CAMP 4 4 3 Power Session 12 Selling

CAMP 4: 4: 3 Power Session 12: Selling a Home

Introduction The future of your real estate business depends directly on your ability to focus it in the proper direction. Aim low and you will probably only have the option of hitting a variety of low targets. Pull your aim higher and you’ll probably have the option of hitting higher targets. Just remember that when you aim low only a stray bullet hits a high target. - Millionaire Real Estate Agent Power Session 12 114 Slide 2 Selling a Home

Introduction Objectives… 1) Review how to provide SUPER Service to sellers 2) Identify how to market a home 3) Identify the techniques for staging a home 4) Practice handling staging issues Power Session 12 114 Slide 3 Selling a Home

CAMP Map Power Session 12 115 Slide 4 Selling a Home

Serving Sellers SUPER Service: Sincerity – Search for the win-win. Understanding – Focus on needs, wants and values. Predictability – Deliver what is promised and expected. Exceptionality – Provide the extraordinary and uncommon. Responsiveness – Respond quickly and reliably. Communication Update your sellers regularly, not only on their home’s showings, but also on anything that affects their home’s sale. Power Session 12 116 Slide 5 Selling a Home

Marketing a Listing The 10 -Point Marketing Plan If you want your listing to sell quickly and for the best price, you’ll need to give it wide exposure to the market. The 10 Point Marketing Plan is designed to do just that. Unleashing Your Marketing Plan Top agents talk about the concept of “unleashing their marketing plan. ” Marketing doesn’t just serve to sell a home, it also sells your name and brings you buyer clients. Power Session 12 117 Slide 6 Selling a Home

Marketing a Listing 1. Staging and Pricing Strategies 2. For-Sale Sign, Rider Signs, and Directional Signs 3. Front-Yard Flyer Box and Distribution of Flyers in Neighborhood 4. Flyers in House/Home Book/Comment Cards 5. Multiple Listing Service Power Session 12 118 Slide 7 Selling a Home

Marketing a Listing 6. 7. 8. 9. 10. Web Listings Open-House Program Track Showings/Collect Feedback Weekly Seller Updates Property Caravans Optional Items 11. 12. 13. 14. House Featured in “Marketing Vehicle” E-mail/Fax/Voice Broadcast Target Marketing Creative Marketing Ideas Power Session 12 119120 Slide 8 Selling a Home

Marketing a Listing Exercise Creative Marketing Directions: As a class, brainstorm additional creative marketing ideas. Pay particular attention to low-cost ideas. Time: 10 minutes Power Session 12 120 Slide 9 Selling a Home

Techniques for Staging The three factors that control the sale of a home are location, price, and condition. Staging is improving condition —cleaning, organizing, and improving the seller’s home to ensure a faster sale. Staging Tips Power Session 12 121 Slide 10 Selling a Home

Techniques for Staging Explaining the Importance of Staging to Sellers Difficult Staging Issues I Don’t See Why This Is So Important. Do We Really Have to Make This Repair? Why Can’t We Sell the House “As-is”? Power Session 12 122123 Slide 11 Selling a Home

Practice Role-Model Watch as your instructor role-models difficult staging issues that the class presents. Discussion Question How would you talk to a buyer about sensitive staging issues (such as cleanliness, pet odor, etc. )? Power Session 12 124 Slide 12 Selling a Home

Practice Exercise Directions: 1. Select a partner. 2. Walk around the training room and discuss staging strategies for how this room could be more attractive to people coming in. Time: 30 minutes Power Session 12 125 Slide 13 Selling a Home

Assignments Power Session Assignments 1. 2. If you don’t yet have a listing, create a detailed marketing plan for one of the homes you’ve previewed. Take a look around your own home and imagine how you would stage it if you were selling. Power Session 12 126 Slide 14 Selling a Home

Assignments Ongoing Assignments 1. Complete 10: 5: 15: 5 a) b) c) d) 2. 3. Collect 10 business cards. Make 5 phone calls. Send 15 notes or letters. Preview 5 homes. Record your progress on the Success Grid. Schedule a one-hour role-play session with your CAMP Buddy. Practice the staging scripts. Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. Power Session 12 126 Slide 15 Selling a Home

Assignments Something to Think About… If you have ever bought a home, what marketing methods were most influential during your search? Power Session 12 126 Slide 16 Selling a Home

We have talked about… 1) How to provide SUPER Service to sellers 2) How to market a home 3) Techniques for staging a home Slide 17 Power Session 12 sum Selling a Home