So many new faces are joining our 72 Ballers community thanks to team members building their downlines of new ZIP code owners.
I thought it important to compile some of the most important things needed for the 72 SOLD listing presentation. If you're new here or not, worth your time to brush up, check yourself, and be as prepared as you can be to knock your appointments out of the park. Remember statistically speaking if you leave an appointment without a signed listing agreement, your likelihood of getting that later is very low. Preparation and practice BEFORE the big stage is a must - be under no delusions - most of the time walking away without that signature is a forever no.
My Favorite Listing Tools
The 10 Steps to Higher Prices Video
First things first, the overall concept of the program needs to be rock solid in your mind. One of the best tools we have in YOU understanding the program is Greg's video explaining the program to sellers. He's teaching the seller in this video which is a great way for you to learn yourself and then adapt to your own style. Watch that video - if you're new watch it three times a day minimum for your first 30 days. I know this seems extreme but the more this becomes a part of you the more money you will make. It's worth it, be like Nike and just do it.
The One Page Listing Agreement
This is a key difference between us and typical brokerages. Here in AZ this IS our listing contract. Nationally, we use this as a way of "signing" a client to the basics of the deal and then follow with the MLS compliant paperwork required in each state. Find a way to use this, it lowers resistance from a client because it is simple and non intimidating. Even if it cannot be your official listing document, it does enough to make you the sale.
The 10 Steps to Higher Prices Brochure
This brochure walks you and the client through exactly HOW we are different and WHY we get better results. It's the paper version of the video I want you watching 90 times in your first 30 days. It's key for you to know these steps - you don't have to present them all but knowing them helps you best get at the seller's needs and address them with the program and back it up with literature. If there is a specific area the seller is focused on, being able to open something printed and official looking and walk them through it visually helps so many people understand and "click" faster.
The Game Plan
The GP helps transition from getting agreement on the program and price to closing them by assuming forward movement and engaging the seller in making a plan of attack. This document will save your life. Never go to an appointment without it, do not skip doing it.
Competitive Pricing Sheet
We price based on active competition not on closed sales. So this is important to have on hand and filled out to show the seller what buyers currently have to consider and how they can best position themselves to be the next home sold in their neighborhood and limit their days on market. I recommend avoid bringing MLS print outs and CMA's as your presentation materials - it's very traditional and can get distracting - have them as back up but summarize on this simple form and watch how much easier it is to get to the heart of pricing without all the distractions.
Just focusing on the above will make you a more prepared and better lister than 90% of agents in the country. Can't wait to see you reach your potential through committing to learning and practicing these skills we train on weekly.
Have a great week everyone,
PS - Hit the Mitts PLEASE.