"List to Last"
3-hour Seminar for Real Estate Professionals
Syllabus
Duration: 3-hour seminar for Real Estate Professionals
Learning Objectives: Upon completion of this seminar, you will have a clear understanding of the listing appointment process so you can better demonstrate your unique value proposition to clients. We review why most people choose to embark on a career in real estate, and how focusing on sellers will help you achieve your income goals. We review where to look for potential sellers and how to qualify them as to their level of seriousness. You will learn a standard process to follow for every listing appointment, starting with things you can do leading up to the appointment to be better prepared, steps you should follow during every appointment to clearly communicate your value to clients, and the importance of good client follow-up to ensure you deliver exceptional service. We discuss the importance of using open-ended questions to draw out a client's motivations and concerns so that each presentation can be tailored to fit that client's specific needs. The result: you end up with better listings that sell for more money and you have happier clients!
Seminar Outline: This powerful 3-hour seminar will cover:
- Why Real Estate?: Motivations for why most people enter our industry.
- Sellers versus Buyers: How focusing on sellers will help you achieve your income goals.
- Prospecting for Listings: Keys to successfully prospect for potential sellers.
- Qualifying Questions: Seller surveys to help you prepare for the listing appointment.
- Before The Appointment: How to prepare for the appointment so nothing gets missed.
- At The Appointment: How to communicate with sellers so they better understand you.
- Successful Communication Skills: The power of questions to draw out concerns.
- Listing Appointment Process: LIST - Lead In, Investigate, Show & Sell, Time to Sign.
- Lead In: How to establish rapport with sellers to make them feel comfortable.
- Investigate: How to outline the agenda in advance and gather necessary information.
- Show & Sell: Products and services presentation, pricing, and seller's net sheets.
- Unique Value Proposition: Demonstrate the benefits of working with your company, of working with you as their representative, defining the representation relationship, an action plan to sell the home, and pricing strategies to arrive at the right price.
- Time to Sign: Time to answer questions, get the paperwork signed, and plan next steps.
At the end of the day, if you want to be a large producer in real estate, you must learn to master the listing process. Industry leaders are always listing salespeople and we?ll teach you how to become one!
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