First Listing Appointment Agenda

First Listing Appointment Agenda

 

The great (but unpaid) result in this businessWhere it becomes a face to face and reading people business 

 

1.   Preparation2.    Introduction and rapport stage3.   establish credibility of company and self intro stage4.   establish value and overview of proposal process/ assessing Motivation / finding out about their current situation and future plans stage5.   gathering of info/Trial close6.   schedule 2nd 

 

Goals 

To do a secondBuild Long term relationshipExchange infoRead motivationThe value of representation;   Conditional commitment 

 

 

 

 

Preparation (is anticipation)

 

“”successful salespeople don’t ask unnecessary situation questions. Thru planning and homework they eliminate many fact finding questions that bore clients”

 

 

  • How do they hold Title
  • What else do they own
  • Where else do they own
  • Where do they live
  • Have they bought or sold recently
  • How Long ago did they purchase it
  • What business are they in
  • The square footage or number of units
  • The appraised value

 

Mention P & L in the call- “It will help if you have the P & L” 

Type of ownership entity – are you the decision maker?See the propertyIs your camera and film in the car.Give your self Time to be on time, to check the mapTalk to other owners/managers in areaPitch bookSample 2nd Listing ProposalSample Marketing brochureResearch reportOn the way there….·       Think about the call·       Replay the call- their exact choice of words, key phrases, tone, attitude /what they are expecting,Go hungryLook good. Don’t let your personal presentation get in the wayBusiness card, pen, sales aids 

 

Introduction and rapport-

 

First impression 

the art of subtlety 

the dale carnegie approach- sincere interest 

Don’t ignore the spouse/partner that doesn’t seem involved. Involve them. 

 

Establish Credibility of Company and Self 

Have you heard of us, or done business w/us? Sometimes people think they know us, by reputation 

Company size in offices, sales, and # agents, what that means to you Mr. Client is……. 

Our Specialization 

How long in the business 

The expressed or implied Power of information that our size and experience offers 

Have sales aids to leave (pitch book, research reports) “I’m not going to go into these now” 

 

Ask yourself- What does the value of representation mean to you? 

 

Ask yourself- How am I going to distinguish myself and my company from the competition? And from him doing it (selling) himself 

TRUST 

After Introducing the firm

Get the focus back on the client asap

 

Gauge the need to sell the co.

 

 

Move to situation questions 

 

 

Getting to the Proposal…….Asking about their current situation“Before we get started”….. 

“As we discussed”…replay the call 

How involved in the management of the building are you? 

How long have you owned the building? 

I noticed the building has a ______________ 

Has the rent control affected you? 

What business are you in? 

How is the building running for you? 

 

 

 

 

 

Establish the value and sequence of the proposal process- probe for motivation

 

 

“What I’d like to offer…”   

“I’m either doing deals or doing these estimates” 

What are your long term plans for the property 

Do you have any interest in the possibility of a sale or a trade? 

 

 

 

 

 

 

For a variety of reasons, you might be interested in an estimate of value:  

·       Compare to someone else’s estimate of value·       For estate planning, ·       you may have received offers, or you may get one tomorrow and be tempted.·       you may be doing financial statements, ·       to know the amount of equity in refi·       You may just be curious,  and just don’t know the value- you get a mutual fund statement twice a year, and you’re not thinking of selling that…·       Don’t know market rents·       Interested in recent sales·       See up leg scenarios/ alternate investments comparison 

Show a copy of a proposal? 

“You may never sell”But there may come a time…. and you’ll remember me 

confidentiality 

Understanding of each others position 

 

 

Gathering info

 

 

I need some income and expense info to do this right. Address Confidentiality if necessary.

 

Have a list of your needs (unit mix & sq ftge expense break down income breakdown, financing breakdown,)Occupancy, deferred maint,Lease summary 

Use the questions as a vehicle to show market knowledge and experienceAnd find motivation and lay the groundwork for the second 

If you were to do something would you cash out, exchange, carry the paper, look for a 3N? 

Set the appointment for the 2nd

And do a conditional close as a probe for issues and/or motivation 

Just out of curiosity, what would you do with the proceeds if you did sell it? 

What I’m going to do next is……. 

I can be ready with this by______________

 

Have the decision makers there

 

 

 

Pull over and assess and record impressions and key words - don’t lose the flavor!

 

Take your sales comp and rent comp pictures

 

 

Get 5 new addresses to research on the way back