Training for Pushing / Referring an Agent for a listing
1. Important Points
a. Great income source for you and agents
b. Must be set up to have staffing for listings
2. How to hand off lead
a. Time is of outmost importance
I. leads die when there isn’t time
b. Must have solid recommendation for a realtor
c. Must not give the person a choice about whether I am going to call
d. Must find out what I am up against
I. Realtor
II. Investor
III. Finding another house
e. Making sure they are not offended by your offer if they insist hearing it from you even though you know it’s a listing.
f. Beating them up on PRICE
I. You need to get them realistic about their price so the agent has a real sales price and it’s not going to be an overpriced listing.
Script
· At this time, I am not able to make you an offer that you are going to be happy with. You have to understand I am an investor who has to buy the property, take on significant financial risk, ad value to the property and hope to sell it for more. I take on all this risk with the hope that I can earn a conservative profit on the deal. What I recommend is to use a realtor to sell your property because they will find you a retail buyer or a buyer who wants to live in the property (unless multi) and can give you the highest price for the property. I list every property I sell with a realtor and I deal with the best one in the area.
Push to recommendation
Recommendations & Benefits about our agent
· Went through 10 Realtors to get this guy
· He sells over 100 properties a year
· This guy has a ton of buyers
* 2-3 Buyers off of every other property
· I always use realtors to sell our properties when we are done with them because they can get us 15% increase in value
* More than justifies the 6% commission.
* I consider it an investment that I could write off as an expense and you handle a professional handle the sale instead of you.
· Selling properties comes down to number of people looking at the property
* Realtors always get buyers
· Use big company objection handler if they mention Century 21, Re-Max, etc
* Say that AGENT’’S NAME worked for the RE-MAX for some time and he actually left them because he felt restricted there. He wasn’t able to utilize his marketing strengths and approaches since these big companies have strict marketing guidelines that you have to follow. Now, at Striker, he’s able to be more flexible with his marketing and spend a lot more time out of the office looking for buyers as opposed to being told to do floor time at RE-MAX and not use his time efficiently.
Questions you need to know to evaluate if it is a good listing
1. Price they are looking for versus actual value?
* Remember that appraisals that are done for refis. are escalated to fit the loan amount you want to borrow
2. Have they considered using a realtor to sell their property?
3. Are there any other realtors I will be in competition with?
4. If so…what companies do they work for?
5. If so…what commission are they charging?
6. Are there any obstacles to the sale? Need to find an apt, house, etc?
7. What other benefits would they like?
8. Are they going to buy another house?
9. Does this house have to sell before they buy another house?
10. Do they have a bottom line price they must sell the house above?
11. Do they have any objections to a commission split?
ANOTHER VERSION OF A SCRIP FOR REFERRING AN AGENT:
When my company started buying and selling houses three years ago, we were out there searching for the best agents in the area that we were working in, we went through about ten agents to get to this guy. His name is AGENT’S NAME, he’s young, energetic and full of creative ideas which resulted in great performance and most importantly sales for top dollar of my properties. We stuck with him to this day.
And when we started, I am going to be honest with you, we tried to sell all of our houses on our own, thinking we would sell high and not pay commissions. Well maybe that worked in the hot market we were in couple years ago, but even then, this guy would still sell my houses higher than I would ever on my own based on some of the strategies he presented to me.
Optional:
Let me give this one example of our challenge we once did, where he beat me in selling two comparable houses that I had for sale. I was selling one by myself as owner and he listed the other one, he beat me and covered his commission and in the shorter amount of time which was a no brainer for me to keep using him after that for all my properties. He really proved his point.
More reasons to use your agent:
· Extensive buyer’s list
· 3% to Buyer’s agent to create interest on their part as they search for houses for their clients
· Priced a little below the comparables in the area
The combination of a high commission to buyer’s agent and low list price results in the highest exposure of the property. The more people that go through and see your house, especially in the soft market like we are in today, the higher chances we have in selling at the list price or even higher in the shortest amount of time. This has worked for us every time. It’s actually amazing how great that strategy works.
Anyway, if you want, I could have him give you a call later today. I am actually meeting with him later to list one of my houses, so I will give him your number. His name is ______. Is that alright?
IF SELLER SAYS: “NO, I HAVE AN AGENT”
Well, I always tell people to speak to more than just one agent and see what each one has to offer before you pick one to go with. Just remember, you need somebody that you feel comfortable with and is an expert in your area. I recommend you speak to the guy I use, pick his brain a little and feel him out for yourself. It’s really in your best interest. Remember, you are selling a house and it’s a huge decision so make sure you have the right agent working for you.