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Seller Bootcamp Preparation - Coggle Diagram
Seller Bootcamp Preparation
Intro Info
What is the Seller Bootcamp
What will you be able to do after attending?
Why is this bootcamp important?
Seller Bootcamp Syllabus
Create Business
Lead Generation (Prospecting & Marketing)
(Not taught in this class)
Mega Open House
MOJO
REGH IC
Farms
Convert to Appointment
Not taught in this class
Prequalify Questions
Exchange information
Find out how they contacted you in the first place
Establish the motivation
Set the appointment
Setting the Appointment
Convert to Contract (Listing Presentation)
Preparing for the Listing Presentation
Pre Appointment Emails & Communication
Credentials & What to expect
Pre Appointment Research & Preparation
Tax Records
Market Valuation (Running Comps)
Preparing listing presentation and materials
Prep forms in Transaction Desk
Net Sheet - Stewart Title App
Presenting the Listing Presentation
Appointment Walkthrough
Home Tour
Build Rapport
Discuss why they bought the property
What do they like about the community
What are they looking for in a Realtor
What’s most important to seller (motivation)
General Compliments
Things to Look For
Interior & Exterior Upgrades
Repair issues
Confirming Property Attributes
Staging Issues
Make notes (Take mental notes or write them down, whichever works for you)
At the Table
Goals & Motivation
Combination of Questions & Reiterating what you learned in the tour
Custom Listing Plan (Based on Goals & Motivation)
Putting together the best plan for them
Photography
MLS
2 more items...
Online Syndication
Social Media
Open Houses
**Pricing
Showing how you’re the best person to make that plan a reality (Consultative Close)
Here’s the plan
Do you want my help implementing it
Establish List Price (Establish Market Value)
Present the Options
Options
Traditional Option
Flat Fee Option
1 more item...
Discount Agents
iBuyers (Cash Offer)
Point out the options that are a good fit based on their goals and motivation, point out why some options aren’t likely a good fit - ask them if they agree and work through any confusion
Signing the Paperwork
Review prepped forms
Fill in blanks from presentation
Present the Forms
Assumes understanding the forms
Fill out the Forms
Closing the Meeting
Figure out showing instructions
Obtain keys & Sign Placement
Here’s what to Expect Next
Thank you card in the mail
Service Business
Market Listing
Types of Marketing
Things that actually help sell the property
Things that grow your business (that you can also use to help impress the client)
Things that make the seller happy, but don’t drastically grow your business
BRAIN System
Build Your Home’s Brand
Rank Your Home’s Online Presence
Activate Your Core Audience
Increase Target Exposure
Nurture the Sale
Negotiate Offers
Understanding the Offer
Vetting the Buyer
Contingencies
Due diligence periods
Appraisal
Home Inspection
Earnest Money Deposit
Escrow
Financing vs Cash
Seller Contributions
Timeframes
Presenting the Offer
Notify Seller
Presentation Tactics & Tools
Key Tactical Decisions
Be Ready to Advise on Direction
Presentation Strategies
Phone call
In Person
Email
Zoom Meeting
Tool
Docusign
Transaction Desk
Zoom
Offer Outcomes
Counter
How to Create Counter Offers
Transaction Desk Forms
Important of Responding Quickly
Common Counter Points
Price
Seller Contributions
Closing Date
Contingencies
Personal Property
Reject
Reasons why a client might reject outright
99.9% of the time... it’s price
Offer is so bad, it’s worth sending a clear signal that it’s not even in the ballpark
Process
Still Present to Seller
Still Sign it
Still send it back to the agent
Accepted
Notify Buyer’s Agent
Have Escrow Opened
Begin Closing Process with All Parties
How to Work in Multiple Offer Situations
Differences
Leverage for the Seller
Creates a competitive situation between buyers
Works in favor of the seller
Be mindful of how you counter back
Options
Counter back with exact seller terms?
Counter back with each buyers highest and best? (Review second time - another round of counters or acceptance)
How the Seller Decides
If they feel like trying to get more money or better terms.
Largely depends on the goals and market conditions
Coordinate Sale to Closing
Escrow Opened
EMD Deposited
Request HOA Resale Package and Demand Statement
Coordinate Home Inspection (If Applicable)
Not applicable when buyer is not requesting it
Coordinate Appraisal (If Applicable)
Not applicable on a Cash Offer
Review Preliminary Title Report
Follow Up on Buyer’s Loan Conditions
Coordinate Closing Document Signing
Follow Up on Funding & Close Date Details
Buyer Walkthrough
Closing Confirmation
Compliance
Post Closing Tasks
Request Client Review
Request Referral
Order Sign-Down (If Applicable)
Order Lockbox Down (If Applicable)
Update Client CRM Status to “Past Client”
Start “Just Sold” Listing Marketing & Lead Gen
Next Steps
Look at the Calendar to See when the next Seller Bootcamp Is to Attend