERE’S 10 STEPS TO OUR PROCESS –
LET’S GO THROUGH EACH OF THEM INDIVIDUALLY
OUR PROCESS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OUR PROVEN PROCESS
Bob Smith, Agent - ABC Realtors, Inc.
1. GATHER INFO – Data and Visual info
2. VERIFY ACCURACY – Upload to Data Distribution SYSTEM
3. CREATE Detailed “Prepare to Sell” Checklist
4. SELECT Signage and PORTAL Distribution OPTIONS
5. LAUNCH the Targeted Industry Awareness Campaign
6. COORDINATE showings to Qualified Prospective Buyers
7. NEGOTIATE and EXPLAIN all written offers to purchase
8. ANALYZE the Market Reaction to and Prepare Report
9. REGULAR REVIEW of the Consolidated Market Update
10. OVERSEE process of accepted Purchaser until CLOSED
STEP
STEP
STEP
STEP
STEP
STEP
STEP
STEP
STEP
STEP
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 1: GATHER ALL THE INFORMATION
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 2: VERIFY FOR ACCURACY BEFORE UPLOADING INTO OUR DATA DISTRIBUTION SYSTEM
Bob Smith, Agent - ABC Realtors, Inc.
OUR DATA DISTRIBUTION
SYSTEM
OUR DATA DISTRIBUTION
SYSTEM
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 3: CREATE “PREPARE TO SELL” CHECKLIST
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 4: SELECT SIGNAGE AND PORTAL OUTLETS
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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Bob Smith, Agent - ABC Realtors, Inc.
Frontdoor.comCraigslist.comEnormo.comOodle.comVast.comHotpads.comREALTOR.comTheAgencyWest.comGOOGLE.comNKMLS.com
STEP 4: SELECT SIGNAGE AND PORTAL OUTLETS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 5: LAUNCH “INDUSTRY AWARENESS CAMPAIGN”
Bob Smith, Agent - ABC Realtors, Inc.
NEW LISTING!!
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 6: COORDINATE ALL SHOWINGS
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 7: NEGOTIATE AND EXPLAIN OFFERS
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 8: ANALYZE MARKET REACTION & REPORT
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 9: CONDUCT REGULAR UPDATE REVIEWS
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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STEP 10: OVERSEE SALE TO CLOSING PROCESS
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OUR PROVEN PROCESS
Bob Smith, Agent - ABC Realtors, Inc.
1. GATHER INFO – Data and Visual info
2. VERIFY ACCURACY – Upload to Data Distribution SYSTEM
3. CREATE Detailed “Prepare to Sell” Checklist
4. SELECT Signage and PORTAL Distribution OPTIONS
5. LAUNCH the Targeted Industry Awareness Campaign
6. COORDINATE showings to Qualified Prospective Buyers
7. NEGOTIATE and EXPLAIN all written offers to purchase
8. ANALYZE the Market Reaction to and Prepare Report
9. REGULAR REVIEW of the Consolidated Market Update
10. OVERSEE process of accepted Purchaser until CLOSED
STEP
STEP
STEP
STEP
STEP
STEP
STEP
STEP
STEP
STEP
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OBJECTIVES FOR TODAY
1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS4. PRICING STRATEGY5. PAPERWORK
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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PRICING STRATEGY
Bob Smith, Agent - ABC Realtors, Inc.
TIME FOR A TRIAL CLOSE!!
YOU ASK: “Before we get into PRICING – Do you feel I’M QUALIFIED TO GET THE JOB DONE?”
YOU ASK: “IF WE CAN AGREE ON THE NUMBERS – IS IT SAFE TO ASSUME YOU’LL WANT TO HIRE ME?”
Remember RULE 101- If Ask Question GET Answer!!
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR
Bob Smith, Agent - ABC Realtors, Inc.
LOCATION LOCATION LOCATION PHYSICAL CONDITION OF HOUSECURRENT COMPETING HOMES FOR SALELOCAL and NATIONAL ECONOMY UNEMPLOYMENT RATE AVAILABLE FINANCINGOCCUPANCY FLEXIBILITYSHOWING CONDITION AND AVAILABILITY
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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FACTORS AFFECTING WHAT YOUR HOME WILL SELL FOR
Bob Smith, Agent - ABC Realtors, Inc.
PRICE
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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PRICING STRATEGY
Bob Smith, Agent - ABC Realtors, Inc.
TEACH THEM HOW TO DO A CMA –
WHAT PROPERTIES HAVE NOT SOLD (EXPIREDS)
WHAT PROPERTIES HAVE SOLD (SOLDS)
CURRENT COMPETING PROPERTIES (ACTIVES)
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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PRICING STRATEGY
Bob Smith, Agent - ABC Realtors, Inc.
ONCE YOU HAVE COME TO A $$$$ AMOUNT
1. Reduce the Amount to NET $$ IN THEIR POCKET
2. TRIAL CLOSE using WORST CAST SCENARIO
3. DON’T DWELL ON IT – MOVE TO NEXT STEP
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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OBJECTIVES FOR TODAY
1. QUESTIONS 2. YOUR HOME 3. OUR PROCESS4. PRICING STRATEGY5. PAPERWORK
Bob Smith, Agent - ABC Realtors, Inc.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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PAPERWORK
Bob Smith, Agent - ABC Realtors, Inc.
1. STACK FORMS FOLDER SO BOTTOM IS LISTING AGREEMENT
2. FOLLOW THE SAME PATTERN WHEN EXPLAINING – Identify the FORM – Explain it’s Purpose – Point with your Pen – End with “ANY QUESTIONS?” – Move to NEXT Form
3. ONCE YOU REACH LAST FORM – After Asking “ANY QUESTIONS?” – Hand Pen to Dominant Party to get their APPROVAL --
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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EMERGENCY TOOLS
A. HOW TRYING TO GET A LITTLE MORE CAN ACTUALLY COST YOU A WHOLE LOT MORE.
B. HOW WAITING -- EVEN JUST A COUPLE DAYS -- CAN COST YOU $_______________.
C. HOW IT ACTUALLY COSTS LESS TO HIRE A PRO VERSUS SELLING IT YOURSELF.
D. THE BROKER COST COMPARISON TOOL TO USE AGAINST CUTTING COMMISSION.
E. THE MARKETABILITY SCORECARD TO MAKE SURE THEIR HOME WILL SELL OR NOT.
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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TRAINING RESOURCES
Everything you ever wanted to know about getting more LISTINGS than EVER BEFORE!!
THREE LIVE LEARNING SEGMENTSTONS OF TOOLS AND SCRIPTSNO FEE TO REPEAT – LEARNING GUARANTEE
http://www.LandvoiceListingBootcamp.com
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS --- Scot Kenkel ABC REALTORS
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TRAINING RESOURCES
Everything you ever wanted to know about LISTING, SELLING and CLOSING More Short Sales!!
THREE LIVE LEARNING SEGMENTSTONS OF TOOLS AND SCRIPTSNO FEE TO REPEAT – LEARNING GUARANTEE
http://www.ShortSaleListingBootcamp.com
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