Orientation* |
Company culture; expectations; customer service |
Intro to Business Planning* |
The numbers; business sources and activities |
Setting up your Sphere* |
The Client Connect program; establishing a Top 40; dialogues; software introduction |
Unique Competitive Advantage* |
Our selling proposition; competition analysis |
Pre-qualifying Sellers |
Pre-qualifying call; pre-listing package; preview appointment field trip |
The Listing Presentation* |
Listing appointment; presentation demo |
Generating Seller Leads |
FSBO's and Expired's; dialogues and objections |
CMA's and Pricing Issues* |
Sample CMA scenarios; pricing issues |
Appraiser |
Common adjustments; paired analysis |
Understanding Seller Proceeds |
Sample Worksheet |
Listing Agreements |
Sample case file; line by line analysis |
Handling Seller Objections |
Dialogues and role play |
Marketing |
Ideas; budgets; company policies |
Agency |
Policies; dialogues; forms |
Buyer Counseling* |
The initial buyer appointment; presentation demo |
Retainer Agreements |
Presentation; objection handling |
Showing Property |
Preparation; field trip |
Contracts & addenda |
Sample case file; line by line analysis |
Negotiating |
Sample case file (buyer and seller side) |
Case Studies in Contracts |
Delivery & acceptance; issues |
Home Inspections & Warranties |
Forms; negotiating; processes |
Generating Buyer Leads |
Prospecting dialogues and role play |
Contract to Close |
Process overview |
Anatomy of a Closing |
HUD's, title insurance; attorney |
Technology |
Introduction to MLS; Quick Costs |
Converting Calls to Appointments |
Role Play |
The Liz Moore and Associates System |
Setting up your schedule |