Professional Documents
Culture Documents
FUNDAMENTALS
TODAYS WORKSHOP
Intro
5 Listing Appointment Fundamentals
CMAS and Commissions
How to get to the next level
REAL ESTATE EXPERIENCE
Licensed October 19
th
, 1998
Broker License in since 2002
Training & Mentoring 12 years now
Sold/ closed over 1,200 homes / $250M
VIDEO MARKETING -BP
CLAIMS- REA
MY FAMILY
AHA MOMENT
MY PASSION
Do what
you love
Do great
work
Paid well
ONE OF MY PASSIONS
Rays Initiative on February 8
th
,
2014
THE BASIC SKILLS
REALTORS BASIC SKILLS
5 Core Fundamentals
#1 BUILD RAPPORT
HOW TO BUILD RAPPORT
The 4 Major Rapport Builders
F
R
O
G
Family
Recreation
Occupation
Goals
People dont care what you knowuntil they know that you
care!
#2 QUALIFY
Ask
Quality
Questions
Motivation Timing
Find a
Problem
TOP 3 PAIN POINTS FOR HOME
SELLERS
The Fear of not selling at all
The Fear of not selling fast enough
The Fear of not selling for enough money
#3 PRESENTATION SKILLS
#4 CLOSE
Ask for the sale
You cant get if you dont ask!
#5 HANDLING OBJECTIONS
You have to go through a series of Nos before you get a
yes!
HANDLING OBJECTIONS TIPS
Understand the situation
Ask the right questions
Dig deep
Search to find a problem EXPOSE THE PAIN
Offer a better solution
Write down the objections you cannot handle
REMEMBER 5 WORDS
Focus on Conversations not Conversions!
CONVERSIONS
Conversations turn into Conversions!
REVIEW OF THE 5 BASICS
1. Build Rapport
2. Qualify the Client
3. Give a Great Presentation
4. Close for the Sale
5. Handle Objections
A RECENT STUDY
44% of salespeople quit after the 1
st
time they hear NO
22% of salespeople quit after the 2
nd
time they hear NO
14% of salespeople quit after the 3
rd
time they hear NO
12% of salespeople quit after the 4
th
time they hear NO
92% of salespeople quit - 1
st
and 4
th
time they hear NO
60% of sales close after prospect says NO at least 4 times
8% of salespeople are left when the prospect is ready to say YES
HOW WE LEARN
CMAS
A lot of top agents.NO MORE CMAS
Differentiate themselves
How could somebody evaluate without seeing it?
A CMA is like looking in the rear view mirror!
Try to find a sellers bottom line
THE CMA CAN MAKE A GOOD APPOINTMENT GO BAD QUICKLY!
Willing to pay a 3% commission if you have a buyer
If I could bring you a cash offer today on your terms90%
The seller has already reduced 13% and the real buyer hasnt even shown up
yet.
Knock off another 3% to 5% when the real buyer shows up
16% to 18% off their price.so, theres always room for a 6% to 7%
commission
COMMISSIONS
3 Ingredients to Greatness
Motivation
Coaching
Practice
Repetition is the mother of skill
DANIEL COYLES
LOOK US UP
http://www.realestateacademi.com/
THE NEXT LEVEL
OFFER # 1- PERSONAL COACHING
Bronze
Package
Bronze Package
(2) 30- Minute Private Strategy Calls per
Month
Normally $400 (1) session
6 Month commitment $297.00 per Month
6 Months at $297.00 = $1,782.00
Sell (1) $60,000 home breakeven
Sell (1) $200,000 @ 3% make $6,000
Sell (3) $200,000 @ 3% make $18,000
OFFER #2- MORE ATTENTION
Silver Package
Silver Package
(4) 30- Minute Private Strategy Calls per
Month
Normally $800 for (2) sessions
6 Month commitment $497.00 per Month
6 Months at $497.00 = $2,982.00
Sell (1) $100,000 home breakeven
Sell (2) $200,000 @ 3% make $12,000
Sell (4) $200,000 @ 3% make $24,000
OFFER #3- TEAM OR INDIVIDUAL
Gold Package
Gold Package
(4) 60 Minute Private Strategy Calls per
Month
Normally $1,600 for (4) sessions
6 Month commitment $997.00 per Month
6 Months at $997.00 = $5,982.00
Spilt that with a Team Member
Sell (1) $200,000 home breakeven
Sell (3) $200,000 @ 3% make $18,000
Sell (5) $200,000 @ 3% make $30,000
MAKING AN INVESTMENT
$112,500
2 years later $354,867
As of 6/9 - $439,146
$16.00 per share = $502,912
$20,000
1 year later $680,000
Still have 142 Claims in
If Half go through =
$781,000
FRIDAY MAY 23
RD
, 2014
I RECENTLY HIRED A TRAINER
Keys to Coaching Success
You have to believe
You have to invest
You have to work it
When I struggled???
My trainer hold me
accountable
TESTIMONIAL
6/8/14
Robert,
I just wanted to thank you for the awesome
coaching. Using your techniques,
motivation and confidence, we have been
calling FSBOs for the past 2 weeks. I have
scheduled over 10 appointments each
week. They are all now on a follow up
program and I know there are a few listings
waiting to happen. In fact I have one listing
scheduled for this week.
Thanks again,
Chip Deacon
Extreme Home Selling Team
Keller Williams
CONTACT INFO
1-800-385-3444
robertgawel@tampabay.rr.com