Introduction
Get the Listing: Setting the Appointment
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Intro to the Process for Getting a Listing (4:20)
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Leaving a Message that Gets Returned (5:59)
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Telephone Script to Get the Listing Appointment (5:57)
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Coaching Session on Preparing Your Script (2:22)
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Customer Objections to Setting an Appointment (6:47)
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Objection Rebuttals (14:47)
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Coaching Session (3:43)
Get the Listing: Giving a World Class Listing Presentation
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Control the Listing Presentation (3:32)
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Three Documents You Need to Memorize (9:23)
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Here's The First Step in Your Presentation (11:09)
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Five Elements to Make Your Listing Presentation World Class (5:55)
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Creating Value, Highlighting Risk and Creating Urgency in Your Presentation (12:00)
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Pivot to a Close - How to Ask for the Listing Agreement (4:47)
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Coaching Session - You've Got Some Work to Do (7:20)
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Handling Objections to Get Them to List With You (15:36)
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Coaching Session - Review of the Complete "Get the Listing" Process (3:34)
Working with Buyers to Lock Them into Your Relationship and Conduct Showings That Result in Offers
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Stop Being a Free Tour Guide - Techniques to Qualify Your Buyers (4:33)
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Lock the Buyers Into Your Relationship So They Don't Go To Other Realtors (3:27)
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Needs Development Questions (7:37)
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Coaching Session - More on Needs Development (1:41)
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Every Home Has a Purpose (4:49)
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Techniques to Zero in on the Perfect Home (4:32)
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Killer Home Presentation Techniques to Become a World Class Home Presenter (5:53)
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Killer Home Presentation Techniques: Features / Benefits (4:58)
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Killer Home Presentation Techniques: Implicit Agreement with a Tag Question (6:42)
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Killer Home Presentation Techniques: Creating Urgency (6:13)
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Pivoting From the Presentation to The Offer (6:05)
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Overcoming the Buyer's Hesitation to Making an Offer (6:34)
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But We STILL Need to Think About It (4:51)
Negotiating Offers and Counteroffers
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The Psychology of Lowball Offers (4:08)
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Two Magic Words in Your Negotiation Vocabulary (1:51)
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How to Get a Seller to Come Off His Price (8:59)
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Techniques to Isolate and Tie Down Objections When Presenting Counteroffers (10:27)
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Overcoming "Deal Killers" and Presenting Counteroffers to the Other Agent (4:06)
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Powerful Closing Techniques to Seal the Deal (6:51)
