Scripts & Dialogues YHSGR
- Risk removal as a Sponsor of the ads lowers the cost to bring us to the sale
- The easiest way to scale your Business is to not tell people what you do and how you do things because you don't have to
- Better performance of your paid ads through risk removal
- Brand positioning is a driving factor
- The risk removal brand element in the formula makes this optimally effective
- move the Unique Selling Proposition to the front end as brand. It shouts who you are for and what you are about without having to spend loads of money to do it
- the brand is gaining traction with it's own identity in the Market Place
- change the Brokerage name to a USP to create leverage in Marketing
- marketing serves to rationalize behaviors
- the name Your Home Sold Guaranteed Realty defines an area of specialization
- the logo tells the story of the brand at a glance super fast because that is how our mind works. the brand is the rest of the company
- Brand and Brand Positioning are not synonymous
- the consumer owns the concept of the brand
- it is better to be a Business that does it rather than a person who claims it
- When the name of the Company is the Benefit we benefit
- This is a Partnership with a Team Effort
- Businesses whose customers are people that sell houses are valued at a very small fraction of the Businesses whose customers buy and sell houses and that is because they are far less valuable to the Consumer
- We position ourselves as a Business that easily describes what we do
SALEABLE BUSINESS ASSET
- A positive cash flow cycle means you get paid up front and a negative cash flow cycle means you get paid after all the work is done
- a good presentation is an orientation on how it works when people do Business with you
- we don't use MLS as our prime driver for finding properties
- the 4 r's we teach you are. Referral. Repeat. Review. Resource
- Vendor income is gravy. Not subsidization of insufficient profit
- Vendor money infuses additional profit in your Business enabling you to make bigger investments
- given the absence of personal connection people search for specialists
- this is the generate appointments and give them to the sales force model
- who gets the click when the what is just as relevant
- help them understand how we do things and be quick to respond
- I am compensated in direct proportion to the value of the words to the value of the words that come out of my heart through my mouth
- value stack your presentation with an awesome certified home
- A trademark is a claim to one whilst the Federal Government has approved your claim to it
- retainers change the dynamics in a professional relationship
- We are a Business that generates leads converts them to appointments and subsequently hands them over to our sales force
SEARCH ENGINE OPTIMIZATION
- A Buyer is looking for the Business to work without it's present owner and it's ability to produce future income is what makes it scalable
- Predictable profit through key performance indicators
- the better the Business is the more hyper focused they are on who their customer is
- our aim is to be the best Company in the world for the world
- Whatever the commoditized number in the industry is that is the discount
- show them your database, show them the website visits monthly, give them access to your leads and let them know you will promote them to your database quarterly
- Turn it in to a mechanism to receive compensation up front
- Build it to sell it not with the intent to do it
- a great Business has value beyond the sum total of it's transactions
- a great Business has great People Promotion Proposition Process Profit
- a great Business has great People Plans Process Propositions
- when they pay you to be a customer they will take an active interest in being One
- Demonstration of value will lead you to up front payments
- The Revenue of a valuable asset often follows a high price
- This is a generational opportunity
- The 3 criteria for a saleable and scaleable product or service are teachable valuable and repeatable
- A Built to Sell Business Enterprise
- Instead of advertising what we have, we advertise to who we want to attract.
- We have reached a point where there are 3 basic questions I would like you to consider, and I believe we have reached a point where these 3 questions--once you have answered them, will determine whether or not you and I should be doing business together because I want to make sure that I am the right person for you and that you are the right person for me... This is a partnership that we are entering in to that will deteremine whether or not you will get to where you want to go. 1) Has this gentleman Mario Daniel Sconza shown that he can be sensitive to our needs and be there when we need his help the most?; 2) Has Mario shown that the compass he represents support him in making sure our needs are met?; and 3) Is there any reason why we should not implement the partnership?
Ask lots of downs questions like…
- Lower the cost of paid Media whilst simultaneously adding Search Engine Optimization
- SEO works by mirroring optimized for organic search cp content with YHSGR as a sponsor
- they don't type in your name but rather a self interest benefit taken away from your ad
- your brand House is out of order and you anticipate results as if it isn't
- relevancy insures results
- Doesn’t that make sense
- How important would be if…
- I’ve helped so many others
- Can you see the benefit in…
- Won’t it be wonderful when…
- To help me understand how I can best help you…
- If this thing worked out perfectly, what would happen?
- Let’s look at how much it has cost us by not coming together previously
- Listing Appointment Presentation -
- The words we say are planted into a prospect’s mind and ultimately influence what they do through the use of embedded commands.
- Shape your presentations around challenges that the party you are talking to is experiencing (FSBO’S).
- Being a FSBO often means spending too much time with unqualified people answering calls at all hours, and waiting on a long period of time for a house to sell.
- Step into their world and find out if they are open to discussing some possible alternatives with you.
- Talk with prospects as though they are your best friend - naturally and normally.
- Primary goal is to discover if you can help someone with a problem that they love having.
- You can get a little bit more after you have agreed on everything.
Give seller an overview of current market conditions and projections.
Review sales representatives and company’s credentials and accomplishments in the market.
Present company’s profile and position or “niche” in the market.
Present CMA Results to Seller, including comparables, Solds, Current Listings, and Expired Listings.
Offer pricing strategy based on professional judgment and interpretation of current market conditions.
Discuss goals with seller to market effectively.
Explain market power and benefits of Multiple Listing Service.
Explain market power of web marketing, IDX and REALTOR.ca
Explain the work the brokerage and sales representatives do “behind the scenes” and sales representative’s availability on weekends.
Explain sales representative’s role in taking calls to screen for qualified buyers and protect seller from curiosity seekers.
Present and discuss strategic master marketing plan.
Explain different agency relationships and determine seller’s preference.
Review and explain all clauses in Listing Contract & Addendum and obtain seller’s signature.
- Once Property is Under Listing Agreement -
Review current title information.
Measure overall and heated square footage.
Measure interior room sizes.
Confirm lot size via owner’s copy of certified survey, if available.
Note any and all unrecorded property lines, agreements, easements.
75. Provide seller with signed copies of Listing Agreement and MLS Profile Sheet Data Form within 48 hours.
76. Take additional photos for upload into MLS and use in flyers
-Marketing the Listing
77. Create print and internet ads with seller’s input.
78. Co-ordinate showings with owners, tenants and other Realtors Return calls - weekend included.
79. Install lock box if authorized by owner.
80. Prepare mailing and contact list.
81. Generate mail-merge letters to contact list.
82. Order “Just Listed cards.
83. Prepare flyers & feedback faxes.
84. Review compatible MLS listings regularly to ensure property remains competitive in price, terms, conditions and availability
85. Prepare property marketing brochure for seller’s review
86. Arrange for printing or copying of supply of marketing brochures or flyers
87. Place marketing brochures in all company sales representative mail boxes
88. Upload listing to company and sales representative Internet site, if applicable
89. Mail out ”Just Listed” notice to all neighborhood residents
90. Advice Network Referral Program of listing
91. Provide marketing data to buyers coming through international relocation networks
92. Provide marketing data to buyers coming from referral network
93. Provide “Special Feature” cards for marketing if applicable
94. Submit ads to company’s participating Internet real estate sites
95. Price changes conveyed promptly to all Internet groups
96. Reprint/supply brochures promptly as needed
97. Loan information reviewed and updated in MLS as required
98. Feedback e-mails/faxes sent to buyers’ sales representatives after showings
99. Review weekly Market Study
100. Discuss feedback from showing sales representatives with seller to determine if changes will accelerate the sale.
101. Place regularly weekly update calls to seller to discuss marketing & pricing
102. Promptly enter price changes in MLS listing database
- The Offer and Contract
103. Receive and review all offer to purchase contracts submitted by buyers or buyers sales representatives
104. Evaluate offer(s) and prepare a “net sheet” on each for the owner for comparison purposes
105. Counsel seller on offers. Explain merits and weakness of each offer
106. Contact buyers’ sales representatives to review buyer’s qualifications and discuss offer
107. Fax/deliver Seller’s Disclosure to buyer’s sales representative or buyer upon request and prior to offer if possible
108. Confirm buyer is pre-qualified by calling Loan Officer
109. Obtain pre-qualification letter on buyer from Loan officer
110. Negotiate all offers on seller’s behalf, setting time limit for loan approval and closing date
111. Prepare and convey any counteroffers. Acceptance or amendments to buyer’s sales representative
112. Fax copies of contract and all addendums to closing attorney
113. When Offer to Purchase Contract is accepted and signed by seller, deliver to buyer’s sales representative
114. Record and promptly deposit buyer’s deposit in trust account
115. Disseminate “Under-Contract Showing Restrictions” as seller requests
116. Deliver copies of fully signed offer to Purchase contract to seller
117. Fax/deliver copies of Offer to Purchase contract to Selling Sales representative
118. Fax copies of Offer to Purchase contract to lender
119. Provide copies of signed Offer to Purchase contract for office file
120. Change status in MLS to Sold Conditional of Firm
121. Update Deal Secretary /front desk
122. Assist buyer with obtaining financing if applicable and follow-up as necessary
123. Co-ordinate with lender on Discount Points being locked in with dates
124. Order septic system inspection, if applicable
125. Receive and review septic system report and assess any possible impact on sale
126. Deliver copy of septic system inspection report to lender and buyer
127. Deliver Well Flow Test Report copies to lender & buyer property listing file
128. Verify termite inspection ordered, if required
129. Verify mold inspection ordered, if required
-Tracking the Loan Process
130. Confirm verifications of deposit & buyer’s employment have been retired
131. Follow loan processing through to the underwriter
132. Contact lender weekly to ensure processing is on track
133. Relay final approval of buyer’s loan application to seller
134. Co-ordinate buyer’s professional home inspection with seller
135. Review home inspector’s report
136. Recommend or assist seller with identifying and negotiating with trustworthy contractors to perform any required repairs
137. Negotiate payment and oversee completion of all required repairs on seller’s behalf, if needed
138. Schedule appraisal
139. Provide comparable sales used in market pricing to Appraiser
140. Follow-up on appraisal
141. Assist seller in questioning appraisal report if it seems too low
-Closing Preparations and Duties
142. Co-ordinate closing process with buyer’s sales representative and lender
143. Update closing forms & files
144. Ensure all parties have all forms and information needed to close the sale probate
145. Assist in solving any title problems (boundary disputes, easements, etc) or in obtaining probate
146. Work with buyer’s sales representative in scheduling and conducting buyer’s Final
Walk-Thru prior to closing
147. Request final closing figures from closing sales representative (attorney)
148. Receive and carefully review closing figures to ensure accuracy of preparation
149. Forward verified closing figure to buyer’s sales representative
150. Provide “Home Owners Warranty” for availability at closing if chosen
151. Co-ordinate this closing with seller’s next purchase and resolve any timing problems
152. Have a “no surprises” closing so that seller receives a net proceeds cheque at closing
153. Refer sellers to one of the best sales representatives at their destination if applicable
154. Change MLS status to Sold Enter sale date, price, selling broker and sales representative’s ID numbers, etc.
-Follow Up After Closing
155. Answer questions about filing claims with Home Owner Warranty company if requested
156. Attempt to clarify and resolve any conflicts about repairs if buyer is not satisfied
157. Respond to any follow-up calls and provide any additional information required from office files
Powerful Questions for Real Estate
It is important to ask questions that
- indicate you are actively listening and understanding the client’s perspective.
- invoke an insight, a commitment or an action while challenging the client’s assumptions.
- are open-ended in order to create greater clarity and allow the client to express feelings.
- move the client toward his or her desires.
- refrain from looking backward or asking the client to justify his or her opinion or feelings.
Feel free to come up with your own questions, however, this list should get you started:
- Are you thinking about making move in the next few months?
- What was it about this neighborhood that attracted you to it?
- How long have you lived in your home?
- If you were to move, where would you like to live next?
- What is it about [suburb/city/etc.] that you find exciting?
- When would you like to be living in [suburb/city/etc,]?
- If you moved into a new home in [suburb/city/etc.], what would that home be like?
- Help me visualize what you really want… we just opened the front door of your new home - tell me what you feel.
- What features would get you excited about a home? Do the features
Align with your needs or do they add a “wow” factor to a home?
- If i found a house that had that feel but fell short on a few items on your want list, would you still consider buying it?
- How would you feel if you were able to get most of your want-list?
- What features of a home would you find unsettling?
- When it comes to real estate,
is there anything that you would like to know more about?
- What qualities are important to you in a real estate agent?
- What parts of the selling process are the most concerning to you?
- What does your ideal experience look like, in either buying or selling? Do you want to know all the details or just the necessary ones?
Increase income per transaction paid up front
To build a $4,000,000 or more per year Business you have to be excellent at 3 Marketing Systems and good at 4
Lead with recurring monthly fees
Generate leads convert them to an appointment and delegate them to a Sales Force