…LarsonEd is the best real estate school in Florida!
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
You’ve got a listing presentation scheduled with a potential client. Fantastic. Now think of your upcoming presentation as a job interview: you are trying to convince your potential client that you can sell their home faster, for more money, and with more care than any other agent. Therefore, your first impression should let your potential clients know that you are trustworthy, knowledgable, and prepared. Because if you don’t they may be inclined to go with another agent.
Think you can go into this or any other presentation and wing it? Failing to plan is another way of planning to fail. The true difference between rookie agents and the superstars is a preparedness. Your listing presentation is won or lost, in large part, before you even meet with the potential client. Follow these tips to better serve your potential clients’ needs.
1. Research
Yes, of course you should look up tax records for details on the property and look at similar listings in the area. But don’t overlook the value of looking up your potential clients on social media sites like Facebook and LinkedIn. Get a sense of where they’ve been and where they’re going in their careers and lives by looking at job and personal information publicly available on their social media profiles.
If you think looking up your potential clients online is creepy, then consider this: What do you think people do every time they consider using your services? That’s right, they type your name into Google. This is interpersonal research in the 21st century.
2. Prepare materials
Your potential clients will want to hold hard copies of documents in their hands at a listing presentation—having tangible evidence of your work adds to your credibility as well as the credibility of the information you are presenting.
Prepare a CMA and have a full-color market analysis on hand, along with some of your personal marketing materials. Also, consider bringing along some of your photographer’s work as a sample, but remember: only do this if you get nice glossy photo paper. It’s better to present an electronic version of an image than a poorly printed hard copy.
3. Competition is your friend
What would you think of a doctor who discouraged you from getting a second opinion? They might come off as insecure and, perhaps worse, it’ll mean they’re more concerned with their own image rather than your well-being. This is how you make a potential client feel when you discourage them from interviewing multiple agents. Encourage your potential clients to talk to your competition—this displays confidence in every way.
And, if you have prepared like you should, you will stand out from your competition anyway.
Most importantly, do not speak ill of your competition or put undue pressure on your potential clients. Inform them, be honest, and speak with confidence and you will already be ahead of the game.
Follow these tips to better improve your listing presentations. To sign up for classes, including real estate post-licensing, visit our website, www.LarsonEd.com, or give us a call at 239-344-7510.
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Naples real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Credit to Naples real estate school LarsonEd co-founder Dave Larson for the photoshoot
Give the gift of education
It’s graduation season!
Do you have a daughter, son, nephew, niece or grandchild who might want to get a real estate license now that that they are graduating high school or college? LarsonEd is offering Gift Certificates for such an occasion.
Simply give us a call at (239) 344-7510 or stop by our Fort Myers or Naples locations to purchase a gift certificate for the classroom Florida 63-Hour Sales Associate Pre-Licensing Course. Your graduate can choose from any class schedule we have through the end of 2016. They just simply contact our office to register and provide us with the Gift Certificate Code and we’ll register them for class.
BUNDLE AND SAVE $$$! Package the Pre-Licensing Course with our famous 1-Day State Exam Prep Course and get $50 off the regular price. Retail price for both classes is $468, but when bundled as a Gift Certificate, we’ll drop the price by $50.
As always, thank you for making Naples real estate school Larson Educational Services your School of Choice!
Buyers, especially first time buyers, will be looking for a number of specific qualities in an agent that will guide them through the process of buying a home. Consider the needs of the buyer when showing them homes.
What do buyers look for in an agent when selecting and showing properties?
Buyers want you to perceive their physicalandemotional needs…listen
A good Realtor helps in narrowing down the field of what I’m looking for, not just the agent’s own listings
Use technology to do the research on the houses first so we don’t have to waste time looking at places we have no chance of buying
As an agent, you need to know which homes will emotionally destroy your clients.
Save time by knowing and previewing the properties in ‘my’ criteria
Buyers want to get property information readily. Give me information. I want to see MLS descriptions and comparables and neighborhood information.
Have knowledge of the market: price and terms
Have knowledge of the area: schools, stores, traffic, taxes
Don’t rush the buyer so much he buys the wrong house
Buyers want you to point out features, including negatives
“The location is great on this one, but I’ll be honest: it’s just a rock with a hole for a door.”
Buyers don’t want you to always agree with them. Suggest options and give advice.
If you embody these traits for buyers, you will be well on your way to meeting their needs and selling more homes in the process. Win-win!
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
You could surprise a prospective buyer by offering a non-exclusive Buyer Service Agreement.
Here are some examples of promises you could make that wouldbuild loyalty:
I have accessto Real Estate Listing Aggregators to keep me abreast of any new listings – not only from any MLS company – but also by owner, by builder, and by developer. I watch daily for the following:
Houses that sold quickly but are back on the market because the buyer did not obtain financing
PRICE REDUCTIONS (sometimes as high as $100,000)
New Listings! The best homes at the right price sell within 30 days
I can forward detailsof the property in a matter of seconds. In addition to the standard MLS sites, I subscribe to (list examples Trulia, Zillow, etc.)
New construction:We have great builders if you wish to build a new home
Even if your buyer wants an impossible cloud-home, you get it done.
Bargain hunters:I am in a position to access bank-owned properties and short sales. I can show you these, write and present your offer for you.
For Sale By Owner:I can act as your transaction broker.
I will spend 1-2 hours with you, up front, just learning about your real estate needs. We will determine:
What style of homes you like
What you would like in extras
12 major areas to watch when purchasing, to avoid a wrong decision
What price range you are comfortable with
Determine what a lender will qualify you for
What down payment is comfortable for you
What monthly payment would fit your budget
What areas you will consider
Answers to any questions about which types of finance are best for you
The process of getting a mortgage
If you have a house to sellbefore purchasing, I will do a FREE analysis showing you what you have in equity
“Okay, guys, we can’t get ahead of ourselves. All we did was put up a sign.”
I give weekly reportsto my buyers and sellers until the sale closes
I am a full-time agentwith professional support services
I care about earning and KEEPING you as a client
I enjoy marketing homes and helping buyers find a home they can be happy in. Should I have the opportunity to work with you I will do my best to serve all your real estate needs.
Let your prospective buyers know this information and you will be more suited to meet their needs in no time.
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Last time, we discussed the first 9 questions you can use to help determine a buyer’s motivation. Every sales associate has war stories about indecisive, demanding, disloyal, or financially irresponsible buyers. These questions can help you determine a buyer’s motivation upfront. This week we will be going over the final 9 questions.
How much cash do you want to use for the purchase?
Do you have special requirements in a property? If yes, please list.
If you have school-age children, are you willing to move during the school year?
Who is your employer?
Will anyone else help you make the buying decision? If yes, who?
“All signs point to yes you should definitely refrain from buying that house.”
If we find the right property, are you prepared to make a decision now?
What times are best to contact you?
What times are best to view properties?
How do you like to communicate?(Phone oremail)
Or pager, if that’s where we have to go in this relationship.
Ask these qualifying questions of your buyer and you will be more suited to meet their needs in no time.
About Larson Educational Services:
Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.
Naples Real Estate School 