In our March webinar, we covered what the top Realtors in the country do to win 90% of their listings. From our research, we found that closing 9 of 10 Listing Presentations hinges on 5 Key Points. - Segmenting and understanding your clients. - Standing out and being impactful. - Using a pre-listing package that wow's. - Making an irresistible listing presentation with the right slides and technology. - Setting expectations early and then following up like crazy. Take a look at our slides from the webinar and let us know if you have any questions! We look forward to seeing you on one of our monthly webinars held on the last Thursday of each month. Visit us on our Facebook Page for more information: Facebook.com/TotalExpertInc

1. WIN MORE LISTINGS
5 Keys to Closing 90% of Your Listing Presentations

2. Total Expert, Inc – Quick Overview
 Founded in 2012, currently helping 500+ agents in nine
states earn over $20,000,000 in commissions and rapidly
growing.
 All-in-one, fully-compliant web platform giving real estate
professionals everything needed to grow and manage
their business online, saving them both time and money.
Follow Us – Get Tips, Advice and More:
www.TotalExpertInc.com
Facebook.com/TotalExpertInc
@TotalExpertInc
Who We Are
Win More Listings
Joe Welu
CEO , Total Expert Inc
joe@totalexpertinc.com
• Co-Founder of a Top-Producing Real
Estate Team with $40-50M in annual sales
production
• Marketing and International Business &
Sales Experience and Education
• Strategic Thinker, Implementation Expert,
and Technology Entrepreneur
• Real Estate Technology Mentor, Coach
and Instructor

3. Win More Listings
What we are covering today:
 A proven strategy for winning your
listing presentations and closing the
deal.
 How to segment your audience base
and the tactics to use for each segment
for the best results.
 How and what technology highlights
your personal brand and makes you
look your best.

4. Win More Listings
Issues and Challenges:
 Not every client is the same. How do
you know what works with each
client and how do you demonstrate
differently to each?
 Realtors constantly fight for listings.
How do you stand out from the other
agents/brands?
 Technology is accelerating quickly,
how do you use it to your advantage
and leverage your close rate?

5. Win More Listings
5 Keys that work and bring results:
1. Segment and understand your clients.
2. Standing out! Be Impactful!
3. Use a Pre-Listing package that WOW’s
4. Make an irresistible Listing Presentation.
5. Setting expectations early and then…
FOLLOW UP!

6. Win More Listings
Key 1. Segmenting Your Clients
Research Define Execute

7. Win More Listings
Research:
 Know who you are presenting to –
find out as much as you can about
them from inquiry to looking online.
 Train your staff to gather as much
information as they can on the initial
phone call. *good idea to have an
information gathering form*
 Begin to create client profiles – what
they like, birthdays, what makes them
happy and not, etc.
 Preparation is key!
Segmenting Your Clients

8. Win More Listings
Under 50 years old
 TECH Savvy. Want to be WOW’d.
 Want their home sold QUICKLY.
 Focused on Competitive PRICING.
 Preferred contact method
 Email
 Text Message
 Preferred Marketing Channels
 Websites
 EDDM
 3rd Party Aggregators
Define Your Audience:
Over 50 years old
 Prefer to deal with FRIENDS.
 TRUST is crucial.
 Clients want to know their house cared for.
 Agent is EXPERT within neighborhood.
 Preferred contact method
 Face-to-Face
 Phone Call
 Preferred Marketing Channels
 Open House
 Yard Signs
 Video
GET TO KNOW YOUR CLIENT!
Source: 2014 Realtor® Profile of Home Buyers and Sellers

9. Win More Listings
Under 50 years old
 Use Tech – As much as you can!
 Laptop, iPads, Phones, Video, Digital.
 Take them through the consumer process.
 How would someone buy their home?
 Start in Google and go on the home
search.
 Show them their home won’t show up in
an organic search without your help
 Showcase your digital expertise.
 They want to know you are using all the
channels to make the sale.
 Talk about syndication and 3rd party
aggregation.
Execute According to Segment:
Over 50 years old
 No laptops!
 Use the tech to market, but don’t scare
the client with tech in the presentation.
 Print out your slides and give them a paper
packet.
 Bring pens so they can take notes!
 If they have a good feeling about YOU,
they will do business with YOU.
 Focus on your accolades, but don’t boast. Be
genuine.
 Prove you know their neighborhood.

10. Win More Listings
Key 2. Stand Out – Make an Impact!
And Prove your VALUE
Differentiate YourselfShow Expertise

11. Win More Listings
Show Expertise:
 Play to your personality & strengths.
 Show you know the current market and
have the tools to prove it.
 Digital Channels are IMPORTANT!
 Emphasize your niche.
 Are you the Expert on a certain
community/neighborhood? Stager? Luxury?
 Highlight the strengths of your staff as
well so they know all they are hiring.
 Testimonials drive the point home.
 Social Proof is helpful – client testimonials
impactful.
Stand Out – Make an Impact!

12. Win More Listings
Differentiate Yourself:
 Highlight the strength of your
Personal Brand and/or Brokerage
 Brand familiarity can mean something –
you’re bigger than just you.
 Market share charts are useful, but
consumers are less trusting of them.
 Show why you care more about the
client than others will.
 Highlight awards/accolades. – Show
Proven Results.
 Again, social proof is powerful.
Stand Out – Make an Impact

13. Win More Listings
Key 3: Design Your Pre-Listing Package to WOW!
Technology UpgradeWhat to Include

14. Win More Listings
What to include:
 Talk through your value proposition.
 Highlight your VALUE as an agent and
as a brand.
 Go over the process that you use to
prepare the home for sale.
 Be brief but thorough.
 Highlight unique preparation aspects.
 Talk about how you will work directly
with the client to make their home
attractive to buyers.
Pre-Listing
Package

15. Win More Listings
Upgrade your Tech
 Use VIDEO!
 Within every client segment, video is a
growing strategy.
 Video produces higher engagement and
will differentiate you from competition.
 Keep the length around 2 minutes.
 Create a core video then record a
custom 30 second intro.
 Be sure to mention the clients name!
 Must have client’s email address to
deliver.
 Gathering your clients email address
should happen during research phase.
Pre-Listing
Package

16. Win More Listings
Key 4: Create Irresistible Listing Presentations
Formatting “Must Have” Slides

17. Win More Listings
Formatting your Presentation:
 Start with a Template.
 For unique properties (+$750,000) include
extras.
 Do not use too many slides!
 10 – 15 MAX.
 Avoid “Slide Coma”
 Emphasis on QUALITY of slide over
quantity.
Presentation “Must Haves”

18. Win More Listings
Slides you NEED:
 Agent / Team Profile
 Differentiation slide
 Sales Statistics
 Syndication Slide
 Staging/Preparations Slide
Presentation “Must
Haves”

19. Win More Listings
Key 5. Follow Up – It Works
2 Step Process Closing the Deal

20. Win More Listings
Two Step Process:
 If the listing is competitive, set up a
second meeting.
 Especially if they are meeting with a
second agent after they meet with you.
 Likely hood of choosing you after meeting
with second agent goes down by 50%.
 15-20 Minutes in length – talk about
specific pricing strategy and answer
any follow questions they may have.
Follow Up Plan

21. Win More Listings
Close, Close, AND Close.
 If you did not close the business at
the first meeting, do so on the second
meeting.
 If you don’t close at this meeting,
follow up immediately the next
morning.
 Call until the client says they will list with
you or states someone else.
 Being aggressive in getting their business
will show them you will be aggressive
when selling their property.
Follow Up Plan

22. Win More Listings
Summary: The Keys To Success
 Know your audience.
 What is your “WOW” factor.
 Listen more than you talk.
 Focus on what is important to the client.
 Always do two meetings when competing for a listing.
 Follow up like crazy.

23. Win More Listings
What Questions Can I Answer?
www.TotalExpertInc.com

24. NEXT MONTH’S WEBINAR
Make Your Brand Stand Out Above the Competition Online
Thank You for Joining Us – See You Soon!