Introduction
Lesson 23: Adding value to the transaction and Listing reviews
Knowledge and skills taught in this Lesson:
- How to add value to each step of the listing and selling process.
- How to get a ‘Wow!’ from their customers.
- How to turn customers into clients.
- The role of a Customer Advisor.
- How to critically assess a listings portfolio and improve the listings saleability.
Remember to get your workbook out and follow through in it, as you complete the lessons online. Do the work, complete your daily planner and do the exam questions.
Part 1: Adding value to the transaction
Knowledge and skills taught in this session:
Remember to get your workbook out and follow through in it, as you complete the lessons online. Do the work, complete your daily planner and do the exam questions.
EXERCISE: Adding Value to the Transaction
This document indicates all the steps of the listing and selling process.
Download the document called 'Adding value To The Transaction' by clicking here.
Now using the information in the document and any other ideas you may have, create your own Wow listing for the listing and selling process. What can you do that will leave customers so impressed they will say “Wow”?
We have also included further ideas on adding value in the last 2 pages of this document.
Don't worry about how to do it - just what it might look like.
Explore what would be needed to put it all in place and what it would cost for you to implement the Wow listing today.
Part 2: Assessing your listings portfolio
Knowledge and skills taught in this session:
Remember to get your workbook out and follow through in it, as you complete the lessons online. Do the work, complete your daily planner and do the exam questions.
* If you are new to the Industry you will not have any listings at this stage. Still take time to Review the next 4 video clips on 'Pricing background – The theory' (that you viewed in week one) below.
Video 1
Video 2
Video 3
Video 4
EXERCISE: Assessing Your Listings Portfolio
Download the Improving Saleability and Evaluation forms by Clicking here.
Think about what things you would look for and do to improve a listing’s saleability. Write these things in the space provided in the download.
Fill out the 'My Current Listings form'
Make a time to discuss your filled out 'My Current Listings form' with your Manager.
Take the Evaluation Form to this meeting with your manager. Ask your Manager to assess your listings, using the Improving Saleability form. Have them write on the Evaluation Form what actions, if any, they think are needed to improve the saleability of each listing.
Once they have done this, ask them for a copy of the listings and evaluation forms back.
Decide What action you are going to take in the next week, based on any of the comments you have received.
Arrange another meeting for a weeks time to discuss what Has been done.
Additional Resources
The additional material below contains helpful and extended information on today's activities.
Although not required to be completed before proceeding to the next day we highly recommend them.
Running an effective listing program
Checklist for a WOW Listing
Assignment 1 - Your Prospecting Plan
Your first assignment is due now!
Please send your Prospecting plan to your manager or mentor.