5 Steps to Win More Listings

November 26th, 2013 | Posted by aboblog in Uncategorized

Learn how to WOW your customer on your listing appointment and generate more referrals.

In this report, we are going to cover the 5-Step Listing Appointment on your iPad
or mobile device we use at The Paperless Agent that is proven to get you more
listings! We’ll detail which apps you are going to use in these five steps, as well
as how you’re going to use them.

Step 1: Asking Questions

Apps: Evernote

Here at the Paperless Agent, we teach that a very common incident
when going on a listing appointment is being greeted with “Welcome!
Can I give you a tour of my home?” as soon as you knock on the door.
It is very natural for us as realtors to say “Yes” out of instinctive
courtesy. Unfortunately, what this means when this happens is the customer is in
control of the appointment.

Instead of just saying “Yes” immediately, what we can say instead is…

“Yes, I would love to inspect your home with you, but first, I’d like to sit down with
you at the dining room or kitchen table and review with you everything we’ve
talked about on the phone.”

When you sit down with them, the first thing you’ll want to pull up on your mobile
device is your documented client consultation in Evernote. This is the document
you will have completed over the phone with your listing client before you arrive
at the listing appointment. Review this document in detail with your client first.
We do this for three reasons…
1. It’s always good to confirm that your information still accurately reflects your
client’s desires.
2. It really shows your customer that you are actively listening to them and
documenting everything that they’ve said.
3. You are sharing the technology with the customer that truly separates you
from other real estate agents.

Step 2: Inspecting The Home

Apps Used: Evernote

Stay in Evernote on your mobile device, and pull up a Listing
Appointment Template. This template is a pre-made document that
lists all the inquiries you’ll make to acquire all of your needed
information on the Listing Appointment (Address, Home Features,
Asking Price, etc.). Having this pre-built template in your notes allows you to
breeze through the appointment without missing any details.

Run through your Listing Appointment Note, typing in applicable information
throughout your desired fields. Once you are finished acquiring all the verbal
information about the home you will need, you can then begin inspecting the
home. There are three ways you can document your home inspection in

1. Camera feature. Using the camera feature to take pictures and place them
directly in the Listing Appointment note allows you to have your photos of the
home in the same place as your appointment notes. Additionally, this will be a
true “WOW” factor for your client’s 5-star experience.

2. Microphone recording. We often talk faster than we can type, so taking audio
clips throughout the inspection and dropping them directly into the note can make
you much more efficient.

3. Typing. The traditional method of documentation can be done on the go with
your mobile device!

Engaging in all three documentation functionalities ensures that you don’t miss a
single detail in your home inspection. Additionally, having all of these notations in
the same document makes marketing and listing strategies easier to develop.
Also, you are sharing technology with your customer that “WOW”s them with that
5-star experience.

Step 3: Discussing the Marketing Proposal

Apps: Keynote

We recommend when discussing the Marketing Proposal to use the
Keynote app (or a similar presentation application). Using presentation
software allows you to “WOW” your customer with a slide-based Listing
Presentation / Marketing Proposal as you’re sitting down at the table with them.

Develop your Marketing Proposal before your appointment, and practice going
through it on your mobile device if you aren’t used to the technology. Be sure to
customize the subtle details of the presentation to make the presentation a more
personal experience for your client.

As you are sitting with your customer going through the Marketing Proposal at
their kitchen or dining room table, you should empower the customer to take over
your iPad or mobile device and swipe through the presentation themselves. This,
again, gives the customer the “WOW” experience that will be lacking in
comparison with other real estate agents. It also engages them in the
appointment and adds a level of “fun” that won’t soon be forgotten.

We recommend using Keynote, but for those not using iPads, other comparable
presentation applications will impress as well. For those of you with iPads who
also use Windows desktops, Keynote is able to present both Keynote and Power
Point presentations.

Step 4: The Pricing Conversation

Apps: iBooks, Numbers

Using iBooks you can have an entire CMA ready to view in PDF format
on your iPad. In order to do this, we recommend saving MLS listings
as PDF documents on your computer. You can then e-mail yourself
these documents, open them in the Email app on your iPad, then save
them to iBooks for later viewing. This allows you to page through various
comparable listings in the area with ease, which will allow you to justify your
pricing suggestions without having to use a single sheet of paper.

When reviewing the comparable listings, allow your customer to scroll, zoom in,
and flip through the PDF files. This engages the customer, maintains their
interest, and provides a memorable experience that is not being replicated by
other traditional real estate agents. This also shows the customer that all details
in the listing are accounted for, and conveys your justifications with real listings at
their fingertips without the need for binders and packets.

Once you have determined your listing price, open your pre-populated
customer net sheet in Numbers. Before you have arrived at your listing
appointment, you can have a pre-populated Net Sheet ready from your
phone consultation to show your client just how much money they will
be getting out of the sale. This also gives them total visibility of what their
expenses are directly on your iPad, and how changing the total (if the price you
determine ends up not being identical to the price they mentioned in their phone
consultation) affects that. The Paperless Agent’s Net Sheet template is available
to iPad® for Real Estate™ course members.

Once you have completed the Net Sheet, you can import it directly into your
client’s notebook in Evernote, keeping all of your documentation for the client in
the same place! Let your customer see you import the document into Evernote to
further impress them on the Listing Appointment.

Step 5: Signing the Agreements

Apps: ZipForm, DocuSign Ink, and Evernote

This is the “coup de grace” of the 5 Step Listing Appointment – signing contracts
and agreements without a single sheet of paper!

Using ZipForm, before the appointment upload a Listing Agreement
into your ZipForm account for ease of access when you are right there
in the field on your appointment.

Open the Listing Agreement in ZipForm with your customer, and go through the
agreement and make any edits as necessary with total client visibility. The fact
that you are digitally editing the contract in the field will “WOW” the customer and
provide that exceptional 5-star experience that will separate you from other real
estate agents in the area.

Once the edits are made, you can open the form in DocuSign Ink
directly from ZipForm. You can select “Get Signature” as soon as the
app opens in order to start signing documents!

Next you will Add a Signer. Enter the signer’s full name and email address to
ensure that they, too, get a copy in their inbox. You will do this multiple times as
the various parties present finish signing the document.

Using the toolbar at the top of the app, you can select “Signature”, “Initial”, “My
Name”, “Date Signed”, etc. Utilize various options when signing different fields of
the Listing Agreement, depending on the kind of signature that is needed.

DocuSign Ink also allows you to e-mail the document to a remote, off-site signer
for digital signature!

Once the Listing Agreement has been signed by everyone who needs
to sign it, you can export this document as a PDF directly into Evernote
to save in your client’s notebook. After the listing appointment is
complete, you can digitally share the entire client notebook with your
client via email, yet again giving them total visibility to the home-selling process,
and “WOW”ing them with your impressive technology (and yes, this can be done
even if your client does not have Evernote).

By Garry Wise, The Paperless Agent

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