Real estate listing and sales technique by Kim Solveson suggest Property refers to area, as well as any physical property or improvements fitted to the area, including houses, buildings, landscape designs, walls, bore holes, etc

1. Real Estate Listing
&
Sales Techniques
Prepared By
Kim Suzanne SolveSon

2. Overview
1. Getting started: studying your market
discovering prospects
2. Operating for sellers
3. Working for buyers
4. Negotiating the purchasing contract
5. Due persistence & closing
6. Ethics & expert practice
7. Continuing education

3. Getting Started:
Who Are You &
What Are Your Skills?
1. Please finish the Study (handout #1)
Form into categories of threes (3s): choose who will
be the “broker”, the “prospective agent” and the
“observer”.
Using the concerns on the Study, the broker will
meeting the potential broker (5 minutes) while the
viewer concentrates.
Switch positions so that everyone has a different
part and do it again (5 minutes).

4. Getting Started:
Who Are You &
What Are Your Skills?, continued
3. Potential agents: If you were the agent,
would you seek the services of yourself?
4. Brokers & Observers: What did you like best
about the Potential Agents?
This meeting may be just like one you’ll
have in “real” lifestyle.
The most of today’s category is developed to
prepare you to be as effective as you can be!

5. Getting Started:
Studying Your Market
To achieve success, you must know your
industry as well or better than anyone else.
1. Create a database to arrange information
2. Collect details in as much details as possible
a. Demographics
b. market size and activity
c. price range

6. Getting Started:
Learning Your Market
3. Where are shopping, schools,
recreational facilities, etc. located?
4. What rules regulate property use?
5. What rules regulate property
transactions?
6. What else do you need to know
about your market?

7. Getting Started:
Your Tools
1. Expert wardrobe
2. Listing catalog
3. Brief case
4. Tape measure
5. Screwdriver, pliers
6. PDA or consultation book
7. Maps
8. Data base
9. Listing types, contracts
10. Buy contracts
11. Mortgage calculator
12. List of home loan
organizations, surveyors,
etc.
13. Signs, lockboxes, etc.
14. Company plan manual
15. Buyer’s handbook
16. Seller’s handbook

8. Getting Started:
Finding Prospects (handout #3)
1. Develop an effective database to
maintain titles, details, contact
numbers, contact history, etc.
2. List potential recommendation
sources
a. Relatives
b. Friends
c. Business contacts

9. Getting Started:
Finding Prospects, continued
3. Contact referral sources
a. Deliver an statement letter
b. Consist of your company card
c. Stay in touch: 4 times/year minimum
4. Join organizations: meet people =
“social farming”
5. Establish a “geographic farm”: become
the expert (handout #2)

10. Getting Started:
Finding Prospects, continued
6. “Opportunity time”
7. Target likely prospects
a. Mailing lists/membership rosters
b. Announcements in newspapers
8. Increase your visibility
a. Develop & distribute a newsletter
b. Hold open houses
c. Advertising
9. “Cold calls”

11. Understanding Why People Buy
& Sell Real Estate:
It’s Usually Personal!
1. Death
2. Divorce
3. Illness
4. Financial
pressures
5. Loss of
employment
6. Job transfer
7. Marriage
8. Birth
9. Promotion
10.Expression
11. Unexpected
wealth
12.Prestige
13.Investment

12. Duties Owed to
Your Clients
1. Usually based on law/regulation/custom
2. Six primary “fiduciary” duties
a. Loyalty
b. Keep private details confidential
c. Obedience
d. Affordable expertise & diligence
e. Reveal all known facts
f. Bookkeeping for cash & documents

13. Conflicts of Interest
1. Happen when the responsibilities you
owe to one individual issue with the
responsibilities you owe to another
individual, such as yourself!
2. Conflict must be revealed instantly and
an alternative decided upon; put the
perfect remedy is written finalized by
both parties
3. If no remedy can be decided upon,
cancel one or both relationships

14. Responsibilities to
“Other” Party
1. Reasonable and sincere treatment
2. Disclosure of all known information
about the deal and property
3. Disclosure of reality you are required to
know
4. No misrepresentation: know the
important points and don’t guess
5. Fully describe any records which need
signatures

15. Responsibilities to
the Public
1. No discrimination
2. Provide certified service
3. Don’t to get a job you’re untrained to
perform
4. Do not do any marketing that’s
incorrect, deceiving or a
misrepresentation
5. Do not do anything opposite to the
law

16. Responsibilities to
Other Agents
1. Do not intentionally create
incorrect or deceiving claims about
your competitors
2. Do not take any activity unreliable
with the organization of another
agent
3. Disclose the consumer connection
to other providers at first contact

17. LISTING: Working for Sellers
Finding Potential Sellers
1. Geographical
farming
2. Divorce/marriage
3. Death/illness
4. For-sale-by-owners
5. Expired listings
6. Foreclosure notices
7. Neighbors of new
listings
8. Out-of-town owners
9. Marketing for
particular properties
10. Moving companies
11. “Furniture for sale”
12. Business transfers
13. Homebuilders
14. Social farming
15. Attorneys/bankers
16. Referrals

18. LISTING: Working for Sellers
Seller Counseling Session-1
1. Prepare yourself
a. Dress professionally
b. Be prompt
c. Prepare CMA (handout #4)
2. Prepare prospective seller
a. Establish rapport
b. Agree on common agenda
c. Permission to ask questions

19. LISTING: Working for Sellers
Seller Counseling Session-2
Using Seller’s Handbook (sample) as a guide
1. Talk about your part as advisor/advocate, your
organization & yourself
2. Talk about your part as marketer
3. Talk about CMA (actives, solds, expireds) /importance of
pricing
4. Evaluation seller’s options
5. Evaluation record agreement (sample & CD)
6. Talk about how you & promoting broker are paid
7. Figure out seller’s inspiration, timing
8. Talk about planning the house for the buyer’s sight
(book)

20. LISTING: Working for Sellers
Seller Counseling Session-3
Ask: “If we find a buyer today willing to pay
your price, are you ready to sell?”
Then either
A. Existing the record agreement again
and ask for their signatures OR
B. Ask them to evaluate all the details
you’ve offered and make a consultation
to talk about any queries and complete
the contract

21. LISTING: Working for Sellers
Marketing
1. Get ready MLS leaflet for competitors
2. Put indication in garden, fill up leaflet box
3. Enlist seller’s help in keeping leaflet box
full
4. Put key box on front side door
5. Give office displaying instructions
6. Create advertising: Internet, paper, flyers
7. Prepare Property Information for inside
home

22. LISTING: Working for Sellers
Communication
Communicate with your seller…even when
there’s “nothing” to say!
1. Tell the supplier what you are doing to
industry the property
2. Collect reviews from showings, tell the
seller
3. Contact supplier at least once a week
4. Review reviews with supplier per
month, talk about possible cost change
5. Hold “open” houses

23. SELLING: Working for Buyers
Finding Potential Buyers
1. Your sellers!
2. If your suppliers are
not purchasing
here, relate them to
a representative to
which they’re
moving
3. Geographic farming
4. Social farming
5. Referrals from
experts, other
providers, buddies,
relatives
6. Your niche market
Home buying seminars
Your web site
Divorce/marriage
Expanding families
“Empty nesters”
Just promoted/fired
Hold open houses
“Opportunity time”
_______________

24. SELLING: Working for Buyers
Buyer Counseling Session-1
1. Prepare yourself
a. Dress professionally
b. Be prompt!
c. Prepare information on possible
properties
2. Prepare prospective buyer
a. Establish rapport
b. Agree on common agenda
c. Ask permission to ask questions

25. SELLING: Working for Buyers
Buyer Counseling Session-2
Using Buyer’s Handbook (sample) as a guide
1. Present yourself & your company
2. Explain your part as consultant and advocate
3. Review the actions associated with purchasing
4. Review homework between agreement & closing
5. Review example contracts
a. Buyer agency agreement (sample & CD)
b. Purchase agreement (sample & CD)
6. Talk about market & available properties

26. SELLING: Working for Buyers
Buyer Counseling Session-3
7. Specify buyer’s wants & needs
8. Determine buyer’s economical
qualifications
Ask: “If we choose a residence
nowadays that suits you, will you be
in a place to buy?”

27. SELLING: Working for Buyers
Buyer Counseling Session-4
Then either
A. Existing the customer organization
agreement again and ask for their
signatures OR
B. Ask them to evaluate all the details
you’ve offered, make a consultation to
both complete the agreement and
display property

28. SELLING: Working for Buyers
Showing Properties
Selecting and previewing properties
1. Coordinate buyers’ wants and
needs with currently available
properties
2. Preview matches
3. Make sessions to demonstrate
“best” matches
4. Plan “tour” route

29. SELLING: Working for Buyers
Showing Tips
1. Perform the “priority” game: keep
targeted on just 2-3 properties
2. Compare pros/cons of properties
3. Encourage observe taking
4. Encourage customer opinions
5. Ask searching questions
6. Serve as a “sounding board”
7. Listen carefully

30. SELLING: Working for Buyers
Handling Objections
1. Each honestly
2. “I don’t know but I’ll figure out.”
3. Restate argument as a question
4. Correct misinformation
5. Ask “why” concerns carefully
6. Watch for “buying” signals
7. “Have I responded to all your issues or
do you need more information?”

31. SELLING: Working for Buyers
!!!LISTEN!!!

32. NEGOTIATING THE CONTRACT
Purchase & Sale Agreement
Essential Elements
1. Qualified parties
2. Timely
acceptance
3. Unique legal
4. Consideration
5. Mutual consent
Terms & Provisions
1. Price
2. Possession
3. Personal property
4. Means of conveyance
5. Pro-rations of taxation
& insurance
6. Closing costs
7. Contingencies
8. Property disclosures

33. NEGOTIATING THE CONTRACT
Presenting the Offer
1. Offer supplier with a finish “picture” of the
buyer:
2. Present conditions of offer
3. Explain contingencies/special conditions
4. Present buyer’s economical capability
5. Encourage acceptance
6. If supplier is not wanting to agree to as is,
settle using counterproposals (sample)

34. DUE DILIGENCE & CLOSING
1. Organize with record agent
2. Prepare guidelines of all actions & dates
3. Maintain deal computer file of all
conferences, letters, records, phone notes
4. Assist your customer with appropriate
information, psychological support
5. Communicate regularly
6. Make sure all schedules are met
7. Schedule & get involved in closing

35. “CLIENTS FOR LIFE!”
1. Execute with maximum possible
professionalism, reliability, reliability
during transaction
2. Call on customer soon after closing
3. Keep in contact at least 4 periods each
year
4. Establish yourself as their expert
REALTOR
a. For their future real estate needs
b. To refer friends/relatives/colleagues

36. Ethics &
Professional Practice
1. It is effective do the right thing
2. Honest & moral actions carry rewards
3. The only response to making a good, long
long-term reputation
4. Never let the desire of money figure out
your behavior
5. NAR’s Routes to Professionalism,
reliability, reliability (handout #5): show
regard to everyone!

37. Continuing Education:
Keeping Ahead of the “Game”
1. Record the themes you’d like to learn
more about:
_________________________
2. Let’s make a mixed list.
3. Continuing knowledge and training are
necessary to your success in property.
4. Sources
5. Designations
6. Have knowledge and learning goal
every year.

38. We hope you’ve enjoyed this class.
We hope it will increase your
success.
I’ve certainly enjoyed being with
you and have learned from you!