Do you know the single most effective way to grow your real estate business and make more money?
LISTINGS are the single most effective way to grow your real estate business, build your brand, give you more personal freedom and make you more money for years to come.
When you got into Real Estate….did you have visions of enjoying a flexible schedule? Of building your business and your personal brand? Of unlimited income potential and growth? I know I did! And most every other real estate agent I’ve met in my 20+ years in the business dreamed of the same thing!
Many of us came from other careers where we worked schedules we didn’t like….had to be at the beck and call of a boss we weren’t crazy about….worked on projects we weren’t passionate about….it’s all those reasons and a million others that caused us to explore a career in real estate.
But then, most of us find ourselves on the Buyer Hamster Wheel of Real Estate! We’re intimidated by Listings so we do everything we can to find and work with Buyers. And that can be great at first but after a while, those long weekends and evenings of showing countless houses to one buyer at a time starts to wear on you. It really did me! My first few years in real estate, I was exhausted, had an unhappy husband because I was never home when he was and I certainly wasn’t growing my business! I was spending all my waking hours driving buyers around, burning gas and HOPING that they would decide on a house, get an offer accepted and qualify for the mortgage!
This all changed one day when I stopped in my tracks and really looked around my office at the successful, top agents. They weren’t running around crazy like I was, always changing plans at the last minute because a Buyer just had to see a new listing or had decided to write up an offer. Instead, they were following their schedule of appointments, prospecting for new listings, working their marketing plan, answering incoming contacts from new potential clients and overall growing their business in an organized fashion! I wanted to do that!!!
I set out on a mission to master the Listing process and….I DID!
I was just like you – I’d only been taught the basics of agency law and my REALTOR responsibilities in Pre-Licensing. Then my company provided me a bunch of shiny flyers about all that the company had to offer and that was it! I was told to go out and do a listing presentation – but how?!?!?
I completed my mission and developed a tried, true and PROVEN Listing Presentation System that I now have taught to agents all across the country with Win Listings! I first used it myself for many successful years of real estate sales in my hometown of Raleigh, NC. Then as other agents noticed my success, they came to me asking to learn the system. I quickly realized that I loved sharing this knowledge with other agents and developed it into the Win Listings course that I’ve taught to hundreds of agents all across the country and have recently launched online for even easier and lifetime access.
This online course is for you if…
- You’re tired of not having control of your own schedule and life because you’re at the mercy of Buyers wanting to see property when the rest of your family and friends are enjoying their evenings and weekends.
- You want to grow your personal Brand so that you are recognized in the community as a top Listing Agent.
- You want the freedom that comes with managing Listings instead of chasing behind buyers.
- You want the unlimited financial potential that comes with the ability to manage a large inventory of Listings.
- You want the leads that automatically come with Listings (otherwise known as “buyer bait”) that you can personally work OR refer to a buyer’s agent for a referral fee!
Wondering what we’ll cover in the 18+ hours of video instruction and materials?
Module 1 – The Foundation
We will start with an overview of the program so you can get the maximum benefits of everything Win Listings has to offer and tips on how to get the most out of the course and Strategic Listing Designation that comes with it.
Module 2 – Though Patterns of Great Listing Agents
In this module, we review the difference between great listing agents and agents that struggle with the listing. This information is a product of years of research and understanding the mind of an agent. Here’s what you’ll learn in this one module:
- Background of the research
- How great agents consider the interview
- What great agents do when it’s not a good match
- How great agents love their product
- How great agents see every house
- How great agents take control
- The #1 differentiator of great and not so great agents
- Emotional transparency and how it is important to success
- Protecting your reputation
- The strength of structure
- The most significant role of a listing agent
Module 3 – Skill Set of Success
Many agents are in denial. Denial that we really are salespeople. That’s not bad…we just need to embrace there are sales skills we need to be successful. Here’s what you’ll learn in this module:
- How to prevent objections from happening
- What to do if an objection does happen
- How to deliver bad news without making the seller angry
- How to give the seller a reality check
- How to write a powerful script
- Making sure the seller always knows the benefits/consequences of their actions
Module 4 – Psychology of the Seller
Here we address what I call the “Secret Sauce” – understanding how the seller things. Here’s what you’ll learn in this module:
- What emotions the seller must feel in order to hire you
- How to understand and honor the sellers’ feelings of autonomy
- What happens when a seller becomes confused
- What is the Endowment Effect and how does this impact the seller
Module 5 – MUSIC Presentation Structure
This is where it begins by providing you a “helicopter view” of a Listing Presentation. Here’s what you’ll learn in this module:
- The 5 phases of a Listing Presentation
- The advantages/disadvantages of the 1-step vs. the 2-step Listing Presentation
- How to “kill the lizard” if you want to do a 2-step Listing Presentation
- The percentage of time you should talk (and listen) in each phase
- The activity you should promote through every phase
Module 6 – Setting Up the Appointment
The appointment call is more critical than previously thought because you are establishing your foundation. Here’s what you’ll learn in this module:
- The topics to cover during the call
- How to differentiate yourself from the competition
- How to establish the expectations of the seller
- How to settle the fussy seller
- Giving the seller homework
Module 7 – Promoting Yourself Before You Arrive
Really, you can’t afford to wait…start promoting yourself before you get there! Here’s what you’ll learn in this module:
- The concept of a Personal Promoter
- Specifically the components of a Personal Promoter
- What NOT to put I your Personal Promoter
- Creating trust
- Forms of delivery
Module 8 – Resetting Your Energy
Did you know a seller can ready your energy? Yep! You need to know how to stop it! Here’s what you’ll learn in this module:
- Why your energy is so important to the Listing Presentation
- How to create rituals to reset your energy
Module 9 – Building Rapport in the First 30 Seconds
Never underestimate the power of rapport. Getting the connection with the seller is critical. Here’s what you will learn in this module:
- What actions to take before you arrive that will help you establish rapport
- What to say when the door opens
- Establishing control immediately
- When to smile
Module 10 – Do’s and Don’ts of the House Tour
Seems like a simple task but the house tour is actually a little more complex than you would think. Here’s what you will learn in this module:
- When to do the house tour
- How to build trust during the house tour
- How to build rapport during the house tour
- What you should say during the house tour
- What you should NOT say during the house tour
- What you should NOT do during the house tour
- What to say when the seller asks you decorating advice
Module 11 – The CEW Sequence
Do you know exactly what to say and do when you first sit down at the kitchen table to quickly understand the seller’s thoughts? That’s the CEW Sequence. Here’s what you’ll learn in this module:
- The sentence that transitions the seller to talking about business
- The question that allows you to know what’s on the seller’s mind
- How to demonstrate that you care about the seller
- Establishing your professional standard
- Carefully using the take-away
- Exactly how to effectively establish an agenda (and establish control)
- Getting the seller engaged with you
- How to kill the pricing lizard
- Educating the seller about agents who escalate the asking price just to get the listing
Module 12 – Presenting Seller Agency
So many agents struggle with talking about agency. Not done correctly and the seller will lose trust in your abilities. Here’s what you’ll learn in this module:
- The 3-part formula for explaining agency
- Establishing your professionalism through this presentation
Module 13 – Understanding the Seller’s Motivation
Really, there’s nothing more important! Without understanding the seller’s motivation, you could be strapped with a seller that sucks you dry of time, energy and money. What you’ll learn in this module:
- Establishing a formalized system to talking about motivation
- Specific questions to ask
- How to interview a seller
Module 14 – Your Value Proposition
This is the section where most of you struggle….establishing your value. Typically, where we talk about marketing. Frankly, that’s not enough anymore. In this section, we provide a formula for giving yourself credit for all you do and helping the seller understand the value. Here’s what you’ll learn in this module:
- A 6-step process for identifying your value
- Specific words to use when talking about your responsibilities
- The one word to use that will comfort the seller
- Tools to use to make this section more powerful
- How to customize this process to you and your company
- How to feel confident and proud of what you provide the seller
Module 15 – All About Commission
Yes, the dreaded commission conversation! This along provides great fear in most agents. What would happen if you actually looked forward to this conversation?!?! Here’s what you’ll learn in this module:
- A formula for presenting the firm’s compensation
- How to provide the seller some choices without reducing your commission
- What to say when the seller asks for a commission reduction
- How a seller thinks about commission
Module 16 – Stages of Script Learning
Nobody likes to learn scripts but this is an important part of being a professional real estate agent. Here’s what you’ll learn in this module:
- The 4 stages of script learning
- How to progress through each stage
- The dangerous stage of how to persevere
- The psychology of script learning
Module 17 – Demonstration BONUS!!!
This module puts it all together by demonstrating a Listing Presentation start to finish! Here’s what you’ll learn in this module:
- How to establish a flow
- Hear objections from a seller
- Hear scripts presenting a value proposition
Experienced Agents who…
- Are ready to really grow their business and their brand
- Are tired of being at the beck and call of Buyers and want to have more control over their schedule
- Want to be more confident and comfortable going into Listing Presentations on any type of home
- Want to build their reputation as a great Listing Agent
New Agents who…
- Want to start their career strong as a Listing Agent from the very beginning
- Want to go confidently into Listing Presentations with a proven structure to control the meeting and WIN the Listing
- Want to quickly build their personal brand with yard signs and sales!
Team Leaders who…
- Want to build a strong team of agents who all follow a proven structure and represent your team well in Listing Presentations
- Don’t want to have to spend time training your team to make great Listing Presentations
- Explode your team’s brand with countless listings all across your market area