Over View of the Seller Process
“Listings are your best form of Leverage, You have to List to Last” – Gualter Amarelo
“By failing to prepare, you are preparing to fail” – Benjamin Franklin
How To Use Our CMAs
Live Video Recording:
How To Run Comps and Proper Pricing Strategies
Word Doc Overview: https://tinyurl.com/compsandpricing
Live Video Recording: https://tinyurl.com/compsandpricingvideo
Why do you need to read my CMA ahead of time?
– know what the investor offer is – how does it compare to retail, etc.
– has a lot of the baseline data that you need:
These items tell a story and paint a picture. They also tell us about the potential motivation for the person, when they bought the house whether they can even accept a cash offer, etc.
If you dig in to the CMA, it will tell you a story.
Why do you need to run your own comps?
The paperwork that you need to bring
What is in Sellers
-listing pres highlights
– mandatory disclosure
– p and s
– lead paint
What is in Buyers
Mindset necessary before an appointment – and ideas to get yourself in the proper state of mind
On the drive – block out the noise – what gets you motivated – music, audiobooks, motivational videos on youtube?
Check your problems at the door – nobody wants to hear about your problems or be around someone who is negative
The Research That You Should Do On the Client
You need to be prepared to engage them on a personal level
The internet is our friend
Need information ahead of time in order to build rapport
F.O.R.D. – Family, occupation, recreation, dreams
Family – facebook
Occupation – linkedin and facebook, sometimes google
Recreation – facebook, sometimes google
Dreams – linkedin and facebook, sometimes google
You can pick up a lot of this information on the appointment but even better if you can get some ammunition AHEAD of time
To confirm or not to confirm your appointment
No definite answer
I recommend always showing – there are so many times where an appointment gets booked, we try to confirm, the person doesn’t confirm, we don’t show up and then the seller calls us angry
Other tips and tricks that are essential to leaving a good first impression