Ignite - Keller Williams Realty

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Igniteskills to spark a great careerIgnite Scripts

NoticesWhile Keller Williams Realty, Inc., (KWRI) has taken due care in thepreparation of all course materials, we cannot guarantee their accuracy.KWRI makes no warranties either expressed or implied with regard tothe information and programs presented in the course or in this manual.This manual and any course it’s used as a part of may containhypothetical exercises that are designed to help you understand howKeller Williams calculates profit sharing contributions and distributionsunder the MORE System, how Keller Williams determines agents’compensation under the Keller Williams Compensation System, andhow other aspects of a Keller Williams Market Center’s financial resultsare determined and evaluated. Any exercises are entirely hypothetical.They are not intended to enable you to determine how much money youare likely to make as a Keller Williams Licensee or to predict the amountor range of sales or profits your Market Center is likely to achieve.Keller Williams therefore cautions you not to assume that the resultsof the exercises bear any relation to the financial performance you canexpect as a Keller Williams Licensee and not to consider or rely on theresults of the exercises in deciding whether to invest in a Keller WilliamsMarket Center. If any part of this notice is unclear, please contact KellerWilliams’ legal department.Materials based on the Recruit-Select-Train-Manage-Motivate (RSTMM ) system and the Winning Through Selection course havebeen licensed to Keller Williams Realty, Inc., by Corporate Consulting.KWRI has the exclusive right within the residential real estate industryto market and present material from RSTMM , Winning ThroughSelection , and any derivatives owned by or created in cooperation withCorporate Consulting.Material excerpted from The Millionaire Real Estate Agent appearscourtesy of The McGraw-Hill Companies. The Millionaire Real EstateAgent is copyright 2003–2004 Rellek Publishing Partners, LLC.Copyright noticeAll materials are copyright 2011 Keller Williams Realty, Inc.No part of this publication and its associated materials may bereproduced or transmitted in any form or by any means without theprior permission of Keller Williams Realty, Inc.

Table of ContentsPower Session 1: Rev Up.S-1Call Mets—New to Real Estate.S-1Call Mets—New to Keller Williams. .S-2Call Mets—Remind Them You’re in Real Estate. .S-3Call Mets—New to the Area.S-4Call—Leave a Message.S-5Call Allied Resource.S-5Call Mets—Ask for Allied Resource Suggestions. .S-6Call Allied Resource Referrals from Mets.S-6Power Session 2: Your Database.S-7Call Mets—New to Real Estate.S-7Call a Referral.S-8Call Mets on an 8 X 8: Touch 4.S-9Call Mets on an 8 X 8: Touch 6.S-9Call Mets on an 8 X 8: Touch 8.S-9Power Session 3: Open Houses. S-10Contact Seller Before Open House. . . S-10Invite Neighbors to Open House. S-11Invite Renters in the Area to Open House. S-12Invite People in Your Database to Open House. . S-12Connect with Visitors at Open House. S-12Connect with Buyers at Open House. S-13Connect with Buyers Who Are Selling at Open House. S-14Connect with Sellers at Open House. S-14Connect with Neighbors at Open House. S-15Ask Visitors at Open House “Working with Another Agent?”. S-16

Call—Follow-Up with Visitors to Open House. S-17Call Visitors When Open House Sells. S-17Power Session 4: Prospecting. . . S-18Prospecting—Capture Contact Information. S-18Prospecting—Connect with Questions. . S-18Prospecting—Close for an Appointment. S-19Prospecting—Cultivate to Build the Relationship. S-19Prospecting—Ask for Referral. S-19Complete Prospecting Script. S-20Prospecting—Invite Your Database to Your Open House. S-20Prospecting—Ask Mets for Business or Referral. S-21Prospecting—Use News From Social Media as Reason for Call. S-22Power Session 6: Prepare to Work with Buyers. . . S-23Average Days on Market. S-23List Price to Sales Price. S-23If Your List Price to Sales Price Ratio Is BetterThan the Average Agents. S-23Take Control of the Buyer Call. S-24Schedule Appointment for Buyer Consultation. . S-24Home Is Out of Buyer’s Price Range. S-24Demonstrate Your Value to the Buyer. S-25Benefits of Prequalification. S-25Objection to Buyer Consultant Appointment 1: I don’t have timeto come to the office, can’t you just meet me at the house?. S-26Objection to Buyer Consultant Appointment 2: Let me talk to myspouse and I will call you back. S-26Objection to Buyer Consultant Appointment 3: I’ve already seenthe house online, I just need to see it to know if I want to buy it. S-26Offer to Setup Buyer Instant Notification System. . S-27Follow-up Call to Buyer. S-27

Power Session 7: The Buyer Consultation. . . S-28Sample Needs Analysis Dialogue with Buyer. . S-28Start the Needs Analysis with Buyer. S-29Conclude the Needs Analysis With Buyer: The Five Must-Have’s. S-29Describe Your Showing Process to Buyer. S-29Explain Benefits of Loan Pre-approval. S-30Explain Closing Costs. . . S-30Explain the eEdge Advantage. S-31Explain Benefits of a Paperless Transaction. S-31Explain How Transactions Are Secure. S-31Your Customer Service Commitment to Buyer. S-32Complete the 10 Customer Service Commitment. . S-33Ask for Buyer Business. S-33Close for Buyer Representation Agreement #1 . . S-34Close for Buyer Representation Agreement #2. . S-34Close for Buyer Representation Agreement #3. . S-34Explanation of Exclusivity: I Represent Your Best Interests. S-35Objection to Exclusivity 1: I don’t want to sign anything.I want to be free to work with other agents. S-35Objection to Exclusivity 2: What if I change my mind during this30-day period?. S-35Objection to Exclusivity 3: I don’t need to work with an agentbecause I can find a home myself on the Internet. . S-36Release a Buyer: I only work with buyers who work exclusivelywith me. . S-36Power Session 8: Find and Show Homes. S-37Buyers—Keep the Focus on the Best Homes. S-37Buyers—Qualify the Home They Find Online. S-37Buyers—You Might Buy the First Home You See!. S-37Buyers—Show Your Buyers the Market Is Moving. . S-37Buyer Objection 1: We Haven’t Seen Enough Properties. S-38Buyer Objection 2: WeWant a Certain Feature. S-38

Buyer Objection 3: We Don’t Like the Carpet/Paint Color/Landscaping. S-38Buyers—Set the Next Appointment. S-39Buyer—Make the Offer—You Can Always Back Out Later. S-39Buyer Objection to Making an Offer 1: Price Drop. S-40Buyer Objection to Making an Offer 2:Don’t Like a Feature. S-40Buyer Objection to Making an Offer 3:Want to Think It Over. S-41Get to the Bottom Line With Your Buyers. S-41Power Session 9: Make and Receive Offers. S-42When the Buyer Wants the Seller to Make Repairs. . S-42When the Buyer Wants to Make a Low Offer. S-42Present the Initial Offer to Your Seller. S-43Present a Low Offer to Your Seller. . S-43Recommend That Your Client Counteroffer. S-44Present a Counteroffer to the Buyer Agent. S-44Power Session 11: Negotiate Win-Win Agreements. S-45Buyer’s Request for Inclusion of Seller’s Personal Items. S-45Clarify the Inspection Report for Your Buyer. S-45When Your Buyer Wants the Seller to Make Repairs. . S-46Recommend That Your Seller Counter a Low Offer. S-46Prepare Your Seller to Negotiate High-Cost Repairs. S-47Counsel Your Seller When the Buyer Requests Personal Items. S-47Seller Wants to Close in Thirty Days. S-48Power Session 12: Find Seller Leads. . . S-49Seller — Inventory Trend. . S-49Seller—Average Days on Market Trend. S-49Seller—Price. S-49Seller—Location. S-49

Seller—Condition. S-50Introduce Yourself in a Geographic Farm. . S-51FSBO Objection 1: We Have Enough Time. S-52FSBO Objection 2: We’ll Make More Money by Not PayingCommission. . . S-52FSBO—Get an Appointment to See Their Home. S-52FSBO—Go Slowly at First. S-53FSBO—Win Their Trust—Be a Resource. S-53FSBO—Focus on Saving Money. S-53FSBO—Focus on Saving Time. . . S-53Expired Objection 1: Tired of Agents Calling Us. S-54Expired Objection 2: We’ll Sell the House Ourselves. S-54Expired Objection 3: We’re Going to Wait. S-54Expired Objection 4: It’s a Bad Market. . S-55Expired Objection 5: We Had a Bad Agent. . S-55Expired Objection 6: We Decided to Sell It Ourselves. S-55Expired Objection 7: We’re Not Sure What to Do. S-56Expired Objection 8: We’ve Decided to Wait Before Listing Again.S-57Power Session 14: Your Prelisting Packet and ListingConsultation. S-58Seller—Prequalify Before the Appointment. S-58Seller—Greet at Appointment. S-58Seller—Check on the Prelisting Packet. S-58Seller—Build Rapport. S-59Seller—Ask Seller About Evaluation of Home. S-59Seller—Probe for Top Needs. S-60Seller—Prioritize Needs. S-60Seller Objection 1: We Need an Agent with More Experience. S-61Seller Objection 2: We’ll Get More Help withan Experienced Agent. . . S-61Seller Objection 3: We Need to Think It Over. . S-61

Seller Objection 4: Another Agent Will Charge Less. S-61Seller Objection 5: Why Won’t You Reduce Your Commission?. . S-62Seller Objection 6: Why Should We Pay?. S-62Benefit of eEdge Online Transactions. S-63Overview of eEdge Online Transactions. S-63eEdge Online Transaction Security. . S-63Additional Benefits of eEdge Online Transactions. S-63Seller—Handle Any Unresolved Questions or Objections. . S-64Seller—Close for Listing Agreement. S-64Sellers Are Staying in the Area. . S-64Sellers Are Leaving the Area. S-64Power Session 15: Price Right and Present Your CMA. S-65Seller Pricing—What the Seller Can and Can’t Control. S-65Seller Pricing—Be Honest. S-65Seller Pricing—PositionYour Expertise. . S-65Seller Pricing—Explain CMA. S-66Seller Pricing—Explain Concept of Percentage of Buyers ViewingHome vs. Asking Price. . S-66Seller Pricing—Determine List Price. S-67Seller Pricing Objection 1: We Need a Certain Amount From Sale.S-67Seller Pricing Objection 2: Price Higher?. S-67Seller Pricing Objection 3: Right Price? . S-68Seller Pricing Objection 4: Hoping to Get More. S-68Power Session 16: Market and Service Your Listings. S-69Seller—Importance of Staging. S-69Seller Staging Objection 1: I Don’t See Why This Is So Important. S-69Seller Staging Objection 2: Do We Really Have to MakeThis Repair?. S-69Seller Staging Objection 3: Why Can’t We Sell the House “As Is”?. S-69Seller—Communication Preferences. S-70

Power Session 1: Rev UpCall Mets—New to Real EstateHello, this is and this is a business call. Do you have amoment? I’d like to share some exciting news with you. I havebecome a real estate agent and have joined as a partner withKeller Williams Realty. Now, you may be thinking, “I may not wantto work with someone so new.” Yet with Keller Williams and ourpar tnership, I have all their knowledge helping and supportingme. Plus, my clients get all my enthusiasm and hard work. And asyou already know, I’ll do whatever it takes to help people. So ofall the people I thought about connecting with, I knew you wouldIgnite Power SessionPage 1-15be someone to help me get my career started. May I count onyou?Great! So I wanted to ask who you might know from work, yourneighborhood, or a group you belong to who’s interested inbuying a home, selling a home, or investing in real estate. Can youthink of anyone right now?Thanks for taking a moment to think about it. Also, I have awealth of interesting and timely information about the real estatemarket in your area. May I go ahead and send you somethingabout the market from time to time?Great, now your email address is ?Thank you for your time, and please let me know if there isanything I can ever do for you or anyone you know.Ignite Scripts – Power Session 1: Rev Up – v3.3 2011 Keller Williams Realty, Inc.S-1

Call Mets—New to Keller WilliamsIgnite Power SessionPage 1-16Hello, this is and this is a business call. Do you have amoment? (pause) I’d like to share some exciting news with you.Usually, I’m the one helping people make a move. This time, I’mthe one who’s moved! I wanted you to be one of the first toknow that I’ve moved my license over to a new company—KellerWilliams Realty.Just because the company name has changed, the level of serviceI offer to clients hasn’t. My clients will continue to get all myenthusiasm and hard work. And as you already know, I’ll dowhatever it takes to help people. May I count on you to help megrow my business?Great! So I want to ask, who might you know from work, yourneighborhood, or a group you belong to who is interested inbuying or selling real estate? Can you think of anyone right now?Thanks for taking a moment to think about it.Also, I have a wealth of interesting, timely information on thereal estate market in your area. May I go ahead and send yousomething about the market from time to time?Great, let me check your email and address.Thank you for your time, and please let me know if there isanything I can ever do for you or anyone you know.S-2Ignite Scripts – Power Session 1: Rev Up – v3.3 2011 Keller Williams Realty, Inc.

Call Mets—Remind Them You’re in Real EstateHello, this is and this is a business call. Do you have amoment? First of all, I’d like to apologize for not staying in touch.I’ve been very busy growing my real estate business and workingwith great clients like you. I wanted to share with you that Ihave a personal goal to help families get into the home of theirdreams this year. As you already know, I’ll do whatever it takes tohelp people. May I count on you to help me reach my goal?Ignite Pow

Keller Williams calculates profit sharing contributions and distributions under the MORE System, how Keller Williams determines agents’ compensation under the Keller Williams Compensation System, and how other aspects of a Keller Williams Market Center’s financial results are determined and evaluated. Any exercises are entirely hypothetical.

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designed to help you understand how Keller Williams calculates profi t sharing contributions and distributions under the MORE System, how Keller Williams determines agents compensation under the Keller Williams Compensation System, and how other aspects of a Keller Williams Market Center's fi nancial results are determined and evaluated.

are designed to help you understand how Keller Williams calculates profit sharing contributions and distributions under the MORE System, how Keller Williams determines agents' compensation under the Keller Williams Compensation System, and how other aspects of a Keller Williams Market Center's financial results are determined and evaluated.

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