From Listed to SOLD - How to Sell Those Listings You Work So Hard to Get!

Especially for Rookie Agents (but everyone is welcome), this teleseminar show is about what happens (or SHOULD happen) between the time you get your listing under contract (woo hoo!) through the day of closing (an even bigger WOO HOOOO!). 

The thing is... getting a listing under contract is nice, but it's sometimes the easiest part of the whole process. Today, buyers are nervous, lenders are fussy and your seller might not be tickled with his selling price, so holding the transaction together will require you to be on top of the dates and deadlines, and prepared to ward off problems before they become deal-breakers.

On Thursday, January 12th, we'll discuss all these things a listing agent should be doing during the contract-to-closing phase, based off of the SWS Listing-Under-Contract Checklist.

During the show we'll cover topics such as:

• What you need to do immediately following contract execution
• What you need to make sure your seller does immediately following contract execution
• How, why, when and with whom to follow up throughout the process
• Your role during the inspection period
• Proactive steps to take to head off problems before they arise
• What your responsibilities are prior to, during and after the closing
• And... whatever else we think of to tell you about!

Sound like fun? If so, please mark your calendar and join us on January 12th!

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THE DETAILS
Date: Thursday, January 12th, 2012
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern  
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register, below. 

REGISTER FOR THE SHOW HERE

Especially for Rookie Agents (but everyone is welcome), this teleseminar show is about what happens (or SHOULD happen) between the time you get your new seller client's signature on the listing agreement and that glorious day you go under contract.

Contrary to what some seem to believe, there are a LOT of things that a listing agent can (and should) do once the sign goes in the yard, way above and beyond the 3P's (Put a sign in the yard, Put it in the MLS, Pray). Things like communicating with the seller every day during the first week and on a regular basis thereafter. Making sure the seller approves your MLS listing. Keeping up with market activity in the area and ensuring the seller knows you are. Checking in on your listing in person every week or so. Verifying with the HOA what the seller told you about it. Soliciting and communicating showing feedback. Updating your photos when the season changes. And so much more.

You do these things not only because they make your seller happy (which is certainly not an insignificant reason!) but also because the more in touch with your listings you are, the more likely they're going to sell, and when your listings sell, everyone wins. 

So, on November 10th, we'll discuss all these things a listing agent should be doing during the listing-to-contract phase, based off of Jennifer's New-Listing Checklist which you can review at the SWS VIP Lounge here: www.SellwithSoul.com/vip_lounge.html.  

During the show we'll cover topics such as:

• What you need to do right away once you have a signed listing agreement
• What you need to make sure your seller does prior to going on the market
• What you need to do one week, two weeks, three weeks (and beyond) after the list date
• What sorts of things (and when) to communicate to your seller throughout the process
• How to communicate feedback
• Proactive steps to take to head off problems before they arise
• And... whatever else we think of to tell you about!

Sound like fun? If so, please mark your calendar and join us on November 10th!

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THE DETAILS
Date: Thursday, November 10th, 2011
Time: 8:00am Pacific / 9:00am Mountain / 10:00am Central / 11:00am Eastern
Duration: 60 - 75 minutes
Equipment Needed: A computer with a high-speed connection and speakers or a telephone.
Cost: Free, but you must register, below. 

REGISTER FOR THE SHOW HERE!

In January, we did two shows on the subject of contact management; the first was an overview of how Contact Management can improve your business and the second was a show-n-tell webinar on using a contact management system to run a sphere of influence-based business. (if you missed either show, you can purchase a recording of them at the SWS Bookstore or join Club SWS and access recordings of all recent and future shows.)

On February 17th, we'll pick up where we left off and talk about using a contact management system to run your business (and even your life). We'll show you, webinar-style, how to:

• Use checklists to manage your active listings, your buyers under contract and your listings under contract. (Hey, it may not sound all that exciting, but don't knock it 'til you've tried it. Using automated checklists can be truly life-changing).
• How and why to set up tasks to manage the various pieces and parts of your real estate business so that nothing falls thru the cracks.
• (If we have time), how to keep better track of your back-burner prospects so they don't fall prey to another hungry real estate agent they happen to encounter in their day-to-day wanderings.

What does this have to do with being the Best Thing to Happen to Your Clients? EVERYTHING. When things DON'T slip thru the cracks; when you DON'T drop the ball; when you head off problems before they become problems, your clients will love you. And when your clients love you... well... that's a very good thing.

But not only will your clients love you, YOU'LL love you, too! Because when you know you have control of your business and you know you can handle more, you'll exude a confidence and assurance that will very likely attract more business to you (which you know you can handle!)

Yeah, I'm passionate about the topic. I hope you will be, too.

Using webinar technology (that is, you'll be able to follow along on the computer screen as I demonstrate various techniques), I'll walk you thru how I used contact management technology to manage my real estate business. Even if you don't have or use a contact manager yet, the show will still be helpful and informative and will hopefully inspire you to take that next step... 

To get the most out of the program, you'll need to be in front of a computer with a high-speed connection.

Oh, one more thing. If you don't have a contact management system and are looking for one, try mine. It's called IXACT Contact and you can get your first two months free by signing up here. I highly encourage you to explore the site a little before the show so that it looks familiar to you, which will make it easier to follow along.

The Details:
Date: Thursday, February 17th, 2011
Time: 8am Pacific / 9am Mountain / 10am Central / 11am Eastern
Duration: 60-90 minutes
Equipment: High speed Internet connection and speakers, or a telephone for audio
Cost: Free to attend live (aside from regular phone charges)

To Register, Go Here!

Last summer, Mollie Wasserman (the founder of ACRE, the Accredited Consultant in Real Estate program and author of The End of 6%) joined me for a show about defending your commission - how to feel good about what you charge to list a home and helping your sellers feel good about it, too.

At the end of the show, we were pummeled with questions (in the nicest sense of the word) and promised to reconvene "soon" to chat about it some more.

Well, um, time flies and here we are, more than six months later finally getting to it.

This next episode of the Jennifer and Mollie show will again focus on working with sellers, but this time we'll talk about responding to common questions and objections that arise during the listing process. Trust us, we will NOT be teaching you ridiculous "objection-busting" scripts or intelligence-insulting dialogues, but rather respectful responses that address the seller's legitimate questions, concerns and objections.

We'll get the ball rolling with questions, concerns and objections such as...

• "I'd like to hire you, but I need every penny I can get from my house."
• "How much do you charge?"
• "My sister-in-law will list it much cheaper."
• "I need $xxx,xxx just to break even."
• "How much experience do you have listing homes in this neighborhood/price range?"
• "We want to be home for all showings in case the buyer has questions."
• "We want you to attend all showings."
• "Why don't you advertise in ....?"

... but we're really hoping you'll chime in with yours! 

Sound fun? I think so! Please consider joining us!

DATE: February 10th, 2011
TIME:  8am Pacific / 9am Mountain / 10am Central / 11am Eastern
DURATION: 60 - 75 minutes
COST: Free to attend live (but you must register below)
EQUIPMENT NEEDED: A computer with an Internet connection and/or a telephone line.

REGISTER FOR THE SHOW HERE

It's been a year and a half since we had Broker Bryant Tutas in the SWS Virtual Studio to talk about one of his favorite(?) subjects - the short sale! We're definitely past due to have him back on to update us on what's new and exciting(?) in the wonderful(?) world of the short sale. 

Broker Bryant is the co-founder of the Short Sale Superstars network (www.shortsalesuperstars.com) which has a membership of several thousand real estate agents who want to master the art of the short sale to serve their clients who desperately need their help. It's free to join, so check it out.

And come to the show prepared to ask questions! Broker Bryant loves to share his knowledge spout his opinions so let's give him that opportunity and maybe even see if we can't stump him a time or two! (I doubt it, but it'll be fun to try).

Seriously - this will be a show for YOU - to answer your burning questions about the short sale process and hopefully help you improve your odds of seeing that short sale to closing. Not only so that you enjoy your paycheck, but also to earn the undying love and support of your grateful sellers.

Join us?

THE DETAILS

Date: Saturday morning, November 13th, 2010
Time: 8am Pacific / 9am Mountain / 10am Central / 11am Eastern
Duration: 60 - 90 minutes
Equipment Needed: Nothing fancy - just a phone and/or computer
Cost: Free, but you must register, below  

REGISTER FOR THE SHOW HERE

With all the doom and gloom in the real estate market, what's this about being able to actually even SELL a home, much less sell it in fewer than two months? Seriously?

Yep, seriously.

If a buyer exists* for a listing, it is possible to sell a house in a relatively short timeframe. But it's not done with gimmicks or creative marketing or bonuses or fancy home brochures... rather with good old fashioned common sense and hard work.

Loreena Yeo will again join me in the SWS Virtual Studio this Wednesday, September 29th to tell us all about how and why her average Days on Market statistic is far lower than that of her competition. She'll share how she prepares her seller, how she prepares herself, what she says, how she says it and why it works. She'll take us through the process of preparing a home for market, from pricing to staging, and how she gets her sellers to cooperate.

Will Loreena's approach work in your market? In most cases, yes. If there ARE buyers* for properties in your area, there's no excuse for a listing to languish on the market!

Intrigued? Please join us Wednesday for a free teleseminar on Getting Your Listings SOLD quickly so your sellers can move on with their lives... and you can enjoy putting a nice paycheck into your bank account. Not to mention all the referrals you'll receive from your Very Satisfied Clients! 

* Sometimes there simply isn't a buyer on the planet for a particular property. Some properties are "fatally-flawed" or otherwise unsellable at any reasonable price, and some markets are still severely distressed. But if buyers ARE buying in your marketplace, there's no reason your listing can't be the one that gets bought!

The DETAILS 

Date: Wednesday, September 29th, 2010
Time: 4:00 pm Pacific / 5:00 pm Mountain / 6:00 pm Central / 7:00 pm Eastern
Duration: 60 - 90 minutes
Cost: Free to attend live, but you must register HERE

REGISTER FOR THE FREE TELESEMINAR SHOW HERE!

REGISTER FOR THE SHOW

I've been running a little series of teleseminar shows in the SWS Virtual Studio this summer about various topics of interest to agents who want to improve their listing strategies. From commission negotiation to intelligently pursuing expired listings to helping a seller price right - lots of fun stuff!

To wrap up the series, the next show is about being an exceptional listing agent who is truly a blessing to his or her seller clients. And being an exceptional listing agent is so much more than simply writing good MLS copy or creating beautiful brochures or even pricing right, although those things are certainly important.

Being an exceptional listing agent means that you know how to sell houses in your market. It's that simple... and that complex.

If you know how to sell houses in your market, you'll enjoy a power over your business that is exhilarating, even intoxicating. Even better, your confidence in your abilities as a listing agent will be apparent to every seller you talk to which will inspire them to BEG you to take their listing! (Okay, well, maybe not, but you know what I'm sayin').

Seriously, when you can walk into a listing appointment knowing that you ARE the best thing that could ever happen to this seller wanna-be, you'll get every listing you want. And what's more... you'll SELL more of those listings, thus enjoying the love, affection and referrals of your happy seller AND that sweeeet commission check you'll have earned for yourself.

Sound like fun? It IS.

Join us? It's on Wednesday, August 11th, at 7pm Eastern. Here are the details!

THE DETAILS
Date: Wednesday, August 11th, 2010
Time: 4:00pm Pacific / 5:00 pm Mountain / 6:00 pm Central / 7:00 pm Eastern
Duration: 60 - 90 minutes
Equipment Needed: Nothing fancy - just a phone and/or computer
Price: Freeeee, but you have to register, below

REGISTER FOR THE SHOW

Pricing it Right - Helping Your Seller See the Light! (A free teleseminar at Sell with Soul)

REGISTER FOR THE SHOW HERE

Pricing is tough enough in today's market (well, any market really), but sometimes the most difficult part of getting a listing priced right is convincing your seller you know what you're talking about!

Many real estate trainers advise you to use condescending scripts and dialogues to persuade a reluctant seller to price his home to sell. Hmmmm...the last time I checked, insulting the intelligence of your audience is a lousy way to build the trust and rapport you'll need to have a successful professional relationship!

There are alternatives to beating your seller prospects over the head with your facts, figures, opinions and dire warnings. Alternatives that won't only win you the listing, but will win you that listing at a price you can sell.

Join me and Loreena Yeo this Wednesday afternoon/evening in the SWS Virtual Studio for a discussion of intelligent and respectful methods to help your seller see the light.

THE DETAILS
Date: Wednesday, July 28th, 2010
Time: 4:00pm Pacific / 5:00 pm Mountain / 6:00 pm Central / 7:00 pm Eastern
Duration: 60 - 90 minutes
Equipment Needed: Nothing fancy - just a phone and/or computer
Price: Freeeee, but you have to register, below

REGISTER FOR THE SHOW HERE

In early June, we (expired-listings-god Borino and I) held a teleseminar in the SWS Virtual Studio about Soulfully Prospecting to Expired Listings. Our goal was to assure agents who Sell with Soul that they can, indeed, succeed with expireds without resorting to pushy, cheesy or silly tactics and pitches.

But so many questions came in during the show ABOUT the nuts and bolts of an effective expired listing strategy that we realized it made sense to DO a nuts and bolts show about an effective expired listing strategy.

So, that's what we're doing. (And no, it is not an infomercial for his or my products; promise).

In this follow-up show, we'll talk about...

• The 3 most effective ways to contact expireds
• What to say (and NOT to say on the phone)
• What to bring with you when meeting them in person
• How to set up an effective mail campaign
• Three things you can do to instantly stand out from the rest of the crowd
• What if they say: "We don't know what we gonna do" or "We're not ready."
  

If you're considering adding expired listings to your prospecting plan, or hoping to improve the plan you're already using, please join us! And invite your friends!

THE DETAILS
Date: Wednesday, July 14th, 2010
Time: 4:00pm Pacific / 5:00 pm Mountain / 6:00 pm Central / 7:00 pm Eastern
Duration: 60 - 90 minutes
Equipment Needed: Nothing fancy - just a phone and/or computer
Price: *Freeeee, but you have to register HERE.

REGISTER FOR THE FREE SHOW HERE

The program will be recorded, but not distributed publicly. You can attend the live show free, or purchase a recording of it afterwards for $3.99 here. Or, you can join Club SWS for $10/month and receive all recordings of all SWS shows and a bunch of other stuff.

One of the toughest conversations for a real estate agent is the one where we talk to our seller prospects about how we're paid. Oh, some of us are more comfortable with it than others, but even the most experienced, seemingly confident agents struggle with the topic at times. And newer agents almost always dread that part of the listing interview.

And there are perfectly good reasons it can be a tough conversation! After all, real estate commissions are usually the most significant expense in selling a home and many sellers are understandably a bit cynical that those high fees are warranted. Sellers also wonder how we can claim to represent their best interests when our paycheck is contingent upon and determined by the outcome of the transaction.

Some agents question their own value, or at least, don't know quite how to communicate their value to a seller. Many find themselves competing with discounters and minimum servicers, and wonder how to prove that "you get what you pay for." Or, conversely, maybe you're a discounter or minimum servicer (and there's nothing wrong with that) and you're tired of being dismissed by the "full-price" crowd as the scourge of the industry.

And how about when your friends and family ask for a discount? How should you handle that? Should you explain to your seller how little of the total commission you actually end up with? Is it a good idea to offer a menu of services, or to charge for your services on an a la carte basis?

On Saturday morning, June 19th, Mollie Wasserman (author of "Ripping the Roof Off Real Estate") and I will answer as many of these questions as we can. And our answers might surprise you; in fact, I'm certain they will. But I'm also certain that you'll come away from this very special show with a much better grasp on your value as a real estate agent, and feel much more confident the next time you're sitting across from a seller prospect talking about your fee.

Hope you'll join us!

THE DETAILS

Date & Time: Saturday, June 19th at 11:30 am Eastern / 8:30 am Pacific
Duration: 60 - 90 minutes
Format: Teleseminar - you just need a computer and/or a telephone
Cost: *Freeeeeeeeee!

REGISTRATION
www.SellwithSoul.com/commissions

* It's free to attend the live show, but a recording will not be released publicly. You can purchase it after the show in my bookstore, or join Club SWS for $10/month.