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.