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

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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

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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.

I used to lump the pursuit of expired listings (and for that matter, FSBO's) into the same category as cold-calling, door-knocking and farming. As in (and I quote from the introduction of Sell with Soul):

"For those of you who shudder at the thought of chasing down your prey, this book is for you. First, I'll help you build your business using respectful, non‑invasive techniques. No farming, cold-calling or door-knocking. You won't have to hunt down For Sale by Owners (FSBO's) or Expired listings if you don't want to."

However, upon further reflection, I'm realizing that there is something truly "soulful" about helping sellers whose (who's? I can never keep it straight) homes failed to sell (I balk at calling a real person an "expired"). In fact, I'm pretty darn sure that the soulful crowd might just be the best thing that could ever happen to a Seller Whose (who's?) Home Failed to Sell.

But... the problem remains of how to get in front of those Sellers Whose (who's?) Homes Failed to Sell so that we can get a shot at being the best thing to ever happen to them. Oh, and preferably without resorting to all those ridiculous, cheesy, patronizing tactics so celebrated in our industry.

That's the subject of this Saturday's SWS Teleseminar - how to Soulfully Prospect to Expired Listings! I'm going to interview my good friend Borino of Expired Plus (www.expiredplus.com), asking him all sorts of questions I've asked myself, and had asked of me through the years about approaching these sellers without making a fool of yourself.

Questions like...

• Do I really HAVE to call or stop by? Can't I just send a letter?
• How often should I expect to be rudely rejected?
• Does it get easier? How long til I'm not nervous?
• Should I pursue listings I don't really want?
• How much research should I do ahead of time?
• How do I compete with all the other agents going after expireds?
• How do agents get an expired listing within hours of it expiring? ("going behind the sign")

Do you have questions you'd like us to answer? Just ask!

The show starts at 8:30 am (Pacific) / 11:30 am (Eastern) sharp on Saturday, June 5th. It's a freebie show if you attend live ($10 for the recording which includes lots of other goodies).

Here's where you register: http://www.sellwithsoul.com/sws-expired

See you Saturday?