5 LISTING APPOINTMENT FUNDAMENTALS

TODAY’S WORKSHOP

Intro

5 Listing Appointment Fundamentals

CMA’S and Commissions

How to get to the next level

REAL ESTATE EXPERIENCE

Licensed October 19th, 1998

Broker License in since 2002

Training & Mentoring 12 years now

Sold/ closed over 1,200 homes / $250M

VIDEO MARKETING -BP CLAIMS- REA

MY FAMILY

AHA MOMENT

MY PASSION

Do what you love

Do great work

Paid well

ONE OF MY PASSIONS

Ray’s Initiative on February 8th, 2014

THE BASIC SKILLS

REALTORS BASIC SKILLS

5 Core Fundamentals

#1 BUILD RAPPORT

HOW TO BUILD RAPPORT

The 4 Major Rapport Builders

F

R

O

G

Family

Recreation

Occupation

Goals

People don’t care what you know…until they know that you care!

#2 QUALIFY

Ask Quality

Questions

Motivation Timing

Find a Problem

TOP 3 PAIN POINTS FOR HOME SELLERS

The Fear of not selling at all

The Fear of not selling fast enough

The Fear of not selling for enough money

#3 PRESENTATION SKILLS

#4 CLOSEAsk for the sale

You can’t get if you don’t ask!

#5 HANDLING OBJECTIONS

You have to go through a series of No’s before you get a yes!

HANDLING OBJECTIONS TIPSUnderstand the situation

Ask the right questions

Dig deep

Search to find a problem “EXPOSE THE PAIN”

Offer a better solution

Write down the objections you cannot handle

REMEMBER 5 WORDS

Focus on Conversations not Conversions!

CONVERSIONS

Conversations turn into Conversions!

REVIEW OF THE 5 BASICS

1. Build Rapport

2. Qualify the Client

3. Give a Great Presentation

4. Close for the Sale

5. Handle Objections

A RECENT STUDY 44% of salespeople quit after the 1st time they hear NO

22% of salespeople quit after the 2nd time they hear NO

14% of salespeople quit after the 3rd time they hear NO

12% of salespeople quit after the 4th time they hear NO

92% of salespeople quit - 1st and 4th time they hear NO

60% of sales close after prospect says NO at least 4 times

8% of salespeople are left when the prospect is ready to say YES

HOW WE LEARN

CMA’S

A lot of top agents….NO MORE CMA’S

Differentiate themselves

How could somebody evaluate without seeing it?

A CMA is like looking in the rear view mirror!

Try to find a sellers bottom line

THE CMA CAN MAKE A GOOD APPOINTMENT GO BAD QUICKLY!

Willing to pay a 3% commission if you have a buyer

If I could bring you a cash offer today on your terms…90%

The seller has already reduced 13% and the real buyer hasn’t even shown up yet.

Knock off another 3% to 5% when the real buyer shows up

16% to 18% off their price….so, there’s always room for a 6% to 7% commission

COMMISSIONS

3 Ingredients to Greatness

Motivation

Coaching

Practice

Repetition is the mother of skill

DANIEL COYLE’S

LOOK US UPhttp://www.realestateacademi.com/

THE NEXT LEVEL

OFFER # 1- PERSONAL COACHING

Bronze Package

Bronze Package

(2) 30- Minute Private Strategy Calls per Month

Normally $400 (1) session 6 Month commitment $297.00 per

Month 6 Months at $297.00 = $1,782.00

Sell (1) $60,000 home breakeven Sell (1) $200,000 @ 3% make

$6,000 Sell (3) $200,000 @ 3% make

$18,000

OFFER #2- MORE ATTENTION

Silver Package

Silver Package

(4) 30- Minute Private Strategy Calls per Month

Normally $800 for (2) sessions 6 Month commitment $497.00 per Month 6 Months at $497.00 = $2,982.00

Sell (1) $100,000 home breakeven Sell (2) $200,000 @ 3% make

$12,000 Sell (4) $200,000 @ 3% make

$24,000

OFFER #3- TEAM OR INDIVIDUAL

Gold Package Gold Package

(4) 60 Minute Private Strategy Calls per Month

Normally $1,600 for (4) sessions 6 Month commitment $997.00 per

Month 6 Months at $997.00 = $5,982.00 Spilt that with a Team Member Sell (1) $200,000 home breakeven Sell (3) $200,000 @ 3% make

$18,000 Sell (5) $200,000 @ 3% make

$30,000

MAKING AN INVESTMENT

$112,500

2 years later $354,867

As of 6/9 - $439,146

$16.00 per share = $502,912

$20,000

1 year later $680,000

Still have 142 Claims in

If Half go through = $781,000

FRIDAY MAY 23RD, 2014

I RECENTLY HIRED A TRAINER

Keys to Coaching Success

You have to believe You have to investYou have to work itWhen I struggled???

My trainer hold me accountable

TESTIMONIAL6/8/14

Robert,

I just wanted to thank you for the awesome coaching.  Using your techniques, motivation and confidence, we have been calling FSBOs for the past 2 weeks.  I have scheduled over 10 appointments each week.  They are all now on a follow up program and I know there are a few listings waiting to happen.  In fact I have one listing scheduled for this week.

Thanks again,

Chip DeaconExtreme Home Selling TeamKeller Williams

CONTACT INFO

Robert Gawel Performance Coach & Chief Strategist

1-800-385-3444robertgawel@tampabay.rr.com