Transcript Power Session 12 Slide 2 Selling a Home

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
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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
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Slide 3
Selling a Home
CAMP Map
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Slide 4
Selling a Home
Serving Sellers
SUPER Service
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.
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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 10Point 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.
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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
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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
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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
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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
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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”?
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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.)?
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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
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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.
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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.
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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?
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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
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Selling a Home