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10-17-2007, 06:04 AM
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Getting the Listing
With todays market in the condition that it is, some areas worse than others, what is everyone doing to "Get the Listing". With current inventories they way they are, and the traditional sales pitch of ' This is how many homes I've sold, this is how long I've been selling real estate, blah, blah blah," what have you found to be the selling point for you that closes the deal. I know that many responses will be internet exposure and placement of their sites in the SERPS, but I am looking for things other than the obvious.
What makes you stand out from the crowd?? Matt
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Gatlinburg TN Real Estate | Pigeon Forge Real Estate | Sevierville TN Real Estate 
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10-17-2007, 02:11 PM
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Re: Getting the Listing
I have found dialogue similar to the following very effective:
"Mr. and Mrs. Seller, are you aware of the 80/20 rule? It basically states that 20% of the agents out there are selling 80% of the homes - assuming that is the case, don't you feel that it would be essential to make absolutely sure that those agents doing most of the business know your home is for sale?" (yes) "Can you imagine how effective it would be to market your home extensively to the most productive agents in the city?" (yes) "Well Mr./Mrs. Seller, when we list your home tonight I will personally contact each of those agents and let them know that your home is for sale so they can immediately check and see if it matches any of the buyers that they are currently working with. All we have to do right now is sign the paperwork so that I can start getting your home exposed to thousands of potential buyers!" This is all in addition to other marketing, correct pricing, etc... but it is an angle that many prospects will not hear from other agents. 
__________________
Yours in Continued Success! Steve Didier Real Estate Courses Online - Free Scripts & Prospecting Tools Walking for Fitness and Health The Freedom Blog!
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10-17-2007, 07:42 PM
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Re: Getting the Listing
Steve, You would be making about 150 calls in the Myrtle Beach Area and I am sure, more calls than that in many areas. I currently carry 20 homes for sale and Realtors would be upset if I called that many times.
I do a lot of things that others in my market won't do. Uploading photoshows to Realtor dot com is one thing for you that works extremely well for me. This works well because only 14 or 15 Realtors out of 3500 in the Myrtle Beach Area are doing it. People love how that automatically places their home at the top of the list of other homes in the market when a potential buyer clicks on the Featured Tour Tab.
__________________
Darren Woodard Myrtle Beach Condos Myrtle Beach Real Estate Carolina Forest Real Estate
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10-17-2007, 08:16 PM
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Re: Getting the Listing
steve,
Where do I sign. lol anbody can sell a house. Price the house right it will sell. Were the sales comes in is getting someone to do business with you. I am a like a comellian, you like to fish, so do I. Oh yeah you like to hike, yeah me too. I have a reaction to any response or objection you can thro at me. Thats were the sale is in real estate is over coming the objections to get to the close. or the listing. Every situation is different. I spend alot of time practicing my listing presentation & my objection handling. Thats how I am getting me listings.
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10-17-2007, 11:41 PM
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Re: Getting the Listing
Steve sounds like a great pitch!
I'm not a real estate agent but I've been pitched by several and know a few more. The real estate agent that stuck out most to me came to my home with a packet of things she was going to do for us (this might have appealed to me because I know the power of marketing??), already put together neat and professional. It didn't involve too much print (thankfully!!), I knew that if I gave her my listing she would let people know about it. Several internet sites her newsletter etc.. I think I was impressed with the marketing packet and the fact that all my questions could be found in the packet. She basically had little media kits from each internet site so I knew how many people could or would see my home. She came to my house and showed me value within minutes.
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10-18-2007, 09:43 AM
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Re: Getting the Listing
I suggest presenting the client with "thud factor." I have pre-made presentation books with about 50-60 pages of information and examples of marketing, both for my company and for me. I also add in a good smattering of statistics and spend 10 minutes or so going through it.
I'd say my capture rate went from 30% to 70% when I started using the book. Sellers see it and their mouths drop!
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10-18-2007, 09:50 AM
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Re: Getting the Listing
Quote:
I have a very complete presentation that covers everything that I do. But sales to me is asking questions and finding out what is important to the client and focusing specifically on the things that they need or want in their own individual situation. If somebody wants a lot of print ads, I focus more on the advertising section of my presentation. If somebody really wants internet exposure, I spend a lot of time explaining how I am going to expose their property on the internet. It is about showing value - offering more than other agents. Like Eric said, you have to work on polishing your sales skills - know your presentation and know how to handle objections smoothly and effortlessly. Learn how to read the prospect and lead them down the path.
__________________
Yours in Continued Success! Steve Didier Real Estate Courses Online - Free Scripts & Prospecting Tools Walking for Fitness and Health The Freedom Blog!
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10-19-2007, 09:44 AM
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Re: Getting the Listing
I just wanted to thank everyone for their input. I have been very busy and not able to participate and I appologize for that.
Steve: If you have the personality to go with the knowledge that you have I'd say that you have been and will continue to be very successful. EricB: There is alot to be said for finesse and confidence. It would appear through continuous practice that you have become pretty comfortable with dealing with most things that are thrown at you by prospective clients. Have you ever had a situation where having all the answers hindered you? Thanks again to everyone for their input. Matt
__________________
Gatlinburg TN Real Estate | Pigeon Forge Real Estate | Sevierville TN Real Estate
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10-19-2007, 12:05 PM
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Re: Getting the Listing
Quote:
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10-19-2007, 01:31 PM
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Re: Getting the Listing
I see very few objections when meeting with people. People want to see exposure and they want to know that you are going to contact them on a regular basis. I tell them up front how often I will contact them and I do it.
The problem with a lot of agents is that they blow smoke and they don't live up to their promises. Be honest, upfront and live up to what you set as your expectations. You won't only list their house and sell it, you will sell the whole neighborhood. I have been working on a new neighborhood in our area for four months only and I have captured 20% of the listings in there without sending a single postcard. Worth of mouth is your best asset and you better live up to what you telling people that you will do.
__________________
Darren Woodard Myrtle Beach Condos Myrtle Beach Real Estate Carolina Forest Real Estate
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