Show notes
In this episode we discuss why it is important to look at your Real Estate business from a Cash Flow perspective and take the necessary steps to develop a system to become a dominating listing agent. If you are tired of going through feast and famine, cash spurt real estate cycle, then this process and becoming a listing agent is the way to cure your financial dilemma. We invite you to broaden your skills and do what it takes to take your Real Estate business to the next level. Join the conversation on Facebook @SiasFirst. As a Harris Certified Real Estate Coach, I encourage you to schedule your free coaching call on our website www.SiasFirst.com. Music by www.bensound.com
7 Step Listing Process (Harris Certified Real Estate Coaching Presentation)
You must list to last in the Real Estate game
Listings are mental labor, Working with buyers is physical labor
You can handle more listing business than buyer business
Being a listing agent requires education, skill, polish, motivation and perseverance than a buyer's agent.
Listing agents make more money, more consistently with less stress.
Listing agents know how to consistently generate listing leads, follow-up, prequalify them, present in a way that they take the listing, negotiate in a way that they sell the listing and close the deal.
They do this in a way that the seller trusts them and refers them.
Listingagents work with more than repeat business. They successfully help “colder” leads due to their high level of skill and confidence
FACT: Many agents do the same amount of business every year because they are dependent on what comes in naturally ie The Easy Button. To go to the next level you must learn to not just work with people you know but with people you don’t know.
Seven P’s of a Listing Agent
Profit comes from Previewing, prequalifying, preparing, PLP and a polished professional presentation. (prayer doesn’t hurt either)
Step 1: Generate the lead
Remember the spokes on the wheel. Lead generation isn’t achieve by one, magic silver bullet.
You should implement at least 5 spokes of lead generation.
Do what you don’t want to do, when you don’t want to do it, at the highest level
If you struggle with lead generation get help!! Real Estate doesn’t have to be feast or famine, no more roller coaster income.
Commit to ending cash ‘SPURTS’ and get into cash ‘FLOW’
It starts with Lead Generation
Step 2: Follow up with Urgency
Follow our 18 Lead Follow Up Rules, starting with understanding URGENCY!
Never end the day without following up on 100% of your leads.
Doesn’t matter if they came in via email, voicemail, text or online. FOLLOW-UP
Buyer leads are listing leads in buyer’s clothing. Don’t blow off your buyers just because “you have to many buyers”. Use scripts like “which home in the area do you plan on selling?”
Step 3: Pre-Qualify for motivation and time frame
Prequalify 100% of your leads, both buyer and sell, 100% of the time, using buyer and seller pre-qualification scripts, 100% of the time.
Don't use different rules for different types of leads.
Always know the following prior to listing appointment:
Seller’s time frame
Sellers motivation
Are they buying as well?
Are they speaking with other agents, if so how many, who and how did they decide?
Price they have in mind and why
Step 4: Send the Pre Listing Package
Always send your powerful, proven pre-listing package before every listing appointment, no exceptions. Fedex, drop off any way but do it.
Warning: Just because no one in your office does this, doesn’t make it right. It makes it more important and obvious why you’ll stand out and take more listings!
Take your time to make your PLP shine!
It’s one of the mo
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