GRI Effective Strategies for Client Relationships – SEVRAR 3/17/16

Live class notes and resources from GRI Effective Strategies for Client Relationships – SEVRAR 3/17/16 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
  • Home Buying Process
  •  Identify the key qualities of a good advisor
    • Identify the key qualities of a good advisor:
    • knowledge
    • experience
    • integrity
    • prof
    • educator
    • communicator
    • listen
    • TRUST
    • safety/comfortable
    • market knowledge
    • expertise
    • looking out for clients interest
    • risk management
    • confidential
    • negotiator
    • troubleshooter
    • library of resources
    • honesty
  • Have a plan – systems for working with buyers and sellers to create the service you want them to experience
    • Scripts
    • Introduction
    • cost sheet/net sheet
    • setting standards/expectations
    • wish lists
    • What is your why? (motivation)
    • Buyer packet
    • Seller packet
    • buyer guide
    • Fiduciary duties (OLDCAR)/READE form
    • critical date list
    • Send to website for testimonials
    • ask for testimonials
    • send personal note
    • post-closing survey
    • expectation questionnaire
    • resource list
    • HGTV conversation
    • CRM
      • Top Producer
      • Konversion
      • Buffini
      • Wise Agent
      • Realty Juggler
      • Sharper Agent
      • Ixact
  • Buyer benefits.
    • held to hire standard
    • expertise – market, documents
    • marketing
    • saving time
    • risk management using a professional
      • contracts
      • negotiating
      • disclosure
      • critical dates and timeline
      • Lockbox
    • MLS – accurate information
  • Team / library of resources
  • Affiliates
  • problem solving
  • Coordinating and communicating with all the parties
  • Education
  • Professional affiliations
  • Sellers
    • Exposure
    • Marketing
    • Help with pricing
    • Staging
    • Net Sheets
    • Access to professional photographer
      • Video
      • Virtual tours
    • Negotiating
    • Safety – prequalifying, on unattended showings
    • Help them get the best price and terms, protection clauses
    • guidance and education related to contract terms and consequences
    • Managing dates and timelines
    • TRID
    • Critical date list
  • Seller questions
    • Why are you selling
    • what is your biggest concern
    • how was your previous experience
    • what is your time frame
    • what do you like most about the house
    • what are you strongest selling features
    • build rapport while looking around the house
    • anything to disclose
    • have you sold before
    • are you interviewing any other agents
    • what are looking for in an agent

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.

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