Real Estate Listing Presentation Training

the listing presentation i'm not going to do the listing presentation we'll talk about it as we go through it um we have the listing presentation recorded in several places so if somebody wants the listing presentation just ask us and we'll send you the right place and you can watch me perform it but if you guys are with freedom builders and you don't have our script book um ask for that as well and we have this entire script book that we can email you or you can pick it up physically and so um i just want to start by saying you know people are so opposed to scripts i mean we even have coaches out there which crack me up and they're like i hate scripting we heard it on our retreat today you know somebody stood up there and they're like we don't like scripts oh they sound so gross and you know you just sound terrible when you're scripted and then in the same breath the same agent that's telling us that she hates scripting is telling us to tell stories and basically everyone's raising their hand and saying well how do we get our agents to memorize and and repeat and duplicate the story so then they could sell to the client so what does that mean let's get them to memorize a script right i mean let's get them to memorize the exact story so scripts are just the point of them is not for you to sound robotic the point of a script is to give you some kind of guidance to have a professional conversation with a client and get them the to the realization of what you want them to do and and to benefit them ultimately in the end um if you're one of these people that say you don't use a script you're lying because everyone has the same script that they say it's just what you came up with so before i had actual scripts that i was copying and mirroring and matching and trying to present better i was saying something else i i said the same thing to every single seller when i walked in it just it didn't get me the results that i wanted so obviously my script sucked and so when i met um all of these people in the mike ferry organization thousands and thousands of professional agents that literally proved to me that you could build a huge business by learning what to say and when to say it and how to say it which is the most important thing i was sold um i've got somebody here today in our room and her dad is a friend of mine and somebody who i admired in the mic fair organization he still today uses the scripts does he not yes yes 7 45 to 11 30 her dad is in there calling cold calling actually with a hand is he hand dial still he does two phones hand dials still because he doesn't have a dialer and this guy's been doing it for how many years 20 30. 25 years and he's become very wealthy by just doing that activity and so again you're not gonna like scripts if you sound like a robot and if you practice them once a week or once a month or you get on the phone and you go before i come out there are a number of questions i need to ask you okay and the person hangs up on you that's your fault because you suck at it so i think the biggest thing about it is the presentation so who in this room today uses scripts religiously yeah and who practices them every day religiously one person because her dad does it [Music] yeah well you're an adult so this is not an adult daycare center pam can take a vacation and you adults can figure it out right so no i mean i think it's it's one of those things that again everybody hates it i felt so stupid literally learning these words but the the first step is just learning the words um so i think once you learn the words then you can figure out you know like i just can easily naturally say that sentence because it's my sentence now i've adopted it and it's mine um so so if you're new to the business or you're seasoned um the seasoned agents are gonna have a harder struggle because patty's been in the business for years she probably has the same presentation over and over do you not yeah and it's a script it's patti's script but could she take a few of these nuggets or the process and do better by it so the first part of the process of becoming a really good producing agent is you've got to figure out how to get your behind whatever you want to call it your butt your ass you're behind get it in front of people every single day or you're just not going to build a duplicatable business you'll build a business it may be successful and take years to build which people will come back to you because you're going to invest 10 years and just building it slowly and so eventually at some point you'll have a big business but if you want to build your business fast which i think why not let's all become rich faster would you like to be rich faster okay learn some scripts um learning the process of becoming an agent is is key so the first thing i would say to you all in becoming a really good listing agent is figuring out what is your schedule you know when do you come in every morning for your job most of us are um independent you know uh contractors right so nobody has ever forced us into having a schedule other than if you're on a team and that can get a little wishy washy too because i'm of the mindset that my team should know what to do they're adults and i wish pam and i should not have to every day do it but we we have to sometimes and it's only because we want them to achieve the goals that they they set for themselves if somebody says to me i want to become a millionaire well you're not going to become a millionaire waking up at 10 getting here at noon making two calls and and that's it you're just it's not going to happen for you so um so really it takes that drive to get to the goal that you want so first things first is wake up early and get your day started and be prepared and planned so you want to get to the office pretty early you know 7 30 8 o'clock and then your first um piece of the day is going through your scripts again you're about to get out on the court you're not going to not bounce the basketball before you get into the game and you got to think of of this as a contact sport you're going to get on the phones you're going to talk to people and you're going to have to sound like an educated person that's not you know stumbling all over themselves because it takes literally five seconds to gain the trust of somebody on the other end of the line or even in person you know if you're gonna do an open house my god don't sound like a babbling buffoon or don't stand there and wait for people to come in and go just take a look around how did you like the house and then they're out the door i mean you gotta just engage in people and i think we we overthink it sometimes we're like oh i don't know what to say i don't know how to say it so first thing is we have to practice practice practice practice practice how to present and if you're going to become a top listing agent the first thing is get your butt in the door and spend those 30 minutes a day with a role play partner so we shouldn't have to call you guys and go do you have a role play partner just put it in the freedom builders group hey i am serious about building a big business i need a role play partner and here are the three days that i want to role play with someone so i don't care if you're as good as renee hillman you know renee could maybe want to run through this and get a little bit better and she might just say you know what i'm going to practice it two days a week feel better and do something uncomfortable to grow my business and her business will grow so get a role play partner get in the office a little bit earlier than you're used to and spend 30 minutes just role-playing and my feeling is if you start role-playing with someone it becomes hey what did you do yesterday uh how's your kid that's not that's not professional talk at that time go out to coffee and talk about each other but at that moment you want somebody to drill you on i want you to cut your commission i'm not going to hire you because the other agent said they'd do it for this everything that the sellers throw at us we should have at least two answers for everything the seller throws at us and trust me guys these guys these sellers they're not going to seller boot camp and coming up with new objections every year they say the same damn thing over and over and over again you don't live in your in my area where's your office um how many homes have you sold if you're a new agent have you sold you better have an answer for that right so don't be afraid that oh my god they're going to ask me that question i don't know what i'm going to say well just figure out two answers for it so if you're brand new how many homes have you sold you're gonna have to lean on your company and you're gonna have to say you know what i've been in in sales for x amount of years maybe you were in a maybe you sold chick-fil-a sandwiches and now you're a realtor well you've been in sales right so i've been in sales for uh many years i'm actually around this amazing group and we're the number one real estate firm in the area just lean on your firm and then ask another question right so you know how important is is it to you that your agent has sold a million homes or or you do you want somebody that's really going to put in all their effort to to focus on you or some team leader that's just going to make you a number i might twist it around and you know say that a renee hillman or a tina call is just gonna make us a number right so figure out something if you don't know the answer ask somebody ask me ask renee um if you're a top agent your response is gonna be different right you're gonna just say i sold this many homes last year and the average agent sells four so i always tell this to my team if you're an agent that sells eight homes a year you're probably considered a newer agent um if you sell eight homes a year you've sold two times the national average so what sends sell sounds better i sell eight homes a year that sounds low to a consumer right it's not a lot so you have to give them something to qualify that with so now i sell two times the national average if you sell 12 ohms you sell three times the national average they don't know what the national average is so you don't have to say numbers but you can guide it that way um all right so we're going to come in we're going to script practice and role play and we're going to at least try to talk to 20 people a day and we're going to fail and we're going to have people hang up on us or we're going to feel like we're bothering people but the only way to become a really good listing agent is to take action and to get in front of it and and you'll see that eventually it's just like riding a bike you're like okay i'm over it you know the first 10 times you do it you guys will get really really comfortable um once you're prospecting in our script book there's going to be different scripts for different um different opportunities so you're going to have buyer scripts right you're going to have buyer leads you're going to have seller leads you're going to have open house leads there's all different types of leads so you don't have to only call expireds and fsbos you could circle prospect your neighborhoods you could call around say hey this is tina i live in the neighborhood i'm a neighbor and um you know we actually sold 3 10 15. i would look up the neighborhood stats we sold 15 homes in our neighborhood in the last 12 months and we have buyers looking to move into the neighborhood gosh maria who do you know that's looking to move into our neighborhood right now or who do you know that's thinking about selling in our neighborhood right now have you heard anything through the grapevine that is not a hard conversation to have you're building a relationship with mary you've called her you said i'm a neighbor i need your help mary and then when mary says no tina thanks i i can't think of anybody right now well would you do me a favor mary if you think of anybody that you know if in one of your groups or clubs if you think of anybody or hear anybody could you please just call me let me give you my number and oh by the way what's your email address i'll email you my contact info and get their email address and then kind of stay in touch then you can ask mary hey mary how long have you lived in our neighborhood i've lived in our neighborhood for seven years really seven years where did you move from how did you happen to pick this area if you were ever to move again would you stay here and locally in raleigh or would you go back to florida where you came from again it's just conversation and scripts and your your goal is to build rapport with people and dig and dig and dig and find the gold every single day that that was my objection every single day dig for gold gold is not easy to find right i mean you're not gonna always get yeses you're gonna get mostly no's so if you switch your brain that i'm going to get mostly knows you're going to be more successful so say we're on the phone and we get an expired listing which wendy in this room and zack are brand new agents um zach and wendy had no other you know things in their mind that they were nervous about so we kind of threw them in a room and put them on the phones and they've both already taken their first listing and they're brand new agents um so if people say this doesn't work i my response is you're not working right this works it really works and it is literally the key to the castle i tell everybody that wall that you guys all have that fear of picking up the phone and dialing like the fortune's right here and this is the wall and it's a telephone and so if you guys can figure out how to get past that you're gonna get the key to the fortune um and so like i said it it really does work so the first thing we're gonna do is when we talk to a seller and we finally make an appointment and they finally say yes we're going to go through something called the pre-qualification script so whether it's a buyer a seller i mean it does vary but i'm going to focus on the sellers today because everybody needs more listings so even if it's a friend or your mother you should probably practice this script because there's nothing more important than your family member or your friend seeing that you are a professional real estate agent and you can just say to them look mom brother bob i'm gonna i'm gonna treat you like i would any other of my customers so i've got a series of questions that i'd like to ask you today would you mind if i go through them with you and literally read them off the page so i think if you skip the pre-qualification presentation or questions over the phone you're really going to have a huge miss when you get out to the property because that's where i gather my information i'm i'm kind of digging for the info that's going to help me land the the um the appointment and then also build rapport with the seller so they'll know that i was listening to them when i got out there so again uh you know renee before i come out to visit you today at five i'm so excited to get out there but before i come out there's just a few questions i need to ask you is now a good time can we role play that renee unmute yourself girl i'm picking on you today okay so you be the seller and i'm just gonna roll through these questions and then i want everybody to kind of understand why we're asking them um because i think sometimes when you know the why it makes sense so all right so renee you're an expired listing and and before i come out you've already said yes to the appointment um and before i come out there's just a series of questions i need to ask you is now a good time no it isn't okay well what would be a better time for me to call you back how long will it take well it's just a few questions in fact in order for me to prepare for my appointment and make sure that i do a really good job when i see you today because this i mean this is a half a million dollar sale for you it is important to you that you net the most amount of money correct yes correct well in order for you to net the most amount of money just like a doctor i have to make sure that i have all of my information to make sure that i do a really good job for you so is now a good time or would four o'clock be better oh actually i could do it now okay that makes sense all right perfect well so renee when i come out there um you know you said that your home did expire off the market and you had it listed before with another agent that you met locally if what i say makes sense and you feel comfortable and confident that i could actually get your home sold and you believe in my marketing plan are you ready for me to start bringing buyers out to your house and get me hired we plan to interview agents i talked to my husband about this already so just given our last experience we want to interview two to three agents before making a decision perfect well you know what i was getting one of my questions was are you going to interview agents for the job and i would recommend a minimum of two but definitely three when do you think that you'll interview or have you set up interviews i know you said on our call that you've gotten a ton of calls today um you're the first one we're setting it up with and then the other two we're hoping to make a decision within the next week okay perfect perfect so tell me again where were you moving to um we're actually moving locally okay good and have you picked out that house are you building are you just going to wait to sell this one and then decide um we're in a situation where we need to sell this one in order to buy perfect and the reason i asked you is not that i'm trying or want to get into your personal business but depending on your strategy and the the quickness of the sale i just you know i can set up a different marketing strategy and plan based on your timeline so if your home sold if i brought a buyer and your home sold in two days and they needed you out in two weeks is that something that you and your husband could accommodate or are you looking for something a little slower oh probably a little bit slower that would be tough to pull off moving you know a 4 000 square foot house that quick okay perfect not a problem i'll make a note of that um and then when i see you renee i know you had your home listed for 550 000 you guys started at 5.85 and it sounds like you you started chasing the market down a little bit when i see you as a professional agent what do you want to list your home for me what are you hoping to get i mean ideally right everyone wants to get more but you know we feel like we've tried it at this price but we wouldn't be opposed to keeping it at our current price but understanding what improvements we would need to make in order to you know keep it there and whether that makes sense perfect so ideally you'd like to keep it at the 550 and see if there's anything you could do to maybe have a different experience this time correct okay well and as a professional agent renee i've been doing this 20 years i study homes and prices every single day so i'm assuming that you want a price that will ultimately get your home to to the table get it to the closing table right yes hopefully but within reason too no worries so what price won't you go below renee like if if we brought you a cash offer for 525 and you know the terms were perfect and you know it got you to the timeline that you were looking at would you look at an offer like that for 5.25 i think we would consider it okay all right perfect and then i'm going to create a net sheet for you so you can see exactly what your costs are going to be um how much do you owe on the property um 125 000. good for you so there's a lot of equity that we need to protect there congratulations um have you ever thought about selling the home yourself oh no no that that would be way too much we know that you have to do a lot of things yes you definitely have to do a lot of things and then describe your home for me on a scale of one to ten ten being a model home it needs nothing and one being you know we may need to sell it just for the land um i would say it's probably about a seven okay what would make it a ten in a buyer's eyes hmm i don't know that's where i think we keep getting stuck we're not we're really not sure what what's preventing people from pulling the trigger just not a lot of feedback to go off of yeah and you said in our conversation earlier that you were getting a lot of comments about um it's a very nice home but we need to keep looking so not a lot of comments on price correct correct yeah which could leave you confused confused because obviously buyers found enough value to come they just didn't find enough value to buy right yes and that's why we're open to doing some things to appeal to the buyer more got it got it well perfect well i made a note of that um before i come out renee because again i wouldn't i want to really focus on you and your husband and your goals and the numbers i'm going to send out a package of information by email and all of my information is in there all of our accolades all of the things we did i don't want to really spend a lot of time talking about me and i want to focus on you so would you please take five minutes and just review that package that way i think all of your questions may be answered and we can really focus on what's really important which is netting you the most amount of money yes i'll do that okay perfect and then do you have any questions for me before i see you um tomorrow at five what is your commission you know that's a great question renee and that is something that's actually the first thing that we'll go over based on what i see in the house and the marketing package that you pick um so i'm going to make a note of that right here that's the first thing we talk about any other questions no i think i'm good right now okay perfect so just so you know our meeting should take anywhere between 5 and 25 minutes depending on the amount of questions that you have and that includes all of the paperwork sound fair wow that's really short okay yeah so perfect well i look forward to seeing you tomorrow and um you know talking through your situation thanks so much for the opportunity all right thanks hire me renee hire me renee hire me renee so did that feel weird or uncomfortable no i mean you can definitely tell you've prac i mean obviously because we're all in sales right you can tell you've practiced it and we're on your game with the objection handling right yeah it makes me realize i need to practice all of us all of us i mean it's just it's one of those things where to me if i had if you hire two agents and the agents call you over the phone or you get typically what happens is the expired listings already picked an agent before the listing expires they're going to do their research a month before two three weeks before so you're not going to get as many opportunities with the expired unless you're really on your game and you can convince them to give you an opportunity so if you get that opportunity imagine that the other agent that renee is talking to that was recommended by a friend that sells 10 homes a year calls are like hey renee yeah i'm so glad that we can get together and i'm gonna see you later you know whatever later on at five and i'm so excited and that's it and then i'll see you at five and then i call and i'm professional i'm poised i'm asking her a lot of questions that get her thinking and it might make her uncomfortable but at the end of the day who are you going to put your half a million dollar asset in the hands of right the professional that's asking you questions that's talking about your asset that's talking about netting the most amount of money i don't know about you but i would be i was impressed when i heard people presenting this way and i knew that i would get crushed if i was up against that competition and i wasn't presenting that way so that's what convinced me to have to up my game and get better because i moved into a brand new market and i had sharon evans and marty's and renee's and all these amazing agents that had lived here forever that had huge competitive advantage i didn't even know how to get out of a neighborhood without my gps so what the hell am i going to bring to the table nothing i don't even know the cops right so i had to put my little crown on and trust the fact that i could bull my way through the appointment right and and because i i was i was taking the conversation the way i wanted it to go it didn't leave the customer enough time for them to quiz me on where i live and how long have i been here and because i was confident so if all of you did anything it would be learn some scripts and gain some confidence and then decide if you want to use the scripts but the scripts will help you kind of be on your game so all right so now i've sent out um an email with a little cute listing presentation there's nothing special in there it literally is the mike fairy package it's you guys could go to mikefury.com and copy it and you every new agent here can use that exact presentation because it doesn't talk about stats or anything it literally says hey i'm a proactive agent i um i use proactive techniques versus passive techniques passive techniques would be waiting for the phone to ring sending out flyers and you know just basically waiting around active techniques are getting in front of the top agents and making sure that they know your home is coming for sale an active technique is knocking on all the neighbors doors when i list the property and i'm going to tell them that you know i've just listed your property and who do they know that wants to move into the neighborhood how impressed would that seller be the fact that you're out there knocking on 10 doors around the property and trust me you're going to get a listing if you do that consistently and knock on the 20 doors on the street and say hey my name is patty and i just listed that home over there you know where your little mask step back i just listed at home over there i'm going to leave a flyer you know i'll hand it to you or put it in your mailbox i would really appreciate um if you could help us find a buyer and pick your new neighbor and then you invite those same people to the open house now you've touched them once then you can touch them twice by calling back saying hey it's alyssa remember i dropped off that flyer i'm having an open house i'd invite you to come we're having mimosas i'd really enjoy if you could come and give me some feedback on your neighbor's home and just you know it's an opportunity to be um to be nosy and it's it's legal so come be nosy for me and help me out and so you get them in there there then then you sell the home right because homes are selling pretty quickly you've staged it right it looks amazing now you've sold the home and you're going to call those same 10 or 20 people on the street hey hey alyssa it's or you know hey tina it's alyssa i just sold that home we actually had 12 offers and we got you know whatever you know thousands over the asking price um thank you so much i don't know if it was from your efforts but i just wanted to thank you if you're ever looking for an aggressive agent to get your home sold or you have a friend or family member that's struggling please remember me here's my card i don't know about you guys but that would be the only agent i would ever call because now they've talked to me like three times they've demonstrated how amazing they are for my my neighbor and you know everybody thinks we're lazy people think we're overpaid and we're lazy so if you just demonstrate that you're just proactive all of this stuff is fluff that is the reality how do we market homes we price them right and we throw them in the mls and we make sure they look good that's the marketing strategy everything else is fluff marty hampton does her coming soon homes that is not fluff but it is another way to present herself as doing something above and beyond the competition right we're marketers we're always trying to be proactive with what we do but the reality is that type of effort going to each house and and calling the neighbors you'll get another listing out of that if there was one person on that street thinking of selling they are calling ashley if she's doing that that's just the reality so that is the type of thing that you do when you're really not that busy i mean if you're a top agent selling 150 homes a year kudos to you you've figured it out and you've got repeat and referral traffic and so then you're just loving on your database but if you're not listing a lot of homes you have to take this extra effort and go above and beyond so so now i've i've done that i've i've gone to the appointment with renee and the first thing i'm going to do is you know before i got ready to go to the appointment i'm listening to really positive stuff i'm not freaking myself out i'm distracting my brain i remember when i went to my first listing appointment i was sweating i was nervous my stomach was in knots i mean you just feel like what are they gonna say and are they gonna know i'm new and oh my god and i don't know the contract really well what if i what if i get the listing god forbid i have to go through the contract and and then pretend i know what i'm talking about and all this legalese it's really overwhelming and so and i was there and and so i grabbed somebody from my office joe bonarito i remember and i'm like you're coming with me and so i brought her with me and she kind of took over the conversation which was fine um this was back in the day 20 years ago and we got the listing so my first listing was a for sale by owner that i just kept following up on following up on um the second one was a fsbo i brought jill again at that one but i took a little bit more charge and then by the third one jill was out of there i was like okay i got this jill you're dead to me now so um so yeah ask for help and there's always somebody around that will help you guys i mean um you know i'm not gonna go on every listing point with you but if you learn your stuff you will be more confident so i get to the listing appointment i'm listening to positive music on the way there not positive music positive um affirmations whatever you want to listen to a positive book about mindset because you want to go in there with the i'm going to get this listing i'm going to at least do a great presentation and and do my best make sure you bring your script book um when i get to the door you know i'm always in a professional suit i think everybody should have some kind of professional suit you don't want to go there looking kind of casual you know you wouldn't go in in a vest and you want to just get a business suit even if you're a man and you want to wear some jeans with a business suit and a suit and tie on top i think that really is professional because people um people look at us differently like if i went and met my attorney and they were just in a t-shirt and shorts and i'm about to battle a million-dollar lawsuit i'm not feeling really comfortable at that point i want them to look the part um same thing with your doctor if they came in and you know just not doctor apparel you'd be like get me out of here um so really take it seriously the next time you meet him and the next time you could kind of be whoever you are but i think the first impression should be really sharp so upgrade upgrade upgrade your your appearance um you're going to go in there now with covet i would always say give them a really firm handshake and look them in the eyes um i can't tell you how many people i've met and they've got that like you know handshake and you're like oh so creepy it's like creepy wet noodle handshake so i mean right now again we're not shaking hands but if we ever get back to that again um you know just look people in the eye and just be really confident and say you know thank you so much renee for inviting me out here i'm really excited about the opportunity to show you how i believe we can get your home sold and get you to your next destination just give them a power statement of confidence you're excited thank you for the opportunity i think that's huge in that moment when you get there and then really take charge they don't know what you need and and you don't you know so if you're both kind of like well how do you want to start how do you well how do we start this and nobody knows what they're doing literally from that moment you walk in the door you are in charge i'm only five foot two and when i walk in the door i'm taking charge and i got people that are six feet tall big grown men sitting in front of me i'm like all right so here's what we're gonna do i'm gonna set my things down at the kitchen table because i want to lead them to where we're about to end up to talk business i'd like to take a quick look at your home if you don't mind i'd love to take a look on my own and just walk through the property see it through the eyes of the buyers and then i'll make notes and then we can sit down and you can talk to me about the finer features that i may have missed because if i miss them the buyer will miss them so that was one of my strategies to save time once i started to really get into a lot of listing appointments um but if you're newer or you just feel like that's your moment to build rapport then go ahead and walk through the house with them so just kind of say yep i'd love to take a tour of the home let me put my things down on the kitchen table and then you can show me through the house so you let them show you the person if it's a couple typically the person that leads the charge is probably the one that's going to be the driver um here i'll show you around you know and then they're showing you around um you'll find that that person probably tells you where to sit you know so if i'm getting directions from someone i go that's my driver that's the one that's the decision maker not that i'm not going to ignore the other person but i'm really going to make try to make extra eye contact with that person so we've looked at the home i'm not giving them any opinions again you're not there to give them all of your stuff for free um i can't tell you how many times i've given the seller yep i would change this and move this and do this and and then they're doing it all and going with a flat fee broker so um the reality is we're going to talk numbers we're going to talk range and we're going to show them how we sell homes and that's the purpose there you're presenting to them and then you're showing them how you're going to get their home sold so um so we walk around and i just have a little notepad and i take a bunch of notes um so it looks like i'm actually you know listening and caring and i might say oh my gosh this house needs paint or i'm making my own mental notes um now we sit down at the table and again you should have this right in front of you and you could just literally say you know renee um thank you so much for having me over i've actually written out a bunch of questions um again like we did on our call i'm gonna read through them now to make sure that we get you know you the most amount of money it's always i want to get you the most amount of money whenever they have an objection and they kind of throw you off listen we want to get you the most amount of money that is what you want right alyssa yes it literally derails their craziness or their thought process at that time and boom we're focused on the most amount of money that's what every seller wants that's the only thing they want they want to get the heck out of there in the shortest amount of time for the most amount of money so that should be one of your favorite lines hey i get it i'm here because you want to get the most amount of money correct yes so that is my one go-to when i want to cut the conversation and derail it to my back to me um or if they fight me on an objection so um again the listing presentation we're just going to go over the whys of why the words say what they're what they say so if you have a listing presentation in front of you um you know you're basically saying you know renee i wrote down three really important questions that i ask every seller and so i'm gonna ask it to you today i mean do you absolutely have to sell this home or were you do you have other options maybe renting it out and then she's gonna answer do you want me to answer yeah sure okay um i mean we don't absolutely have to sell it right you know obviously we we want to move into you know new construction at some point but no we're not kind of over a barrel to have to sell this perfect and the only reason i ask is because there are different levels of motivation in clients some have a divorce a job transfer a death in the family so their motivation is really really high and those are going to be the people that we're up against in the market so i just like to know you know that that answer for my sellers to better prepare um will you price your home to sell renee or do you mind if it sits on the market for a long period of time again so that's a jab and so you're reminding them it's about price right i mean apparently we don't mind since we've already been sitting on the market for six months but it's kind of a pain to have your house on the market too so you know we wanted we want to do it right this time got it got it perfect and based on the package that i sent out yesterday um do you want me to handle the sale for you oh i totally forgot to look at that package i'm so sorry no worries renee you know you're a lot of people actually forget so we'll definitely go through that um a little later in the presentation so that's perfect so again just have an answer a lot of them say i forgot to look through it hey that's okay a lot of people do we'll go through it later we don't want to sit there and sell them on our marketing plan trust me it's not the marketing plan that sells the house it's you it's the person in front of them it's how confident do they feel that renee hillman's going to sell their home based on what's coming out of her mouth everyone says the same thing we're going to put it in the mls we're going to do the most beautiful feature sheet in the world and we're going to do drone photography everyone does that that's like the minimum standard right now if we haven't noticed right they want you to be a good agent you're honest you have integrity okay well we know that so you want to kind of understand to me this is my opinion that the presentation is what sells it it's the it's the the exchange and the feeling so at the end of my presentation tonight typically one of three things happens renee whenever i meet with a client like you you know obviously you have the opportunity to put me to work immediately i am ready i literally have all the documents here i even called a few buyers um to let them know that i've got a property potentially coming that might meet their needs again i'm very proactive so i'll be ready to go to work for you immediately number two you may decide not to list the home with me or number three i may decide that i can't take the listing and the only reason rene i wouldn't take the listing is because i'm an honest agent and i don't want to upset you if i believe that the price that you need is not in line with the market i'll be the first one to shake hands and move on as friends because i'd rather disappoint you now than six months from now does that make sense yes so that's a power statement you're just saying i'm not attached to the outcome like you could either hire me you may not hire me or i may not hire you and i think that's the most powerful statement it may take you guys time to be able to say that but it is so empowering when you can just go yeah whatever i could see you saying that one day would that make you uncomfortable right now to say it [Music] a little bit yeah it and but it's true it's like i didn't say that in the beginning this my fairy presentation it took me two years to actually use it i practice it i practice it i would go in and literally say um you know i wrote down three questions i read the three questions and then i was off the script for the entire rest of the time it's not it's it's a learning curve because you go in my mind i'm sitting there going oh my god i forgot the next line right because i was trying to memorize it or you know i wasn't just having it in front of me confidently they don't know what this says can you read this no and you're i mean i can't read anything that's right there upside down in fine print they just think you're prepared you have notes like that's that's awesome so again that's my power move that that was taught to me that was like yeah one of three things is gonna happen in every presentation one of these things does um and then i quickly let's take a moment and review the questions i asked you over the phone renee because sometimes you're only asking the spouse and you're not in front of the other person so now you can kind of collectively get everybody together and say well you said you were moving locally you said you were moving because you know your house is too small too big to whatever you hate your neighbors whatever their excuses that's why they're selling you said you had to be there by this and that time you'd like to price your home at 5.50 still but you know obviously you said that you'd be a little more open and maybe um realistic this time as far as what the market's suggesting um you're not planning on selling it yourself and you want to cash out of it so those are just the recap questions just to kind of reaffirm the pain points again you want to know the motivation of why these people are moving if they don't have a why that's pretty grand you're just wasting your time i would go out to appointments left and right thinking i could convince people because i'm such a great salesperson to sell their home no if they don't have motivation to sell their home you are wasting your time so figure out on the call why why are you moving and you might just flat out ass say you know your home is absolutely gorgeous renee i mean i would have a hard time selling it why are you selling this amazing home so you might just position it differently right um so now that i know their why then i can start with you know rene there's really only two issues that we need to look at tonight whether the market is hot or whether we're back in 2008 there are only two issues that sell homes today and number one is the price that we set on this home you and i as a team and number two is your motivation to sell the home remember earlier we talked about different levels of motivation there is going to be somebody out there near you that is thinking about selling their home right now that is almost similar to yours that has a death a divorce or a job transfer and you know what when we come to market they may beat us in price and the fact is they want to go before you and if they beat us in price we're immediately overpriced on day one so your motivation and the price that we pick on this home is really important does that make sense yes and get them to does that those are tie downs like does that make sense do you agree you know get them to keep saying yes yes because then they're agreeing with you so you're in charge and they're agreeing with you um and then you're going to go into the script you know i've prepared what we call a whatever you know competitive market analysis i would change that word i think that's an old dated word you could call it a market absorption analysis i like that better um you don't you want to pick things that other agents are saying and turn them around and try to be different um and coin phrases we learned that right in our in our um coin the the process you know renee hillman's process could be the you know whatever the hillman action plan you know that's a guaranteed hillman at we use this hillman action plan whatever it is just coin that so that's yours and so you don't have to just call it what every other agent is calling it um so there's two parts to the research renee you know i've prepared what we call a market absorption analysis there's two parts to the research part one agents jokingly call fantasyland and that's where a lot of unfortunate or actually part one is what we call fantasyland and that's where some agents will price homes again i blame it on the agents not the sellers i don't want the sellers to feel like they did anything wrong it was their agent their advisor we're here not to take orders we're here to advise and so when anyone kind of you know ever comes at me like i want to do this this and this and i i just sometimes jokingly say why are you about to pay me twenty thousand dollars literally just say that to them like get the commission and go why why are you hiring me and paying me twenty thousand dollars and we're literally not doing anything that i've suggested it's a it's a waste of time right so just go hire a flat fee and do what you want um so you know part one we call fantasyland that's what homeowner that's what agents will list homes the script says homeowners but i like agents will list homes for part two is called reality and that's what professional real estate agents that do good business list and sell homes for so you get to decide renee today where do you want to spend your time because you're in charge of the process i'm just here as the information deliverer right so the purpose of the market absorption analysis is to determine the value of your home in the eyes of who the buyer right so renee you think the house is worth 550 right maybe even a little more i would like to get you 600 and if i had the magic fairy dust that i could do that today i would list your home at 600. but the reality is you and i have to convince the buyer they're in charge they've got the checkbook ready and they've got to make that decision so how do you feel buyers determine value renee when they're shopping how did you determine value when you pick this house or the new house that you're about to buy i think you know the overall layout of the house the the feel of it the subdivision schools i mean i think there's a lot of components that go into you know someone falling in love with a house so schools location you know the fit and finish of the house i mean are you going to look at one house you're going to look at several and compare oh probably several i mean we looked at several when we bought this absolutely so so i think you would agree buyers determine value by comparison shopping right they're going to look at the features and benefits that you've you know laid out for them today and then they're going to compare it with every single home in the market and i promise you the home that has the most features and benefits for the best price is going to win in the hearts of the buyers right so there's the next piece of this is going through which some people are like oh that's so cheesy you can change it around i don't think it's that cheesy if it's delivered correctly but um you know i've jokingly just said you know renee have you bought a car recently i saw you had a really nice porsche in the garage porsche sorry did you buy that porsche recently i've had it for a few years it's my fun car yeah well and actually i probably wouldn't use the porsche because those are very you know maybe she bought a um you know some buick sentry that that's that's what you bought rene of buick century um anyway when you went and bought that buick renee did you look at several different cars and different different dealerships or did you just buy that car immediately when you first saw it really no it's just what my grandfather always had so i just kept buying the same car good good well when i buy a car renee i'm kind of cheap so i like to go from dealership to dealership and i like to comparison shop so let's say we had two buick centuries right at two different dealerships and one dealer says to you hey i'm gonna sell you this car for forty thousand dollars today but you found the other buick sentry and that dealer was willing to sell it to you for twenty five thousand it's the exact same car except it doesn't have a moon roof and fancy rims if you had to pick one which one would you pick uh i would probably pick the twenty five thousand dollar vmware yeah and why is that because it's a lot cheaper right and you could probably get a moon roof in fancy rims for you know more for less than fifteen thousand dollars right correct yeah so so that example rene is sort of like real estate you have all the extra features and benefits i saw that in your write-up you've got that really lovely you know kitchen uh or a patio with the um oh my god what am i trying to say the kitchen the s and that's the chef's outdoor kitchen outdoor kitchen thank you losing my marbles um you have the really beautiful outdoor kitchen you've got the upgraded you know carpeting you've changed all your light fixtures so those features and benefits are considered an upgrade right however if you're priced the same with other homes in line with you and they don't have those features and benefits your home becomes a clear choice does it not yes it does yeah so buyers are looking for that if you have more features and benefits and your price the same you're going to win but if you have more features and benefits and your price way above the others that don't a buyer may just say well i don't need an outdoor kitchen and i could probably you know live without these light fixtures for now to save twenty five thousand dollars and just go down the street and buy the other product um so that's kind of how buyers you know whatever so we give them that analogy and you've got to kind of understand it yourself or you're not going to get it right um and i think a lot of people feel like it's a silly analogy but i've it's worked for me for years and so we use it um so basically at that point now you're showing them comps you're bringing three active comps three sold comps um you also want to dig down deeper and bring expired listings so listings that have not sold because you want to use that as proof as well hey they use this strategy see how they priced it here at 5.99 then they lowered it to 570 then they lowered it to 550 well it ended up expiring at 550 and they ended up selling it for you know 515. so you're trying to show them examples of sellers that went down that track and failed because stories sell so i would really dig deep for those um expireds if you have any um i would also show them active comps and i would dig through the history of the active and just see how many days on market how long it's active and see if they've had price reductions you literally want to write that on the paper like they started it 585 now they're 5.65 now they're 5.35 so you're just basically saying the the seller overshot now they're chasing the market down the excitement's over the power has been taken away from the seller in the first few weeks it's been given to the buyer and now it's stale so if a buyer pulls up to a property today and they see that it's been sitting on the market for three or four weeks they're just going what's wrong with these things every other house that i've loved is gone and it's gone with multiple offers so it's it's such a disservice to a seller and trust me i've got listings that are sitting there right now that need need a refresh it's just it's over for them so now we have to go back we have to reset these listings reposition them change some things and then bring them back to the market so you want to have kind of that ammunition in those stories and tell them that why um why it's so important to price it a little under market value to open up the market versus try to shoot for the stars um so after you've shown them all the comps which should prepare them for the number that you want because obviously if you're showing them the closed and then the um you know the pricing they should at that moment they already know what you're going to tell them as far as pricing they could pretty much in two seconds um say well renee it seems like you're trying to say that this home is worth 5.25 and then you go well based on what we've looked at today what price do you feel we should use to create value in the eyes of the buyer and get them to buy our property versus the competition and they're probably gonna whine or they're gonna say well it looks like you're telling me 525 and you go well you know again it's not me telling you it's kind of the market and remember that when the buyer comes to your property the only thing they understand is what's active in the market they have compared your home with active properties they have not seen the comps when they decide to pick your home which is our challenge you and our job my job is to market your home get them to pick our house right stage it appropriately price it appropriately get offers in when the offer when the buyer decides to make an offer that's when the buyer is going to sit down with their agent and do exactly what we did today so if you and i are convinced it's worth 525 so is the buyer so we're not tricking anyone right we're not looking for one buyer that doesn't have a brain everyone has this info and they they sit down and figure out this info the minute they've chosen your home and they decide to write an offer so based on this and based on what we know my my uh goal is for you to you know get an offer in the first couple of weeks and get the home under contract i'm going to recommend a price based on what we just showed you today renee and i'm going to say that in order to get you where you want to go we're going to have to list the price at 5.25 are you comfortable and do you agree in in that market valuation today and then she's going to say yes or no right she's going to fuss a little bit and so let's say you fuss a little bit and you go well but you know you know you're so good you're such a good i've had people say to me well but i feel more confident in you and i think if i had you as my agent we could have got 550. no not gonna happen so say that tell me how great i am renae i was actually gonna throw it i was gonna do it different okay how are you gonna do it no i was just gonna say well obviously i think the house would sell at 525 but i also think any agent could sell it at 5.25 so why you know knowing that i mean obviously i guess at this point maybe we've talked about commission um but knowing that we're gonna have to pay you six percent but we've got other agents that are willing to do it for less why should we really choose you if that's the price that we have to have it at and we understand that yeah well you know renee at the end of the day um are you interested in just in in getting your home on the market with any agent at the cheapest price um just to save money are you still looking for the best advisor to get you through the process at the right price i think a combination of both exactly so again remember that this is not my price my job is to position you correctly and then my job renee is to do what i'm good at and get as many eyeballs on the property as possible and use my techniques to make sure that i negotiate the best price for you i agree that you could just throw it out at any price and probably get offers but who is going to keep the offers together and who's going to make sure that we get you to the closing table i mean experience does matter um at the end of the day so so i do agree that lowering the price will help but you also have to make sure that your agent you're confident in the strategies that they have to get you to the closing table are you comfortable with the strategies that i presented in um in today's um meeting yeah i mean i like your total package perfect well i like your total package and i think you should hire me now well you know us analyticals we have to uh enter finish our interviews i feel like we need to do that perfect well i can appreciate that renee like i said the decision is yours what would you feel more comfortable with pricing it at 525 having a really aggressive pitbull agent getting you to the closing table or potentially just having me go a little bit above that and we can go to 535 if that makes you more comfortable again the reality is you're in charge here i've presented all the information i've given you my stats i've given you my track record of success so i believe that i'm the best agent for the job of getting your home sold and getting you to the finish line because i actually have the confidence to tell you the truth right whether it hurts or not like we said in the beginning i don't need the listing but i want the listing because i want to earn your business and then i want to earn your future business with your friends and family does that make sense yes that does okay and i appreciate your honesty yeah so i mean again we could list it higher if that makes you more comfortable is that what you'd like to do no i don't think it's an issue of that i think it's just we you know have some strong choices to choose from and and just need to do our vetting on our side i agree i agree well we definitely won't be the cheapest commission but we we definitely can prove that we get the results um and we stand by what we do because we we're we're not the cheapest like i said but we don't cut corners when we market these properties so you're going to get the best advantage from the exposure that we give you didn't read the marketing package you said earlier but i i would say to you based on what we spend in just our marketing and the track record that we have i think you're going to be really really happy with the results that we can deliver at the end of the day so um she's analytical so it as far as an analytical she's right i mean they rarely will make a decision right there at the table and the more you push an analytical the more they're going to miss you and not like you right yeah yeah yeah like yeah and i need to i need to and i wouldn't push i would have um not pushed her in the beginning as much and just really kind of given her lots of information and then followed up followed up followed up and make sure that i might even say to her you know renee at the end of this you know i think we can both agree that 525 is the right price she says yes i would say yes you're going to get a lot of agents in here renee that are just going to tell you what you want to hear and you may not get an agent that's strong enough to tell you that you need to reduce your price by 25 000 because they want the listing that bad so before you decide to go any other direction would you give me the honor of just giving me a quick phone call and kind of working through some of the other conversations so i can make sure i have again all the information to net you the most amount of money yes i'd be happy to do that perfect so i want to just kind of get my in with the last effort to just kind of answer her questions and then it might come down to commission or whatever and you know and then i might it's always do do i have the permission to or i might say um so i know you're you've met with me now when are you meeting with the other two agents um we're basically trying to make a decision by next friday so a week from today perfect when would you like me to follow up with you oh i mean we can reach out to you we're you know our schedules are kind of crazy okay perfect well that that's perfect and and like i said and then i would ask her that you know you're going to get a lot of agents that say blah blah blah they're not strong enough to you know tell you the right price and you might be enticed by that would you do me the honor of just giving me the last conversation before you know any other agent pushes you into decision because you're going to get agents that try to force your hand and you know make you sign a contract i'm not that agent so again now i'm hoping that she gets some other aggressive agent in there to really make her sign and she's gonna hopefully remember that feeling and go well tina didn't didn't do that to me um so i'm always asking and then i and then she says we'll call you i will still dig and find some kind of information to keep dripping on her i'll i'll still stay in her way a couple times just a nonchalant hey i found this other comp or hey this house looks like yours or hey this one just went under contract i just wanted you to know that you know so that way i'm constantly looking like i'm already working for her in that way so um okay so that's the analytical close you're not always going to get to go through and go well all we need to do now is simply sign the contract that's where people use these scripts and they go wrong because they're not following their gut you've got to know who you're talking to an analytical a driver an expressive an amiable and then kind of follow that path as you're there but they want you to be a little bit aggressive be confident be a little bit aggressive and show them you want it hey i'm i'm going to protect your money like a pit bull i mean that is what you want isn't it to net the most amount of money well that's me and so don't be afraid to say things like that i mean you could you don't have to call yourself a pitbull but you call yourself something else um i'm the protector of your equity like i will get the job done practice that in the mirror you know and make sure you can deliver a very confident bold statement because people like that they're looking for a sales person even though they don't know it they really truly want that at the end of the day so you're not there to make friends you're there to be professional and i just think that um for me my natural tendency is not driver driver driver this is me right now being what you guys think i should be like this is not my natural my natural is i want everybody to like me i want everybody to be comfortable i do have a little bit of amiable in there and i'm expressive so i can get off track a lot too and start going into oh look at your trophies and but what really got me the consistency of growing my business was trying to be this persona so it's like an actor right so you got into the business to become a telemarketer and an actor when you became a realtor congratulations that's what we are um so does anyone have questions let's open it up for questions right now because it's already 1205. man i talk a lot questions anybody anybody unmute yourselves renee had a question earlier on the walkthrough um when you're doing it on your own how do you make them not feel like you're just running through it um when i make them do because i think that again it's the personality style like i asked them you know would you like me to you know would you like to walk me through or would you like me to walk through and look at it through the eyes of a buyer because if i miss something mr seller the buyer's probably going to miss it so since you're not going to be at every walk-through with every buyer what i could do right now is just walk through the property and see what i've what details i may have missed and that we could talk about at the table so it's almost like a strategy that you don't want them walking through and going well see that i did that and i did this and i just you're not going to be there you're not selling me today i just need to get a visual of how the buyer is going to perceive your home and you walking me around might be a distraction so i think if you explain the why then they might just leave you alone and and so you're only going to do that if your time if you're pressed for time and you don't want a two-hour appointment but on a unique property i would walk it but if it's like your standard 3-2 with a two-car garage and you're like you know i've seen this a million times so i'll be back in three minutes you know so hi tina this is tanya here um fantastic um you know so i'm so amazed i mean i'm so glad i attended this um i do have an objection can i throw you up throw it i might have an answer i might not let's see no um it's a simple one but um i'm kind of i get stuck in this one um dabble a little bit more so what would you do differently then i mean i'm getting uh people here charges uh you know whatever 4.5 whatever it is what would you do differently than them and you're asking that you're gonna charge six percent so think about it this way though because that if i came in and did that presentation i don't think i i never get that objection what am i gonna do differently because i'm already over presenting and i'm i'm convincing them by my presentation that i'm better agent so if you actually adopted this and you practiced this like your life depended on it and you took control you're not gonna get that because that's an objection where they're saying you're just like everyone else what are you gonna do differently i already have presented everything differently i've called them i've did a prequal i've asked them a bunch of questions i've taken charge i've got a different presentation which i promise you they haven't heard and we could all go in there and do this exact presentation it's going to be different for everybody because we're all different people so i think that objection is coming up because they they're not they're they're seeing a missing value because i rarely get that objection um what could you do differently i mean at the end of the day like i said i think it's the presentation that needs to be different so you don't get perfection um because i just don't have an objection handler for that i'm just different so i you know renee what would you say to that um i mean i think i would go back i mean because again this has happened to me too right where you know again you either just missed the presentation which sometimes you do you might have an off day or something like that but um i i typically try to lean on experience a lot and you know having that proven track record which obviously is a little bit harder for the newer agents but um you know i tell people there's a reason a lot of times you go into nordstrom's versus walmart no you might say tanya you might say um you know here's what i would say so now that i'm i'm going back into new agent mode of how would i handle this because we can't say we're topic you know you can't say hey i sell 100 homes so i would say you know mr seller there are two types of agents there's an active agent and there's a passive agent a passive agent is somebody who just sits back and waits for the phone to ring i'm an aggressive active agent so every single day mr seller i get in the office at 7 30 i practice my presentation for 30 minutes i then sit on the phones for three hours a day talking to 50 people looking for buyers for my sellers and sellers for my buyers and then i'm out in the field talking to people like you do you feel that somebody with that kind of schedule would bring you different results drop the mic that's it you got to do those things or you're lying hey i got something maybe to add to that um as i've recently came into you know that issue is i've when you and kelly both told me to break down the percentage um you know so you got base let's just call it three and three just for simplicity one percent you know goes to me and the team one percent goes to uncle sam one percent's marketing right so you can't take out the one percent taxes right so it's just me and marketing well i can't work for free either so yes we can lower the commission but you just have to realize that and people not people might not break it down for you but if they're going at four and a half or five percent they're taking it out in your marketing dollars so you know i don't know kind of where you want to go with this but yeah we definitely have different marketing packages or however you want to say it but that's what you're going to be getting at the four and a half versus the five it might be another way i don't know what do you think about that is that too i love that i mean again that's a great objection handler to break down the commission one to the agent one to uncle sam one to marketing so i can't work for free because i have to split that one percent with the house i have to pay uncle sam or i'm gonna you know be in trouble and so now we're left with marketing so there's gonna be a lot of agents out there mr seller they don't care if they sell your house because guess what happens they're gonna give you a lower commission up front and then they're gonna have your home exposed to thousands of buyers and they're probably going to sell three or four homes to offset the commission so they hope that your home doesn't sell because you're the perfect advertising they need in a market that is literally squeezed for inventory so just think about that they're going to give you a commission up front but their your best interest is not at heart it's them selling three or four properties right tina would you recommend kind of leaning on your stats like for instance if you know that you basically net sellers on average two to two and a half percent more than the average agent in our area what do you think of that approach i think that's good too if you have that stat and you know you can use it again i think you're just throwing anything you can at them to kind of convince them um at the end of the day to hire you but yeah i mean that stat would be good hey mr seller look i've gotten this they've got to understand that you know one that i use too is listen there's gonna be a ton of agents that wanna do it for four percent three percent my gosh i've even seen it as low as two and a half and they're literally cutting the buyer agent out of the deal but the reality is this do you feel that a top agent would go and work for a discount brokerage or because you know or do you feel like a top agent would would set their own value and succeed in the market i mean typically you're not going to find top agents reducing their commissions so you're agreeing to a lower commission but you're also agreeing to having a representative that doesn't even believe in their own value literally helping you with a half a million dollar purchase or a quarter of a million dollars or a million dollars so is it just the cheapest price that you're looking for are you looking for the best person to protect your equity on this massive you know investment that you have i mean you have to kind of call them out on their crap i mean i only walk away with six percent you get 94 it's almost not fair and make them laugh that would be okay i can make an analytical laugh too no i was just thinking about how what someone's face would probably look like if you said that to them they laugh and i have said that to them yeah i guess that you know all in a delivery right yeah okay that's right so but no thank you zach i think that's great and tanya same thing it's like just figure out a few objection handlers and ask when you guys run into an objection write it down you should have little notebooks with oh my god the seller said this i can guarantee there's probably people sitting in this room that have had the same objection they still don't have two objection handlers for it shame on them right we're in sales people you've got ten thousand dollars sitting in front of you or five thousand dollars imagine we laid out five thousand dollars on a table and your job is to you know remember two or three things to say and you're not doing it you know like that's that's where i took it very seriously this was my craft so and i suck at it compared to others trust me zach you're going to be better than me in probably a month so because he's doing it way more so you just have to get around those people there's groups um jordan you just got into the commitment to capping group there's a great commitment to capping group there are people out there teaching this stuff jackie kravitz my god 99 a month all my agents do this that coaching is phenomenal and jackie's a master at it so you have to learn your craft and keep learning um and then you're going to become so unstoppable that money just comes easy i mean that's my motto money comes easy get on the phone go get that money go get it yes ma'am okay so this lady this is awesome thank you so much you're welcome you're welcome we've got another question go ahead no you're good um so she's buying a home with me and she's been thinking about keeping this townhouse as an investment she's literally back and forth every hour yeah anyways so there's a house sitting on the market a townhouse for 300 000 and she's like oh well that makes me have some but i told her it literally came down to price i showed you the facts of look at these that were listed at 285 they sold in one day and they got multiple offers this house is listed too high blah blah blah so what would you do knowing that she changes her mind every hour have you done a net sheet for her and like literally i i would i would say to her here's what i i've done my homework so so danielle is asking she's got a seller that um is moving and she's got a 300 000 townhouse that she's thinking about renting or keeping she showed her the they're selling and so the house there's a townhouse for 300 000 that's just sitting there like hers and one that listed and sold at 285 and this lady keeps going back and forth on what to do so what i would do is say you know at 300 if you keep this asset you're going to make about this much monthly in your rent how much is your payment right now so now i'm going to take her payment and i'm going to take the rent and then i'm going to show her what she nets every month let's say it's three hundred dollars because it's usually about that much so three hundred dollars times twelve you know you're gonna make thirty four hundred dollars or whatever it is for the year in that asset you're gonna put somebody in there and help them pay down your mortgage if that's your goal then i'm with you let's do it let's hold the asset and let's it's a long-term hold but mrs seller if you list this or if you rent this property and you don't have the idea in your head that you're an investor they're going to trash your property every time there's a vacancy that 32 30 400 a year that you make you're gonna lose one month of rent right because you're gonna have to kick the person out or they leave now you've got one month of rent that you have to pay so your mortgage payment now is going to to take come off that 30 400 gain so now you're left with this then you have to repaint because no renter's gonna want to move into a house that looks like crap so now there's another thousand dollars of paint touch up so let's take that and then god forbid your water heater goes or your furnace or something happens so if you're not ready to be prepared to to make nothing each year or to make a very small amount for the long-term hold i would figure out what is her goal is it better be long-term hold because you're not going to make more money in a year holding on to it so that so give her that so write that down for her i always do the rental analysis and then right then show her at 285 here's your net and so you can either take your cash take the 50 60 80 grand which that big chunk of change is going to entice her more when she sees it and then here's your rental analysis usually they'll go for let's just get it sold i don't have the i don't have the the guts for that that's not what i thought because you're giving her the bad they just think i'm gonna put a rental in there and have it as a rental okay but what if something happens are you prepared to cover the rent for three months or god forbid what if somebody misses their payments renters are really good at i know that delay yeah but just lay it lay it out sometimes they visually need to be guided um especially if she's a high eye or she's just all over the place there you go that'll be good yeah that makes sense makes sense so awesome guys any other questions got room for one more then i'm hanging up on y'all good good good all right go get some listings people go learn your scripts i'm watching you tim crane see you guys bye

Channel: Tina Caul - Top Producer - Real Estate Mentor

Views: 52,480

Rating: 4.9216824 out of 5

Keywords: real estate listing, real estate listing presentation training 101, exp realty, join exp realty, real estate agent training, listing presentation, real estate training, listing appointment, real estate coaching, how to get real estate listing, listing presentation real estate, how to win listings, how to get listing in real estate, listing appointment for real estate, real estate tips, real estate tips for dummies, beginner real estate agent, tina caul

Id: xC0WXHklGLI

Length: 73min 2sec (4382 seconds)

Published: Wed Oct 21 2020