Vending opportunity to work with me - listing appointment

[Yaron Hassid]

I am an agent who gets condominium developments to sell on an individual basis.
My developers are often very busy and right to the point.
When they sit down I start with -
Thank you for taking the time to meet with me.
Would you like me to answer your questions or give you the answer from the most comon questions i get from developers.
Usually they reply with "go ahead and give me your answers."
Begin with comment –

Simply stated we come to WORK every day
We are a boutique real estate company with 11 people in my team only selling new condominiums
We have done over 40 developments, 450 closed transactions and 3,000 open houses
We do 3 days a week open houses till the whole development is sold out (even if only 1 unit is available)
We do 4 conference calls a week and I go to 1 full day seminar a month to be the best of the best
Do you have any specific questions or should I continue
There are literally 30 things we do differently but lets talk about 2
1. You know the 80/20 rule
a. Well it also applies to realtors; actually today its more like 8% of agents are doing 92% of the work … so lets not even talk about the 92% who are desperate and don’t know what to do … you would NOT trust your 8 million listing to someone who hasn’t done this many times in his career
i. On the 8% of the agent the way it works is they stand in the office and announce who wants to sit my open house ..
1. those desperate and unknowledgeable agents do your opens
2. Problems: High turnover,2 if objection they take them elsewhere, 3 85% of buyers are agent controlled thus the agent sitting your open have no motivation to sell to those 85%.
3. We solve by having our staff be highly trained, 3 days a week open, know your development well, and get paid salary and commission no mater who buys – agent or not.
a. Ps did I mention we show up to opens 1 hour before the open house to turn on all the lights
2. We both want to know what the market price is … but how can we be sure
a. Well I do what everyone else does we do comparables and set our prices
b. Once we do that I check the area and find all LOCAL and active agents that recently sold or are selling in our price range
c. My team makes 300 personalized call with compliment and invitation to our pre-opening catered event
i. If we sell 2 in that week we have market price
ii. If we sell 4 or more we are under market price
iii. If we sell NONE we are at least 10% high
1. Once we have that data you decide if you want to me market price, below or above
d. Ps we are very good at pricing internally A B and C units

I can talk about this kind of stuff for hours
1. do you want to sign the listing, ask me any questions, have me give more examples of what we do.

If they did not sign and are interviewing other agents make sure to leave them with ….
_ 1 favor please, make sure you ask your agent who are the buyers out there and if they do not know about the 4 types do not hire them … and simply pack up and say nothing …. When they ask what are the 4 types say
1. people how stay at open more than 30 minutes, people who ask more than 3 serious questions, people who are in the top 7;
2. top 7 are people who are either getting married or divorced; got a job or lost a job, had a birth or a death, parent buying for kid … then walk out

[David F. Goldsmith]

Bravo, Yaron! This script captures your voice perfectly. Who wouldn't hire you?!