The Most Important Sale You’ll Ever Make!

Peter GieseRichard Thompson

James Clark The boat that inspired Netscape

Original logoNetscape

Three Steps in Listing to Win• Prospect, inquire, present.• “Fail to plan, you plan to fail.”• "A goal properly set is halfway reached."• "Your attitude, not your aptitude, will determine your altitude.“• “When obstacles arise, you change your direction to reach your goal; you

do not change your decision to get there.” • “List to exist in Real Estate.”

Goal Setting Step 1For 10 minutes write down anything and everything you want to do, to be, have, create, give, share, discover, see, feel, hear, and make and have in your life. Include material things, emotional things, spiritual, physical, family, social, anything that you could possibly desire between today and the next 20 years.

If you get a big enough WHY, you’ll be able to figure out how.

Goal Setting Step 2

• Create a deadline – remember a goal is a dream with a deadline.

• Next to each goal set a time line within which the goal must be reached.

• Write “N” for goals now, “6” for ones you want to accomplish in the next 6 months, “1” for the goals within a year, “3” for within three years, “5” for within 5 years, “10” for within 10 years, and “20” within 20 years.

Goal Setting Step 3

• Circle all of your 1-year goals, and choose the top 4 that are most exciting to you. Make sure they are compelling enough to get you to commit to achieving them within 1 year

Goal Setting Step 4

• On new sheet of paper, list your top year 1 goals

• Under each one write down why you’re committed to reach those goals.

• Give yourself enough reasons to follow through!

Top 1 year goals and why I will achieve them

• Take your top 4 goals and now write down what it will cost you if you don’t achieve them.

• What will you miss out on?• What will you lose?• What will it cost you this year and the following

years?

The Power of Belief

What you do or do not do, you have a reason for a it.Our beliefs about the consequences of our behavior determine what we buy, what we try, and what we do.What beliefs do we need to succeed, and what beliefs do we have that are limiting and must be changed?Whether you think you can or think you can’t, you’re probably right!

Succeeding or Missing Goals

• What sales people can earn is incredible• What they will actually do to obtain their goals is

usually disappointing.• Don’t let frustration, rejection, financial pressure

keep you from obtaining long term goals!

4 Reasons Why Sales People Miss Goals

• They don’t have a realistic plan• They don’t have compelling reasons to

complete tasks necessary to achieve goal• They don’t have a positive belief system that

makes them believe they deserve success• They don’t consistently manage their

emotions, beliefs and activity when things get hard.

What ritual will you have to start each day?

• Review a series of question that start your day correctly so you move into a positive mindset.

• Create a picture of the type of agent or person you want to be.• Create a picture of what your goal is, why are you working?• Start the day with physical activity that gets your body and mind in a

positive state to succeed during the day.• It will take at least 21 days for a new habit to become a ritual, plan on

forcing yourself for 40 days.

• “Motivation gets you going and habit gets you there.”

Reaching Income Goal

• You can’t collect your commission until you close a contract• You can’t close the sale until you write a contract• You can’t write a contract until you have a client• You can’t have a client until you make a call

Developing and committing to a plan to be a top listing agent

• Less than 10% of the homeownership population will sell their property this year. That means over 90% of the people you may be in contact with have no need for your immediate services.

• Approximately two-thirds of home sellers only contacted one agent before selecting the one to assist with their home NAR 2012 Home Buyer and Seller survey

Step 1 Listing Activity

• Cold Calling or Door Knocking• Expired Listings or FSBO’s• Referrals• Open House• Geographical Farming and Mail Programs• Web

• Virtually all top performers consistently follow up with past clients, cold call, door knock, mail, or do some other lead generation activity on a daily basis

Cold Calling Questions

• Good Morning, my name is Peter Giese, and I’m with United Real Estate. I’m looking at a copy of your county tax records for your property at (list address), and I have a question. If you would, could you please call me back, at (phone number).

• Hi, my name is Peter Giese and I’m with United Real Estate. I’m working on a shortage of homes for sale problem in your neighborhood and I was hoping you could help me. Is this a good time to speak for a minute?

• Hi Tom, this is Peter Giese with United Real Estate and I just got off the phone with your neighbor and I have a question about properties in your neighborhood and I was wondering if you had a moment to discuss real estate trends in your area?

Expired Listings

• My name is Peter Giese with United Real Estate and I noticed that the listing on your home has expired. Are you still interviewing agents for the job of selling your home?

• Good morning. My name is Peter Giese with United Real Estate. Are you still interviewing agents for the job of selling you home? If so, would you be offended if I dropped off some information that you might find to be helpful?

• Good morning. This is Peter Giese with United Real Estate. I specialize in assisting sellers who could not sell their homes with other companies. In the last six months, our office has sold the homes of 10 different sellers who had been unable to sell their homes when they were listed with a different company. Is getting your home sold a service you still want?

FSBO’sOver 80% of FSBO’s end up using a Realtor “Oh by the way”

This is Peter Giese from United Real Estate. I noticed you were advertising your home for sale in the newspaper. Part of my job is to keep track of sales in my service area. Since I respect the fact that you are selling your home yourself, I promise I will NEVER ask you for the listing on your home. Would you be offended by showing me your home?

Thank you for taking the time to allow me to tour your home today. Would you mind pointing out the special features to me that might not be obvious as we walk through the property?

Good morning. This is Peter Giese with United Real Estate. I assist owners who are moving out of the area. I have provided many owners with complimentary information about schools, neighborhoods, and other important data about their new community. There is no fee or obligation. Is this information something you want?

Good afternoon, my name is Peter Giese with United Real Estate. My company works with a lot of buyers in this market place and one of the biggest challenges in selling a home is finding a buyer who can qualify for a mortgage. We have a preferred lending partner who has helped many buyers easily get prequalified for a mortgage. Would it be ok if I drop off that information so you can pass along to your potential buyer?

Step 2 Find Motivation of Seller before presenting

• S.P.I.N. Model – How successful sales people sell• Opening – Positioning• Investigating – asking questions, understanding buyer’s needs

and concerns• Demonstrating Capability – showing how you can help• Obtaining Commitment – agreement on the next step

Step 2 Asking Questions• Agent - Are you still interested in selling your home? • Home owner – Yes• Agent – Why do you think your home did not sell• Home owner – The agent didn’t advertise enough• Agent – I understand, I will advertise your home more• Home owner – Ok what are your fees?• Agent – I charge 7%• Home owner – 7% to sell a home, you must be kidding!

• This is to be avoided

Step 2 Asking Questions• Tell me about your time here at this home?• What is your motivation for moving?• Is their another short term or long term objective you hope to obtain by selling?• Where do you plan on moving to?• What do you plan to do with the profits from your sale?• What special features does your home have that may not be apparent to a buyer who is just

walking through it for the first time?• Have you sold a home in the past or attempted to sell this property before?• What did you like about your last home selling experience?• What didn’t you like about how your home or previous homes were marketed in the past?• What did you dislike about your last home buying experience?• Did you find your previous home buying and selling experiences to be stressful?• What kind of problems did that stress cause you?• Since the last time you bought and sold a property have you been updated on how the

property disclosure, appraisal and mortgage regulations have changed?• When do you need to move?• What do you think prevented your house from selling when it was listed before?

Step 2 Urgency Sells• Other clients have told me that selling for the highest price, in least amount of time and least

inconvenience is important to them – does that hold true for you as well?• What effect will not selling your home have on you or and your family?• Are there any other implications to you or your family if you don’t sell?• What effect would not having the proceeds of the sale have on your plans?• If interest rates rise will that have an effect on the purchase of your next home?• Won’t that have the same effect on how many people can afford to purchase this home?• Are their ways you think that the homes selling and buying experience can be improved?• What sort of savings would you have if your home sells quickly?• Mrs. Seller, the decision of where to position your property in the market place is your

decision, not mine. My role as an agent is to provide you with the best information about current market conditions so you can make the best decision possible in terms of selling your home.

• Would it be Ok now to show you how we would personalize the marketing of your property to reach the goals you have stated?

United Country Presentation

• Personalize it to their property, and to their needs