Your First 30 Days in Real Estate – Think Like a Business

think like a business

Think Like a Business:

Part 3 of the series “Your First 30 Days in Real Estate”

In your first 30 days as a real estate agent, you need to begin every day and operate like a startup business. In other words, acquire the business mindset.  Now that you believe in yourself (part 1) and now you’ve got a goal in how much money you want to make or how many houses you want to sell (part 2), the third step is to say “I’m a business.” Let’s say that again. “I’m a business.” Don’t most of you get into real estate for a lot of different reasons, but some of them are “I don’t want to work for anybody anymore. I don’t want to clock in and clock out. I want to have the freedom to operate the way I want.” Well, that sounds like a business owner or entrepreneur. Step number three is you need to begin to understand what it means to run a

Most of you get into real estate for a lot of different reasons, but some of them typically sound like this:  “I don’t want to work for anybody anymore. I don’t want to clock in and clock out. I want to have the freedom to operate the way I want.” Well, that sounds an awful lot like a business owner or entrepreneur. Step number three is you need to begin to understand what it means to run a business because you’re a business. It’s time to think like a business and act like a business owner.

“I’m a business.”

The Awesome Thing About Real Estate

What’s awesome about real estate is there’s no ceiling to how much money you can make in any given year. There’s no cap. You can make as much money as you’ll go out there and earn, but technically there is a basement, isn’t there? If I don’t do anything, it’s going to be hard for me to make money. If you’ve ever run a business before, you already know the mindset. This is what it takes to think like a business.

As a business owner, I get paid last. All the bills get paid. All of our employees get paid. All of our vendors get paid. Every single bit of that gets paid before I do. If and only if there’s money left over, then I get paid. That’s the business mindset. I know I get paid last. I’ve got to produce, to make sure there’s money left over after paying expenses.

You’re a real estate agent. You need to establish the idea that every single day you have a routine, a schedule, and you need to get into the routine of what a business owner that owns a real estate business is going to do every single day. Now, don’t say, “Oh, good, I got into real estate, so I don’t have to work anymore.” No, work like crazy your first 30 days! Set up a schedule where you’re working five days a week. Then, the important thing is what is my routine going to look like?

as a business owner is that you need to learn the difference between being busy for the sake of being busy and being productive

 

So What Should You Be Doing?

You might say, “Work? What do I do?” What you want to understand as a business owner is that you need to learn the difference between being busy for the sake of being busy and being productive. Think like a business. At some point, you may reach the point in your career where you’re almost on autopilot to a degree, where you’re not going to have to work crazy hours because you’ve got a system in place and productivity at an all-time high to where you won’t have to work like that. But you’re a startup business. Your first 30 days, work as hard as you possibly can. Every waking hour that you have available for real estate, wo

You might say, “Work? What do I do?” What you want to understand as a business owner is that you need to learn the difference between being busy for the sake of being busy and being productive. Think like a business. At some point, you may reach the point in your career where you’re almost on autopilot to a degree, where you’re not going to have to work crazy hours because you’ve got a system in place and productivity at an all-time high to where you won’t have to work like that. But you’re a startup business. Your first 30 days, work as hard as you possibly can. Every waking hour that you have available for real estate, work on it. Then, when you’re working, do things that are productive, not things that are keeping you busy.

Do These Three Things in Real Estate – All The Time

 

real estate sales

If you want to understand the business of real estate, it’s three things. Real estate is all about prospecting, presenting, and closing. It’s really that simple. If you want to be productive, you better be prospecting, you better be presenting, or you better be closing, or else, you’re just being busy. Prospecting is the hard part. That’s the part you’ve got to really work on as a new agent, but if you’re not prospecting for new business, you’re presenting. You’re showing houses to somebody that may by or you’re sitting at a listing presentation with a seller that may hire you. Then, closing is getting transactions signed, getting your listing agreements signed, getting purchase agreements signed. Those are the three things you should be doing. If you’re not doing something related to prospecting, presenting, or closing, you’re just being busy. You’re not being productive.

Business owners understand the importance of making sure they’re productive. Do you have any idea how many emails and phone calls and messages we get in this office every day? What I want you guys to know is if I did just sit there, I could just answer emails all day long, but at some point, we’re going to have no more customers to answer, because I’m not doing the things that are productive to bring in new business. You’ve got to have the business owner’s mindset, to think like a business means to think about moving the company forward every day.

I would wake up in the morning and go, “Man, I just started a new business.” All the pressure and the fear that comes with that is good. It’s natural. Pretend you have investors. If you don’t get this business going, you’re going to have investors knocking on your door wondering when am I getting my money back. You’re a startup business. Operate that way every single day.

Hopefully, you like what we’ve got so far in this series. Look, I’ve been a full-time real estate agent. I’ve sold millions in real estate. I loved the business, and I still have clients that I work with, but what really gets me up in the morning, my why is helping share with you how you can build your real estate business.

If you saw something here you can use, please make sure to reach out and let me know. Hit me up on Twitter, I love seeing you there @christalksdaily. Hit us up on Facebook, @chrisdonaldsonHQ.

If you’ve got questions or curiosities, reach out. A specific question that you’d like to ask? –  that’s the fun! Email your question, chris@christalks.com. I’d love to hear from you. There’s nothing like being able to give you the value you deserve by answering questions, burning questions that you have. Also, let me know you’re finding these articles helpful by liking them and sharing them on social media! Also, if you are looking to get started in the real estate business click here for information on Donaldson Real Estate School and all of our courses and exam prep programs.

Your First 30 Days in Real Estate (Part 2) – Defined Goals

defined goals

The Importance of Setting Defined Goals

The following blog was taken from episode 03 of #OfficeHours.

 

defined goalsStep #2: Set Defined Goals

In the first blog in this series, I shared my thoughts on the importance of mindset. Once you have the space between your ears working in your favor, the next thing you need to do is set defined goals. Because if you don’t set defined goals, what exactly is it that you’re chasing every day? If am training to run in the Olympics I should have a very defined goal. “I want to win the 100-meter dash”, not, “eh, I just want to go run.” Who’s more likely to be successful, the guy that says, “I’m going to win, and I’m going to run this time,” or the guy that says, “Eh, I’m just going to go run.” Understand that you’ve got to have a defined objective. This is all about discovering your “Why.” Everybody here got into real estate for a reason. Remember that every day. “It’s because you need to make more money.” That’s okay. The one thing that people don’t seem to openly admit is that “I’m getting into this business because I want more earning potential.” You can say it. That’s okay. This is a safe space. There’s nothing wrong with that.

Is it a Dream or a Goal?

If you set a defined objective that says I’m going to sell 12 houses this year, just one a month. A very modest goal to some, but now, it’s staring you in the face. Everything that you do this year is going to be building towards 12 houses. You’ll be amazed how much that matters relative to, “Eh, I just want to sell some houses.” It’s really hard to, “eh, sell some houses.” You’ve got to have a defined goal. Talk to a top agent. They’ll tell you, “My goal is to do this.” It’s either to become a top agent, or is it to gross this much in commission, “I want to beat Susie across the hall because she beat me for a top award last year.” As a top agent, they’ve got a goal. A goal is a dream with a time limit. You’re saying, “I’ve always wanted to make $100,000 a year. Now I’m saying I have to do it this year. I better put a business plan into action.”

A goal is a dream with a time limit

If you don’t have goals, it’s really just a dream. It’s very difficult, as somebody that’s running your own business in real estate, to just get up every day and say, “Well, I hope my phone rings today,” or, “Man, it’d be really cool if I just sold a house.” It’s going to be hard for you to reach the success that you may want, and the reason is that you’ve got to have a defined goal. So take pen to paper and write down how much money you want to make this year or how many houses you want to sell. Nobody has to know what you write. You look at that. I cannot help you succeed unless you have a defined

So take pen to paper and write down how much money you want to make this year or how many houses you want to sell. Nobody has to know what you write. You look at that. I cannot help you succeed unless you have a defined target because without a target, it’s very difficult to make it in sales. You know why? Because people need to be driven by a goal. What is it? So you need to decide what is the why. Why did I get into real estate? How much money do I want or need to make? That’s the ultimate end game here.

Monetary Goals are O.K.

It’s okay for that defined goal to be monetary. You’ve got bills to pay. If you’re going to be a full-time real estate agent and you’re leaving a job where you made a defined salary, well, at least you’ve got to replace that, right? Write it down. Then, you can start to build your plan. How many houses do I have to sell to at least make that amount? Step number two in your first 30 days is you have got to establish clear goals. One, get your mind right. Get the attitude of a successful real estate agent. We’re talking about your professional goals because that’s going to drive you day after day. Why did I get into real estate? That’s incredibly important.

So let me say it again, it is o.k. to have defined goals based on money. It doesn’t, and shouldn’t, be your only motivation necessarily but it is just fine to be part of the formula. Remember, at the end of the day this is your career. You want and need to make money to survive, support your family, enjoy your life. Therefore stop being shy about your money and start getting real. And there’s nothing that makes it more real than defining that number and putting it down on paper.

Watch the Full Episode on YouTube

What to Do in Your First 30 Days in Real Estate (Part 1)

first 30 days in real estate

Your First 30 Days in Real Estate: Part 1

This series of articles is for those that really want to succeed in the crazy business of real estate. Because I’m here to tell you, there’s not necessarily going to be that fast, easy money like some people think comes in real estate. It’s going to take some work. It’s going to take some time. It’s going to take some patience.

What I do have here for you go-getters is a five-step plan, just five things you need to do in your first 30 days in real estate if you want to make it. Please take out pen and paper, pull out your laptop and work a little split-screen action, or however the heck you choose to take notes –  because I’m giving you real stuff that you can put into place right away. This is actionable advice on what to do as a new real estate agent or somebody that wants to restart their career, in your first 30 days in real estate.

Step 1: Check Your Mindsetmindset real estate success

The first thing that you’re going to want to do, literally as soon as you get your real estate license, is you need to work on your mindset. You need to get your mind right! What I mean by that is you’ve got to understand that it’s a certain set of skills, but also personality traits, that most successful real estate agents share. You want to learn what those traits are and start to cultivate them right away. Because I’m going to tell you: your attitude, your mindset, your drive is going to matter as much, if not more, than if I gave you some magic three steps. You know, just do this, this, and this, and you’re going to make a million dollars. Well, obviously, we would all be very successful millionaires if it was that simple. So, you’ve got to understand that when you first start in the business, you have got to get your mindset right to tackle the real thing.

It’s all about your attitude. What you need to understand is attitude and how you approach the business, how you treat yourself, how you are ultimately entering your new career in real estate matters more than anything. Let’s say, for instance, is that if you’re a new agent let’s say right out of real estate school. What we’re talking about is your business plan for your first 30 days after passing the real estate exam. It’s your first 30 days, let’s make it count!

You’re New – So What?!

You’re new, and I’m going to tell you, it doesn’t matter. One of the things I want you to understand is getting the type of phrasing out of your system now, “I don’t know what I’m doing because I’m new.” “I’m too new.” “This other agent knows more than me.” “I don’t deserve this listing because I’m really just too new.” At what point are you going to decide, okay, I’m not new anymore? Because if you keep telling yourself, “I’m new. I don’t know what I’m doing. I’m new, I don’t know what I’m doing. I’m new, I don’t know what I’m doing,” the problem is, at some point, that’s going to become a self-fulfilling prophecy.

What I want you guys to understand is part of getting your mind right is having the confidence and believing, from day one, that you can succeed and that you are 100% capable of serving your client as their real estate agent. What I want you guys to understand is don’t assume that these other agents in the marketplace know more than you. Don’t assume that you don’t have enough information to be able to serve your client. You can kind of fake it till you make it at first, but your mindset is key. You’ve got to have the confidence to understand that you can do this.

At what point are you going to decide, okay, I’m not new anymore?

 

I’m Going to Fail…Wait Am I?

Think about your license exam. If you’re reading this, it’s likely you just passed your exam or you might be enrolled in a real estate class. What happens if you go into the testing center and you’re going, “I’m going to fail. I’m going to fail. I’m going to fail. I’m going to fail. I’m going to fail.” What are you going to do? You’re going to fail miserably because you’ve convinced yourself that you were going to fail!  It becomes a self-fulfilling prophecy. You are going to literally make yourself fail that exam. It’s the type of thing that I want you guys to understand, that what you believe about yourself is what you become.

You Have to Believewear your real estate dreams

You have got to get your mind right because you work for yourself now. You’re in sales now. You just started a real estate business. If you don’t believe in you, how is anybody else going to believe in you?! Sure it’s your first 30 days in real estate but that should not be stopping you from having the confidence to get out there and do it.

How am I going to hire you to represent me if you don’t even believe that you can do it? Therefore, it is critical that you start from day one, “I can do this.” You’ve got to have the mindset that “I deserve success, I belong in this industry, and that I can do this.” What I want you to understand is if you’re new, this is your first 30 days, it’s okay to make mistakes. It’s okay to not know what to do. It’s okay if you mess up. The idea of trying to avoid messing up or making mistakes by just hiding from it, what you guys need to understand is you’ll never get anywhere. Everybody makes mistakes. Everybody screws up. Don’t have this mindset like “I’m new, so I’m going to make mistakes and I’m going to screw up.” It’s okay if you do (legal and ethical matters aside). What you do is you learn. You either win in a particular situation, like you get that listing, or you learn from it. You never lose. You either win or you learn.

Please say it with me –  it’s okay to be new. Everybody must have their first listing appointment. You’ve got to have your first contract negotiation. You’ve got to have the first client that tells you to get lost! You’ve got to have the first deal that you thought you had clear to close –  only as it falls apart at the last minute. Your first commission check. Your first million dollars. Whatever it is, everybody’s got to have their first one, so don’t worry about it. You’ve got to start somewhere, so make sure you get your mindset right and you are confident and prepared for what’s coming.

You either win or you learn

I’ll say it one more time –  it’s okay to be new. Ask your broker, ask your trainer, ask your coach if you don’t know what to do. Let them help you out. It’s also important that you start to remember that you are a real estate professional, you have a real estate license. Respect yourself as a professional and others will respect you, too.

Tell Yourself the Right Things

An important piece of your mental mindset is that you’ve really got to start working on your daily self-talk. How you talk to yourself is going to really matter in how you’re going to work in this business. I strongly suggest that you begin the practice of daily affirmations. Write down on a piece of paper, pen, and a pad, write down, “I am an awesome real estate agent. I can do this. I’m going to make money in real estate.” You write it down and you sell it to yourself. You repeat it. “I can do this.” Every morning, first thing in the morning. Go in the mirror. Lock the door, nobody can hear you no matter how strange you think it sounds. Read your affirmation out loud, because you are going to believe it the more you say it. Your self-talk is big. I mean, how many times do you see somebody make a mistake and they say something like, “I’m an idiot.” No, you’re not an idiot. You made a mistake. You’re a human being.

Start monitoring your attitude and your self-talk. It’s really going to matter, because real estate is sales. You’re going to get told no more than you’re going to get told yes. You can’t let that kind of stuff bother you. If I send out a marketing piece to 1,000 people and only five people call me, but it’s five lock-solid clients, that’s not necessarily a failure.  I wouldn’t focus on the 995 people that didn’t respond to my mail. I’m thinking about the five that did. Really concentrate on how you talk to yourself.

You write it down and you sell it to yourself. You repeat it. “I can do this.”

Remember: Being New is O.K.

It’s okay to be new. Remember, we are talking about your first 30 days in real estate here! Get your mind right. Understand that this business is not supposed to be easy, but the first 30, 60, 90 days are the hardest part. It gets better. It gets easier in some ways. Once you start swimming in clients, you’ll have a whole mess of new problems that come along with success. Good problems, bad problems, really just different problems. More importantly, you’ll experience more success and more of the good stuff if you take the advice here and apply it to your life. You’ve got to remember this real estate thing is new to you. Don’t expect to be an overnight success. It might take a little bit of time. Be patient, be confident, and be prepared to work hard.

By the way, if you would like to watch the full video where Chris explains all of this just click right here!

Working with (Serious) Buyers ONLY

Working with Buyers

Whew, it is exhausting just to think about working with all those buyers sometimes! But in reality, helping a buyer through the homebuying process can be one of the most rewarding parts of your work in the real estate business.

However, especially as a new real estate agent, you really need to understand the difference between serious buyers and what I call “shoppers.” Check out this clip from Superstars 2.0 to see what I really think about this subject:

Why an Expert Level CMA is Critical to Real Estate Success

In this snapshot of our exclusive Superstars 2.0 real estate training program, instructor Chris Donaldson breaks down the importance and reasoning behind having an expert level CMA (competitive market analysis).

Due to the massive amount of real estate information available to the public, having a real estate expert break down the marketplace and explain pricing and value to clients is a critical real estate skill. Whether you are deciding where to price a seller’s home on the market, or you are working with a buyer and trying to decide what to offer, the real estate agent MUST have this essential skill in order to deliver first class service.

For more information on the Superstars 2.0 real estate training program – please visit https://donaldsoneducation.com/real-e…

For more from Chris, you can find him here:

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Real Estate Risk Management – Stay Ahead of the Curve

Real Estate Risk Management

For any practicing real estate agent, the idea of getting in trouble or having an otherwise fruitful career derailed by a legal issue is sometimes the furthest thing from their mind. To some extent, I totally get that. I mean, who wants to think about legal problems or getting into trouble with your local real estate regulator? Most figure that either they are off the radar, or that whatever they are doing is fine because everyone else does it too. Well here is a newsflash, just because every other agent in town does something sketchy does not mean you should too! In fact, do the opposite! What I really mean here is that risk management should be an essential tool in the toolbox of any real estate professional as you never know when your day might finally come. Real estate risk management is essential, and let’s take a look at a few reasons why.

just because every other agent in town does something sketchy does not mean you should too!

We Are In a Culture of Compliance

Compliance Culture in Real Estate1Not too long ago I was listening to an interview, or really a “crossfire type interaction, between two economists discussing the Dodd-Frank Wallstreet Reform Act and whether or not it is the right move to clean up America’s financial industry. One of the gentlemen in the interview said that the purpose of the law, and the entire shift in U.S. government policy, was to create a “compliance culture.” OK, so what does that mean for me the local real estate agent?

the purpose of the law, and the entire shift in U.S. government policy, was to create a “compliance culture.”

Well first, it doesn’t mean that you should be afraid. (sort-of) What it really gives you is an insight is that in order to curb the financial troubles that befell the United States (and world) economy in 2007-2008 the government did what most governments do – they governed. Several key laws have been passed, regulators have been put on notice, and the professional and business climate in the United States is as difficult to navigate as ever. In other words, what you may have been able to get away with 10 years ago probably won’t fly in today’s real estate marketplace. Therefore, staying ahead of the curve means paying attention to real estate risk management issues and ensuring you have the background to stay compliant in a changing world.

The Fraudsters Ruined it For Everybody

As with most issues in business, the few “bad guys” really ruined the climate for the rest of us. Since the real estate market was red hot in the late 90s and into the 2000s, money was flowing and business was great. However, anytime there is a big opportunity for money the inevitable fraudsters will make their way into the marketplace. Unfortunately, some of these fraud schemes were so large that they shook the business and marketplace to it’s knees. The result – more rules!

What Should I Watch as a Real Estate Agent?

Watching and thinking real estateAs a local real estate agent, it is true that your risk of being targeting by any major regulatory agency is relatively minor. Assuming you are not doing billions of dollars in business, and assuming you are not one of those fraudsters we discussed earlier! However, there are key real estate risk management issues I think every real estate agent should keep an eye on in their real estate business such as:

  • Fair Housing
  • Modern technology
  • Social media and modern marketing
  • Agency and disclosure issues
  • Local laws and regulations
  • And of course, ethics

I’ll break down each one of these in later posts, but for now remember to manage your risk and stay ahead of the curve!

Risk Management in Real Estate – A Course Every Real Estate Agent Should Take

 Register Here
Register for Superstars 2.0 and get the real training you need to succeed in real estate

 

 

Superstars 2.0 Real Estate Training – Day 6

Superstars 2.0 Day 6 – The CFPB & You/Working With Buyers/Modern Real Estate Finance

On day 6 of our Superstars 2.0 training series, we are going to touch on a lot of important issues relating to the buyers side of a real estate transaction and also the influence of the CFPB and the overall management of real estate transactions.

The CFPB & You

Coincidentally enough (ok, maybe not a coincidence) in my home state of Louisiana, this is the “mandatory” 4 hour continuing education course that every real estate agent will need to take as a part of their total continuing education for the year. The reason is simple, the influence and change of how a real estate transaction is managed continues to evolve under the new regulation environment of the CFPB.

The Consumer Financial Protection Bureau, or ‘CFPB’ for short, was created as a result of the Dodd-Frank Wall Street Reform Act in 2010. This regulatory body has taken over many important aspects of regulating the financial sector, including areas of note for real estate agents such as RESPA and TILA. As a result, in late 2015 new rules were put into effect which dramatically changed the format and flow of a real estate transaction.

On day 6 of Superstars 2.0, we will begin by going over important information that every real estate pro should know regarding the real estate transaction and how it works. We will review the forms, the timing, and other important information that agents should know concerning their real estate transactions. Remember, one of the most important functions of the real estate agent is to manage the transaction – so we will ensure that you have the expertise to do so as a real estate expert for your client!

Working With Buyers

Of course, while we argue earlier in the course that seller leads and listings are most important in terms of growing your real estate business – certainly there is plenty of room for growth by working with buyers as well. In fact, considering 91% of real estate transactions in the US involve at least one real estate agent – surely many of these involve the buyer having their own real estate agent.

We will discuss the differences between working with a buyer and working with a seller, as well as how to manage the buyer’s side of a transaction. The world of “Caveat Emptor” (or buyer beware) are long gone, and there are many laws and practices which can assist real estate pros in working with a buyer to achieve their goal of home ownership – and not getting messed over in the process!

As we continue to build your toolkit as a real estate agent, understanding how to work with buyers efficiently and effectively will be very important to any real estate pro.

Modern Real Estate Finance

In the final piece of Day 6 of Superstars 2.0, we are going to touch on the modern world of financing a real estate transaction and update you on the latest trends in mortgage finance. The reason? Simple! If you are working with buyers in any way, ensuring that they can achieve the financing to get the deal done is essential to real estate transactions. So therefore, making sure you know the latest trends in the real estate financial business is crucial to becoming a real estate expert!

For more information on Superstars 2.0 real estate training, visit the main site by clicking HERE

To reserve your spot in Superstars 2.0, click HERE

Superstars 2.0 – Day 5

How to Utilize and Negotiate Contracts Like a Pro

Superstars 2.0 – Day 5

As we continue to build the tool chest for the modern real estate agent, on Day 5 of your Superstars 2.0 journey we will dive into the world of contracts and negotiation.

If you are a new agent especially, consider this your crash course on how to fill out a purchase agreement form properly and also learn important elements about its use. It is time to become a real estate Superstar, so we are going to make sure you have the best fundamental contract knowledge humanly possible! Line by line instructions on how to complete the form will be critical, in addition to strategies for delivery such as cloud delivery services and electronic signatures.

In addition, we will also work to build one of the most important skills of the real estate agent – negotiation! Negotiating deals is one of the primary reasons that a seller (or buyer) is going to bring an agent on board as their representative, therefore in order for you to reach your full potential as a real estate agent you will need to be an excellent negotiator.

On Day 5, we will teach you the skills to negotiate like a pro and also how to communicate with others “The Superstar Way.” Make no mistake, some methods are tried and true while others need to be scrapped and completely re-thought as the world (and people) have changed!

After making it through Day 5 of your Superstars 2.0 program, you should be primed to negotiate deals and facilitate contracts within a real estate transaction like a pro!

 

 

The Killer Listing Presentation – Part 3 of What Every New Real Estate Agent Needs to Know

Superstars 2.0 Day 3: The Killer Listing Presentation

 diary-614149_960_720

How Important is the Listing Presentation?

If you are in real estate sales, and primarily deal with sellers as clients, the listing presentation is everything! A good friend in the business calls them an “employment opportunity,” and I think that is a great way to look at it. Since real estate is a sales game, you need to make sales in order to make money. However, you cannot make sales without client inventory to sell. Therefore, unless you are provided listings on a silver platter (like your Mom selling her house) – then once you generate these seller leads you need to convert them into a client. How will you do that? Usually it is made during the listing presentation, your chance to prove your worth as a real estate agent and get yourself hired.

What Exactly is a Listing Presentation?

In simple terms, the listing presentation is your chance to sell yourself to a seller. In some cases, this might be easy as the seller either has a prior relationship with you or you are lucky enough to come highly recommended. However there will be other cases – especially if you become adept at generating new leads – where this potential client does not know you from Adam and is allowing you into their home to pitch your real estate business. What a great opportunity!

So really, the listing presentation is all about the listing appointment. Having a plan of action to both get business done, but also to accomplish other goals such as trust with your client are crucial here. A few things that should take place at every listing appointment

  • Proper friendly introduction and tour of the house/property
  • Opportunity for the agent to gather information about the seller and why they are selling (understanding seller motivation is HUGE)
  • A Competitive Market Analysis (CMA) prepared in advance and presented to the seller
  • A formal listing presentation where the real estate agent will discuss the advantages of working with them and a chance to show how the agent will greatly assist in the sales process
  • Closing of the deal – signing the proper paperwork to solidify the listing and also satisfy any local license laws or Board rules

    A Listing Presentation is a Skill That Should be Practiced

     preparelikeanathlete

Like any great athlete or business performer, considering the important of the listing presentation and listing appointment – you should begin practicing those skills right away. Ever been to a concert and been amazed at the level of performance of the musicians? The roar of the crowd is great, and certainly the best in their respective musical realms make a lot of money. But what we don’t see is all the practice that went into creating and perfecting that craft.

Your business is sales. Listing appointments gain you new clients. You must practice the art of a listing presentation like a musician practices their instrument. It doesn’t mean you have to be perfect, and mistakes will come. However learn from your mistakes and make sure not to repeat them. Take stock at techniques that work over time with various successful appointments, and also take careful note of what doesn’t work. Be willing to constantly revise your practice or use different techniques to ensure that you are ready to nail every appointment.

Superstars 2.0 – Day 3

The Killer Listing Presentation & How to Effectively Market a Listing

  • Learn how the listing game has changed, but also how it has stayed the same
  • Remember the important activities that lead to the listing appointment
  • Learn what you need to do to nail every listing appointment. Every time.
  • Understand the proper execution of a CMA and it’s purpose
  • Discover the tools in the arsenal of the killer real estate agent
  • The DO’s and DON’Ts when working with sellers
  • Preparing an effective marketing plan to sell more houses and get more clients

Killer Listing Presentation (SS 2.0)

For more information on the complete Superstars 2.0 real estate training program, please visit our website here:

http://www.donaldsoneducation.com/html/superstars.php?subject=1