Residential Real Estate Sales Techniques住宅房地产销售技巧.pptVIP

Real EstateListing Sales  Techniques Prepared for the Georgia Real Estate Association by Gail Lyons, ABR, CCIM, C-CREC, CIPS, CRB, CRS, DREI, QSC, SRES Overview Getting started: learning your market finding prospects Working for sellers Working for buyers Negotiating the purchase contract Due diligence closing Ethics professional practice Continuing education Getting Started:Who Are You What Are Your Skills? 1. Please complete the Survey (handout #1) Form into groups of threes (3s): decide who will be the “broker”, the “prospective agent” and the “observer”. Using the questions on the Survey, the broker will interview the prospective agent (5 minutes) while the observer listens. Switch roles so that everyone has a different role and repeat (5 minutes). Getting Started:Who Are You What Are Your Skills?, continued Prospective agents: If you were the broker, would you hire yourself? Brokers Observers: What did you like best about the Prospective Agents? This interview may be similar to one you’ll have in “real” life. The rest of today’s class is designed to prepare you to be as successful as you can be! Getting Started:Learning Your Market To be successful, you must know your market as well or better than anyone else. Develop a data base to organize information Collect information in as much detail as possible demographics market size and activity price range Getting Started: Learning Your Market Where are shopping, schools, recreational facilities, etc. located? What laws govern property use? What laws govern real estate transactions? What else do you need to know about your market? Getting Started:Your Tools Professional wardrobe Listing catalog Brief case Tape measure Screwdriver, pliers PDA or appointment book Maps Data base Listing forms, contracts Purchase contracts Mortgage calculator List of mortgage companies, surveyors, etc. Signs, lockboxes, etc. Company policy manual Buyer’s handbook Seller’s handbook ___________________ Ge