So You Have The ListingNow What?

We are Going to Discuss

•Setting the Market Mindset with Sellers•Creating Expectations•Under promising and Over delivering

When they say … Where Do I Sign?•You say, “As I mentioned at the beginning of my

presentation, I don’t work with 100% of all clients I sit with. We need to make sure I can help serve you.”

Why…You Might Not Want the Listing•How do we determine this?•Price, Price, Price &•Willingness to move on Price

Who Determines Price?

•The Market

Remember This:“We won’t know for seven to ten days whether the market is accepting our price. The price we list at today is not as important as how quickly we adjust it once the market has spoken.”

Ask the seller this: How does the market calculate value?

Beautiful floorsGreat NeighborhoodNew RoofBig roomsFenced In yardQuiet streetTiled kitchenGranite countersLots of space

Then Explain: The Truth About Value

$ Your Neighbor’s house sold forNumber of bank owned properties in the areaTime of yearNumber of homes for sale in the areaInterest ratesNumber of buyers shopping for a home right now

You Must Explain:Value Can change daily And typically in this market….the value is not going up.

The Market Has Our Back

“What do you think would happen if we priced it to low?”

Let’s Talk Groceries

My JobIs to make sure your home is at the check out isle…and that could mean that we have to re-adjust pricing weekly.

If we get NO showings first 10 daysWe are at the back of the store, on the bottom shelf.

If we get showings but no offersWe are being seen…but shoppers don’t feel we’re offering a bargain

Remember

You don’t set the price….

I don’t set the price….

The market sets the price…

Each weekYou will get the Market Has Spoken Report that will show you what’s going on with your home and others like it in the area.

I’m Going to Do Everything

In my power to make sure we are under agreement quickly…and with a good buyer…your job each week will be to let me know if you are ready to move closer to the check out counter

Listing Contract Addendum

Seller’s Responsibilities: •Weekly review of pricing•Review and act upon agent feedback•Minimum 1% price reduction monthly•Make property available for 100% of showings•Keep property neat and clean for showings•Be candid when I ask for feedback

Listing Contract AddendumMy Responsibilities: •Weekly review of pricing•Review and act upon client feedback•Prepare and email Market Has Spoken Report•Market property where buyers are looking•Hold open houses at initial listing & after each price reduction•Lean on other agents in my firm and in the market to get feedback on pricing and condition•Make sure buyers are qualified•Remain your trusted advisor

The Listing Is Signed!

Now What?

1. Take Awesome Photos – Lots of Them

• Share the photos by placing them in the seller’s Dropbox file

• Email the seller same day “I can already tell it’s going to be a pleasure working with you…I’ll be adding these photos today to the MLS and all the websites we syndicate to. Let me know if there are any that you don’t like.

2. Send a Sit Back & Relax Card

•Sit back, relax, and take in a movie on me. You are in good hands and our goal is mutual…a smooth move for you and your family

3. Update Your Voicemail

• You’ve reached Alan Smith, I’m not available to take your call as I’m currently meeting with another great client. Please leave a message and I’ll call you back promptly! Don’t forget to ask me about my amazing New Listing at 101 Dunshire – a gorgeous home with a lot to offer!

4. Connect With Your Clients & Share Your Listing With the World!

•Make it a point to connect socially with your sellers since you’ll be using these sites to bring exposure to the property

What if they aren’t connected?

•Take Jing Snapshots of your social network posting and email them to the seller

Update all your sites!

•Make sure you get maximum exposure by posting to your own pages plus the city/town Facebook page, your company fan/business page and then send a Jing photo of the update with an exposure count to the seller.

5. Create a Facebook Event for Your Open House

•And Advertise it using pay-per click advertising!

PROFESSIONALS

Make sure to let them know

•Wanted to give you an update of the event and ad I created to get the word out there about our open house!

6. Post to MLS, REMAX, Realtor.com

•Send the seller links so they can see what their listing looks like on Realtor.com and REMAX.com

7. Create a Listing Sheet

•Email it to them for approval…

8. Market Has Spoken Report

•Automatically emailed every Monday

9. Key to a Successful Open House

•Canvas the Neighborhood & Invite to Your Open House

& Make Sure to Collect Unbiased Feedback

10. After 7-10 Days

• It’s time to have a conversation about price

Steps to a Great Conversation....1. Are you happy so far with the level of

commitment I’ve shown to your listing?2. Do you still want to list your home at the

Check Out line?3. Are you ready to move it closer to the

check out line?4. We know the market is going to correct us

even if we go too low, right?5. How aggressive should we get? A 10%

reduction is super aggressive…you decide.

Step 11: Upon 1st Price Reduction1. Voicemail Update2. Flyers3. Update REMAX.com & Realtor.com4. Social Network updates, ads, events5. Open House6. Send them notice of what you are doing

every step of the way

& Let’s get more aggressive in our marketing

12. Video Tour

Use a service like HD Hat to make it awesome…it also syndicates everywhere!

Step 13: Another 7-10 Days1. Another conversation about price…. It’s

Not YOU telling them the price is off. Always talk in terms of the market

Step 14: Upon 2nd Price Reduction1. Voicemail Update2. Flyers3. Update REMAX.com & Realtor.com4. Social Network updates, ads, events5. Open House6. Send them notice of what you are doing

every step of the way

& Let’s get more aggressive in our marketing

Step 15: Organize a SWAT Tour

Step 16: Upon 3rd Price Reduction1. Voicemail Update2. Flyers3. Update REMAX.com & Realtor.com4. Social Network updates, ads, events5. Open House6. Send them notice of what you are doing

every step of the way

& Let’s get more aggressive in our marketing

Step 17: Staging Company