How to Win More Listings Using the 5 Step Process
How to Win More Listings Using a Simple 5 Step Process
The App Amy Agent Mobile Marketing Group offers you a series of 99 Mobile Lead Generating tools that are going to skyrocket your career to the next level. Presenting to you simple steps that every real estate agent should follow to generate stellar leads in this hot market.
Learn how to WOW your customer on your listing appointment and generate more referrals.
In this report, we are going to cover the 5-Step Listing Appointment on your iPad or mobile device that The Paperless Agent has proven to get you more listings! We’ll detail which apps you are going to use in these five steps, as well as how you’re going to use them.
Step 1: Asking Questions
Paperless Agent, suggests that a common incident when going on a listing appointment is being greeted with “Welcome!
Can I give you a tour of my home?” as soon as you knock on the door.
It is very natural for us as realtors to say “Yes” out of instinctive
courtesy. Unfortunately, what this means when this happens is the customer is in control of the appointment.
Instead of just saying “Yes” immediately, a possible alternative is…
“Yes, I would love to inspect your home with you, but first, I’d like to sit down with you at the dining room or kitchen table and review with you everything we’ve talked about on the phone.”
When you sit down with them, the first thing you’ll want to pull up on your mobile device is your documented client consultation in Evernote or a similar app. This is the document you will have completed over the phone with your listing client before you arrive at the listing appointment. Review this document in detail with your client first.
We suggest you do this for three reasons…
1. It’s always good to confirm that your information still accurately reflects your client’s desires.
2. It really shows your customer that you are actively listening to them and documenting everything that they’ve said.
3. You are sharing the technology with the customer that truly separates you from other real estate agents.
Step 2: Inspecting The Home
Apps Used: Evernote or similar app of your choice
Stay in Evernote on your mobile device, and pull up a Listing
Appointment Template. This template is a pre-made document that
lists all the inquiries you’ll make to acquire all of your needed
information on the Listing Appointment (Address, Home Features,
Asking Price, etc.). Having this pre-built template in your notes allows you to breeze through the appointment without missing any details.
Run through your Listing Appointment Note, typing in applicable information throughout your desired fields. Once you are finished acquiring all the verbal information about the home you will need, you can then begin inspecting the home. There are three ways you can document your home inspection in Evernote:
1. Camera feature. Using the camera feature to take pictures and place them directly in the Listing Appointment note allows you to have your photos of the home in the same place as your appointment notes. Additionally, this will be a true “WOW” factor for your client’s 5-star experience.
2. Microphone recording. We often talk faster than we can type, so taking audio clips throughout the inspection and dropping them directly into the note can make you much more efficient.
3. Typing. The traditional method of documentation can be done on the go with your mobile device!
Engaging in all three documentation functionalities ensures that you don’t miss a single detail in your home inspection. Additionally, having all of these notations in the same document makes marketing and listing strategies easier to develop. Also, you are sharing technology with your customer that “WOW”s them with that
Step 3: Discussing the Marketing Proposal
Paperless Agent recommends when discussing the Marketing Proposal to use the
Keynote app (or a similar presentation application). Using this presentation software allows you to “WOW” your customer with a slide-based Listing Presentation / Marketing Proposal as you’re sitting down at the table with them.
Develop your Marketing Proposal before your appointment, and practice going through it on your mobile device if you aren’t used to the technology. Be sure to customize the subtle details of the presentation to make the presentation a more
personal experience for your client.
As you are sitting with your customer going through the Marketing Proposal at their kitchen or dining room table, you should empower the customer to take over your iPad or mobile device and swipe through the presentation themselves. This, again, gives the customer the “WOW” experience that will be lacking in comparison with other real estate agents. It also engages them in the appointment and adds a level of “fun” that won’t soon be forgotten.
Keynote is a great tool, but for those not using iPads, other comparable presentation applications will impress as well. For those of you with iPads who also use Windows desktops, Keynote is able to present both Keynote and PowerPoint presentations.
Demonstrate your latest marketing tool, your personal customized mobile app. As you know, mobile apps have taken over 50% of home searches. Emphasize to your client that you are using the latest marketing technology that will include featuring their home on your mobile app. Discuss the value of having their home appear in both the Apple and Google app stores, 24/7 worldwide.
Step 4: The Pricing Conversation
Apps: iBooks, Numbers
Using iBooks you can have an entire CMA ready to view in PDF format on your iPad. In order to do this, we recommend saving MLS listings as PDF documents on your computer. You can then e-mail yourself these documents, open them in the Email app on your iPad, then save them to iBooks for later viewing. This allows you to page through various comparable listings in the area with ease, which will allow you to justify your pricing suggestions without having to use a single sheet of paper.
When reviewing the comparable listings, allow your customer to scroll, zoom in, and flip through the PDF files. This engages the customer, maintains their interest, and provides a memorable experience that is not being replicated by other traditional real estate agents. This also shows the customer that all details in the listing are accounted for, and conveys your justifications with real listings at their fingertips without the need for binders and packets.
Once you have determined your listing price, open your pre-populated customer net sheet in Numbers. Before you have arrived at your listing appointment, you can have a pre-populated Net Sheet ready from your phone consultation to show your client just how much money they will be getting out of the sale. This also gives them total visibility of what their expenses are directly on your iPad, and how changing the total (if the price you determine ends up not being identical to the price they mentioned in their phone consultation) affects that. The Paperless Agent’s Net Sheet template is available to iPad® for Real Estate™ course members.
Once you have completed the Net Sheet, you can import it directly into your client’s notebook in Evernote, keep all of your documentation for the client in the same place! Let your customer see you import the document into Evernote to further impress them on the Listing Appointment.
Step 5: Signing the Agreements
Apps: ZipForm, DocuSign Ink, and Evernote
This is the “coup de grace” of the 5 Step Listing Appointment – signing contracts and agreements without a single sheet of paper!
Using ZipForm, before the appointment upload a Listing Agreement
into your ZipForm account for ease of access when you are right there in the field on your appointment.
Open the Listing Agreement in ZipForm with your customer, and go through the agreement and make any edits as necessary with total client visibility. The fact that you are digitally editing the contract in the field will “WOW” the customer and provide that exceptional 5-star experience that will separate you from other real estate agents in the area.
Once the edits are made, you can open the form in DocuSign Ink
directly from ZipForm. You can select “Get Signature” as soon as the
app opens in order to start signing documents!
Next, you will Add a Signer. Enter the signer’s full name and email address to ensure that they, too, get a copy in their inbox. You will do this multiple times as the various parties present finish signing the document.
Using the toolbar at the top of the app, you can select “Signature”, “Initial”, “My Name”, “Date Signed”, etc. Utilize various options when signing different fields of the Listing Agreement, depending on the kind of signature that is needed.
DocuSign Ink also allows you to e-mail the document to a remote, off-site signer for the digital signature!
Once the Listing Agreement has been signed by everyone who needs
to sign it, you can export this document as a PDF directly into Evernote to save in your client’s notebook. After the listing appointment is complete, you can digitally share the entire client notebook with your client via email, yet again giving them total visibility to the home-selling process, and “WOW” ing them with your impressive technology (and yes, this can be done even if your client does not have Evernote).
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