GRI Effective Strategies for Client Relationships – Prescott 6/24/16

Live class notes and resources from GRI Effective Strategies for Client Relationships – Prescott 6/24/16 with instructor Evan Fuchs ABR, CRS, GRI, RSPS, SRS, e-PRO

• WIFM Today?
  • View the buying/selling process through the client’s point of view
  • Use GRI designation to send a signal of professionalism and experience to other REALTORS and potential clients
  • Better plan/system for communicating and staying in touch
  • Pass the test 🙂
• AAR webinar archive: https://www.aaronline.com/increase-knowledge/webinar-archives/
• Buyer Intake Sheet
• Seller Intake Sheet
• Home Buying Process
• Whiteboard Notes: Big Ideas
  • Open-ended questions
  • NAR Profile of Home Buyers and Sellers
    • Buy
    • Highlights
  • “I don’t know, but I can find out”
  • Principled Negotiation (interested-based bargaining)
    • Separate the people from the problem
    • Focus on interests, not positions
    • Invent options for mutual gain
    • Insist on using objective criteria
    • Know your BATNA (Best Alternative To Negotiated Agreement)”
    • Wikipedia
    • Getting to Yes – Amazon link
  • SOLER (Active Listening)
    • Square up
    • Open posture
    • Lean in
    • Eye contact
    • Relax
  • EGO – Is it getting in the way?
  • SESA (Letting others feel heard)
    • Shut up
    • Encourage them to continue
    • Summarize
    • Acknowledge
  • LIMS (resolving conflict, objection handing)
    • Listen
    • Isolate
    • Mirror
    • Solve
  • Feature➝Benefits (“So”)
• Key qualities of a good advisor
  • honesty and integrity
  • empathy
  • expertise
    • or know where to get the experience
  • flexibility
  • adaptability
  • divergent thinking
    • think outside the box
    • problem-solving
  • open minded
  • patience
  • skillful communicator
    • good listener
    • being articulate
    • communicate at the clients level, their vernacular.
  • good attitude
  • common experiences
  • common interests
  • life experience
  • availability
  • advocates for the client
    • puts client interest first
• Opportunities for systems in your business to ensure consistent quality service
  • Lead generation time scheduled (hour of power)
  • Focus on what works, not the next best thing or shiny object
  • Know your numbers – know your market – know your inventory
  • Check the hotshot
  • Buyer interview
    • buying process
    • buyer guide
  • Seller guide
  • communication plan for buyer, seller, prospect
  • daily deal tracking
• Buyer expectations
  • financing timeline
  • affordability
  • timeframe for closing
  • buyer/seller market
    • Use visuals
    • Ude MLS
  • Does buyer need to sell first
  • net sheets
  • inspection period
• Seller expectations
  • How price reductions work
  • property condition
  • how long will it take?
  • availability to show
  • curb appeal
  • showings
  • number of offers
  • net sheets
  • responsibilities
  • inspection period
  • utilities

  Live class notes are used as a visual aid during classes. Leave a comment if you’d like clarification of anything that may not make sense out of context.