Listing & Selling Listings

Transcription

1 Listing & Selling Listings Lorna Hines Listing Camp Two-Day Course ٠ Thursday & Friday ٠ September 11 & 12, 2008 Sheraton Hotel ٠ Palo Alto, California The most comprehensive and focused course on listing in the Real Estate business today! Immerse yourself in the process of listing and the results will be unlimited in Real Estate success! Register & Pay Online Today!

2 Find Listings Faster! Take Listings Quicker! Sell Listings Sooner! Schedule of Workshop Topics Style & Presentation Habits & skills required of the great listing agents ~ The little things that matter ~ Focus at the presentation What makes a great presenter ~ Fears that affect the client & the presenter How to eliminate competitors during the presentation ~ How to keep from being eliminated Questions & Answers Blow away dialogue from the seller ~ Questions from the seller Price dialogues from the seller ~ Commission dialogues for being paid your full commission How to overcome I still need to meet with other agents. ~ Seller dialogue regarding property inspections The Listing Presentation Timing & Control ~ A new strategy for marketing ~ The new CMA A new way to look at pricing Five steps to use to determine price ~ Reduction dialogue preparing for the 30-day marketing review The Closing ~ How to walk out with the listing Special Feature: An Actual Live Selling Presentation The Listing Presentation Key Concepts & Phrases For the Seller ~ Pre-presentation & Telephone Interview The Four Parts of the Presentation How to Build Value & Credibility Quickly ~ The 30-Day Marketing Review ~ Marketing Presentation Book An Actual Live Selling Presentation Addressing Fears & Concerns ~ Marketing Strategy ~ Marketing Book ~ Market Analysis & Pricing Conclusion & Closing Simple Ways to Create a Listing The Mini Listing Packet ~ Making the Appointment ~ Agent Dialogues that Create Listings Seller Appointment Dialogues ~ Sphere Dialogues ~ Easy Listing Techniques How to Effectively Counter I m not ready. Transition Dialogues That Will Take You from a One Party Listing Show To a Full Listing Easy Systems & Dialogues for Listing FSBOs & Expireds

3 Lorna Hines Listing & Selling Listings in Any Market! Your ability to list quickly & sell your listings faster will give you more listings, better clients, higher income & more quality time! You will discover Quick & Simple Ways to Find a Listing ~ Basic Keys to a Successful Presentation What Makes a Great Presenter ~ The Most Common Ways You Can Be Eliminated at the Presentation The Seller Blow Away Dialogues at the Presentation & How to Overcome Them How to Identify Your Competition at the Presentation & How to Eliminate Them The Little Things That Matter Big Time at the Presentation ~ Timing & Control at the Presentation How to Receive Total Commitment from the Seller Increase Your Confidence In What You Need To Tell the Seller to Help Them Understand Your Value & Your Ability to Negotiate from a Position of Strength Be Prepared For Any Question from the Seller You will have the answers & know what to say when you hear I want someone who is familiar with the area. We are looking for someone who lives in the area. Agent Farmer sells most of the homes in the area. I think I should call the agent who sold us this house. I ve been receiving mailers from agent Farmer for months (or years) maybe I should list with him/her. The Other Company sells most of the homes in this area. You (or your company) don t sell as many homes in this area. You (or your company) don t sell as many homes in this price range. I already have an agent. I have a friend in the business. I have a relative in the business. I still need to meet with other agents. I already made appointments to meet with other agents. My friends told me I should interview other agents. I want a top producer. You are a top producer; will you be too busy to give me the attention I need? How many houses have you sold in this area? How long have you been in real estate? How long have you worked at this company? Do you have references? Are you (or your company) new to this area? Why should I list with you instead of the other agents? Aren t you going to do what all other agents do? What s the difference between you and any other agents? Why didn t you show my house when it was listed before? I need time to think. I m not selling if I don t get my price. What do you think my house should sell for? What do you think about my price? You re the expert; I want you to tell me what my house should sell for. I don t want any low offers. I don t want to leave any money on the table. I don t want to negotiate my price. All this and so much more! You will learn the fastest methods & dialogues for listing Sellers at Open House ~ Sellers at the Up Desk ~ Sellers in Your Sphere FSBOs ~ Expireds ~ Absentee Owners

4 Lorna Hines Listing & Selling Listings in Any Market! TWO-DAY COURSE IN PALO ALTO, CALIFORNIA Thursday & Friday September 11 & 12, :00 AM 2:00 PM Check-In, Course Materials Distribution & Networking begin at 8:00 AM Sheraton Hotel 625 El Camino Real Palo Alto, California (Sheraton Hotel Parking Fee: $10 daily) TWO-DAY COURSE DAY OF THE WEEK DATE & TIME DAY # 1 THURSDAY SEPTEMBER 11, :00 AM 2:00 PM DAY # 2 FRIDAY SEPTEMBER 12, :00 AM 2:00 PM SEATING IS LIMITED! REGISTER TODAY! TWO EASY WAYS TO RESERVE YOUR SEAT NOW! Option 1 - Register & Pay Your Tuition Fee Online Today! Go to to register online and pay your two-day course tuition of $495 with the convenience and security of PayPal. Advanced registration is required, no registration at the door. Option 2 - Register by Fast Fax & Mail Your Tuition Fee Today! Register by FAST FAX and pay by mail. Complete and fax this registration form to To complete your registration by fax and mail, we must receive your registration form by fax and your check or money order by mail. Make check payable to SALES CAREER RESOURCES. No credit cards if paying by mail, please. If selecting Option 2, mail your two-day course tuition check of $495 to: Lorna Hines Sales Career Resources PO Box 3340 La Jolla, CA REGISTER ONLINE TODAY!

5 Register Online or by Fast Fax Today! Lorna Hines Listing & Selling Listings in Any Market! TWO-DAY COURSE IN PALO ALTO, CALIFORNIA Thursday & Friday ~ September 11 & 12, 2008 ~ 9:00 AM 2:00 PM Check-In, Course Materials Distribution & Networking begin at 8:00 AM Sheraton Hotel El Camino Real - Palo Alto, California (Sheraton Hotel Parking Fee: $10 daily) SEATING IS LIMITED! REGISTER TODAY! TWO EASY WAYS TO RESERVE YOUR SEAT NOW! Option 1) Register & Pay Online Today! Go to to register online and pay your two-day course tuition of $495 with the convenience and security of PayPal. Advanced registration is required. No registration at the door, please. Option 2) Register by Fast Fax & Mail Tuition Today! Register by FAST FAX and pay by mail. To complete your registration, fax this registration form and mail your check or money order. Make your check payable to: SALES CAREER RESOURCES. No credit cards if paying by mail, please. If selecting Option 2, mail your two-day course tuition check of $495 to: Lorna Hines Sales Career Resources PO Box 3340 La Jolla, CA REGISTER ONLINE TODAY! If selecting Option 2, complete the form below & FAST FAX today to Name: Company: Office Location (Town/City): Mailing Address: Street City State Zip Code Telephone: (Please include area codes) Referred by:

6 Lorna Hines Sales Career Resources Post Office Box 3340 La Jolla, California Register & Pay Online Today!