Zan Monroe - World's Greatest Listing Presentation

All right, there is no excuse for you not having a pre-listing interview at your desk or on your computer 24/7. It's on my website. Go get it, go download it, make sure that you have one. There's no excuse in this day and age of just winging it. It's right here in our book. It's in Section 6, and, um, in Section 6 of, uh, it's where we are, and it's on like the fourth page. There it is. Go home, go make a copy of it. It's on my website in a Word document. What is the second step? Pre-listing package gets delivered. Absolutely. The, um, thank you, package. Close enough. Um, package being here. The second The first thing that you have to do is deliver this pre-listing package. It has got to contain all of this information in manageable form. What I'm seeing from every company across the nation, too many words, not enough pictures. You're giving me 0.12 type, it ought to be 20-point type. Bullet points. Make it simple. Stop writing reams of paper. Give me pictures. Alright? What is the third step? What's the third step of the world's greatest listing presentation? Are you going to the appointment without any prep? Come on, guys. Research. You must spend the time to prepare for a listing presentation. How many of you have ever taken someone with you on a listing presentation? So they could listen to you do it. How many of you have ever recorded your listing presentation with a $50 digital recorder from Radio Shack? How do you know what you sound like? How do you know what you said? Come on, guys. We're talking about tens of thousands of dollars. You are professional speakers. You better be tracking. Before you arrive, you better have done the research. Gary talked about several hours. He's talking about several months. This is not a game. If you're going to make $150,000 to $200,000 a year at this business, you've got to be a pro. Get to work on your business. Number 4, is it time to arrive? There are 2 stages. Arrival is its own, in my opinion. And I've interviewed 10,000 agents over the last 10 years. The sense of arrival, 10 minutes early, you park across the street, You get out, you take pictures, you do the, you lean your sign up against your car, you bring the sign with you to the front door. The sense of arrival is critical. They are watching. Number 5, it's time to build trust. Forward. At the kitchen table, right? All of you talked about a 2-step listing. In the mid-2000s, we were talking about doing 1-step listings. Here's what— how many of you are doing 2-step listings now? There is so much to teach your sellers. We are finding across the board 2-step is critical. You got to meet one, deliver the information. You got to have a second meeting for the pricing piece, basically. He's talking about signing a contract, we'll price it in a week or two when we get ready to get on the market. The day and age of sign tonight, we'll get you on the market this weekend, fix all these problems as we go along is over. If you were going to put a float in a parade on Thanksgiving Day, the Macy's Day Parade, would you build the float as you were going down Michigan Avenue? Not going to happen. Why are you fixing houses? That are on the market. They need to be parade ready the day you list them. So we do trust. At some point in the presentation, there is a tour of the house. Some of you are doing this in one step, some— or some of you are doing this in the two-step. You do the tour, you take pictures, or I do. I love doing the photo thing. And then 7, Are we ready to close? We have done the pre-listing interview, we've done the pre-listing package, we've done our research, we're prepared, we arrived, we stopped, built trust, we toured the house, we've done our presentation. Is it time to close? Ah, yeah, we've done the CMA pricing, whatever. Oh, with them. Is it time to close or is it time to price? Which comes first, pricing or closing? Ninja question. Which is— how many of you price it? How many of you close it? You close. Turn to the person beside you and say, pricing is a separate issue. License. If they don't believe that you can market and sell this piece of real estate, we're not going to talk about license. Now, closing does not mean we've signed a contract. Closing means they've hired you. Mr. and Mrs. Seller, he had to state it when I did this presentation. Mr. and Mrs. Seller, based on the information I've delivered, do you believe that Helen Adams and I are qualified to market your home? Pricing is a separate issue. That's why it's last on the paper. And that's why it's last. We're going to price it. Now, I was very disappointed because most of you priced the home instead of doing an absorption rate and allowing them to price the home. Mr. and Ms. Sellers, it's my job to give you all the information that you will need to correctly price your home once you have arrived at price, I will have a business decision to make, and that decision is whether I choose to market your home. Should you set your price correctly in the market so that it will sell in the time you have allotted to get you where you want to go on time, I will create a business partnership with you. That business partnership is your home and my marketing, and together we will go towards the payment. However, should you choose to overprice your home, I will allow you to list it with someone else. Because all the marketing dollars in the world is not going to bring a buyer stupid enough to pay you more than this home is worth. Don't look at me that way. Because that's the pricing presentation. Now, that's the order and sequence that about 10,000 agents have put together. It's on my website. It's called The World's Greatest Listing Presentation. There are 10 steps. Go get it, go download it, compare your listing presentation to 10,000 agents from CRS courses all over the country. It's said, and here's what you will find: if you work at it, you can become a better listing agent. If you work at it, you can become powerful. Now I got a question. Next month, do we need to talk about pricing? Do we need to spend some