5 LISTING APPOINTMENT

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