2. 95% of the business is done by 5% of real estate agents
Average GROSS salary of a real estate agent for 2017
87% of real estate agents don’t make it past 5 years in the business
4. KNOW YOUR STUFF
AREA
• Schools
• Price Range based on condition
• Preview – Competition & Coming Soons
• Drive by Solds
• Call Listing Agents (Condition)
• New Construction (nearby competition)
• Community Features
DO NOT TRY TO FAKE IT TIL YOU MAKE IT
5. What’s coming
• New Developments, schools, retail, restaurants etc.
• Builders are great resources for area information
• Neighbors are also a wealth of information
Market Test
• Buyer’s Market or Seller’s Market (driven by inventory)
• Price Range based on condition and seasonality of the real estate market (May-
August most homes sale) MUST PRICE AHEAD OF IT!!!!
KNOW YOUR STUFF
6. • EDUCATION
• Degrees – Michigan State University
• BA- BUSINESS ADMINISTRATION
• MBA, MANAGEMENT
• Designations
• SRS
• ABR
• MRP
• CSSN
• SFR
• AUTHOR
• Professor of Real Estate
• 23 years experience
• Organizations (Greek, Trade, etc.)
• INTERNET PRESENCE
• HOUSEHOLD NAME
KNOW YOUR VALUE
7. VALUE PROPOSITION
Seller Consultation
• Show 184 Task
• LISTING STRATEGIES
• INCENTIVE STRATEGIES
• SELLER’S MARKET STRATEGIES
• BUYER’S MARKET STRATEGIES
• 8 QUICK FIXES TO INCREASE VALUE
• INTERNET PRESENCE
• VALUATION PROCESS
• MARKETING STRATEGIES
VALUE PROPOSITION
8. Considerations Before Taking the Listings
Sellers are motivated
Price is within range
Location is desirable
Condition is excellent
Seller willing to repair
Great "Curb Appeal"
Easy to show
Financially possible
Sellers are not motivated
Seriously over-priced
Difficult location
Needs lots of work
Not willing to repair
No curb appeal
Very difficulty to show
Financially unlikely
Probate
Divorce
YES
NO
9. Can be done a variety of ways:
LISTING PRESENTATION
1.Pre-Listing Checklist
(pre-screening)
2.Due diligence
3.Property walk through
4.Seller Consultation
5.Presentation
6.Close
1.Due diligence
2.Seller Consultation (includes
questionnaire)
3.Presentation
4.Property Walk through
5.Close
10. We have 2 jobs:
Market the Property
Take care of you!
LISTING PRESENTATION
Second Slide: Let them know what I am going to do
11. • SHOW VALUE
• Reducing commission is hurting our industry as a whole
• In the absence of VALUE, $$$$ becomes an issue
• The TOP requirement of sellers, according to NAR, is that they want their
Realtor to make sure they are getting their home in front of every qualified/
interested buyer
• Your listing presentation should document HOW: where buyers come from
and how you are marketing to those buyers
PRESENTATION
12. WHERE BUYERS FOUND THEIR HOMES
• Internet: 51%
• Real Estate Agents: 33%
• Yard sign/open house sign: 8%
• Friend, relative or neighbor: 4%
• Home builder or their agent: 2%
• Directly from sellers: 1%
• Publications: 1%
* Survey from the NAR
16. Be prepared
• Due diligence: ownership, competition, neighborhood, etc.
• iPad/computer: visual CMA presentation
• Value proposition
• Marketing presentation
• Reverse prospecting
• In-house marketing to eXp agents (over 12,000)**
• List on the MLS**
• Internet marketing**
• Global Marketing
• Review the forms that they will sign electronically
• Review the listing and selling stages
• Thank you gift
LISTING PRESENTATION
17. • Review your PARTNERS/Auxiliary Companies
• Community National Title
• Gold Financial Services
• Wisdom Property Inspections
• Primerica
Showcase HOW they will assist with the selling their home!
LISTING PRESENTATION
18. You MUST spiral your value
Commission is NON-NEGOTIABLE
ONLY Present 3 Options
Close
7% Listing Commission
• Signage
• MLS
• Open House
• Social Media Campaigns
8% Listing Commission
• Signage
• MLS
• Open House
• Coming Soon Marketing
• Facebook/IG/Linkedin/T
witter Campaigns
• Single Property Website
9% Listing Commission
• Signage
• MLS
• Open House
• Coming Soon Marketing
• Syndicated
• Realtor.com plus
• Facebook/IG/Linkedin/Twitter
Campaigns
• Virtual Tour
• YouTube
• Single Property Website
• Craigslist
• Landing Page
• Text Blast
• Blog Posts
• Interactive Voice Response
• Print Flyers
• eFlyer Campaigns
19. Close
$300,000
9% = $27, 000
8% = $24,000
7% = $21, 000
Highlight the small difference is equivalent to 1 month mortgage payment
Will sell faster with maximum exposure
20. 70/30 Split
w/6% Franchise Fee = 36%
$300,000
$12,000 GCI
Agent:
$7680
Broker:
$4320
20K
Cap
5 Deals to Cap
$38,400
$300,000
$12,000 GCI
80/20 Split
Agent:
$9600
Broker:
$2400
16K
Cap
7 Deals to Cap
$67,200
23. More Mastermind Classes
1. How to turn CONTACTS into CONTRACTS
2. How to Get a Clear to Close
3. How to Avoid the 10 Common Contract Mistakes
4. How to Price Right: Effective CMA’s
5. Social Media Masterminds
6. How to Win with Sellers
7. How to Win with Buyers
8. Do’s and Don’ts of Social Media
9. How to Become a Seller Superstar
10. 20 Listings in 30 Days
11. How to Build a Dynamic Database
12. Introduction to eXp Realty
