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 clientā€™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 šŸ™‚
  • AAR webinar archive:Ā 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
    • “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 –Ā 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
    • Featureāž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 ensureĀ 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 areĀ used as a visual aid during classes.Ā Leave a comment if you’d like clarification of anything that may not make sense out of context.

2 thoughts on “GRI Effective Strategies for Client Relationships – Prescott 6/24/16”

  1. Hi Evan , link to the seller intake sheet brings up the buyer intake sheet . Could you put up a seller intake sheet? Thanks

Leave a Comment

Your email address will not be published. Required fields are marked *