Sales Strategies
By CRB, Real Estate Business Magazine, December 2006/January 2007
Proper Pricing
Your Key To Success!
Meeting Materials: Utilize the pricing graphs, pyramids and pricing dialogue available on www.realtor.org, or acquire a copy of David Knox's booklet or DVD on Pricing your home to sell also available on the same site. You can also find graphs and presentation package sheets through Edge Reports. Search through your MLS and find three to five examples of properties that have sold after extended marketing time. Look for those properties that experienced several price reductions. While on the MLS, pull the latest market data to illustrate the trends in your market for average list price, days on market and list price to sales price ratios.
Meeting Objectives: To equip and train your sales associates to increase the number of listings that they take. The emphasis will be on procuring listings that are at or slightly below the current market, therefore increasing the overall number of saleable listings your brokerage represents. This will be accomplished through the use of professional dialogues, visuals, case studies and creative pricing strategies.
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Every manager should attend Risk Management! It covers complex issues in a short period of time and provides extensive training materials so managers can return to their offices and immediately implement change.
Brenda Kelly, The GROUP, Inc.