cooperative listings re/max: 36 years of experience:

18
www.remax.it COOPERATIVE LISTINGS RE/MAX: 36 YEARS OF EXPERIENCE: HOW TO COOPERATE ETHICALLY ...AND SUCCESSFULLY Dario Castiglia Remax Italia

Upload: shakti

Post on 09-Jan-2016

29 views

Category:

Documents


0 download

DESCRIPTION

COOPERATIVE LISTINGS RE/MAX: 36 YEARS OF EXPERIENCE: HOW TO COOPERATE ETHICALLY ...AND SUCCESSFULLY Dario Castiglia Remax Italia. EUROPEAN MARKET LISTINGS. 50% PRIVATE. 50% REAL ESTATE AGENTS. US MARKET LISTINGS. 2% PRIVATE. 98% REAL ESTATE AGENTS. ADVANTAGES OF - PowerPoint PPT Presentation

TRANSCRIPT

Page 1: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

COOPERATIVE LISTINGS

RE/MAX: 36 YEARS OF EXPERIENCE:

HOW TO COOPERATE ETHICALLY ...AND SUCCESSFULLY

Dario Castiglia Remax Italia

Page 2: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

EUROPEAN MARKETLISTINGS

50%PRIVATE

50%REAL ESTATE

AGENTS

Page 3: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

US MARKETLISTINGS

98%REAL ESTATE AGENTS

2%PRIVATE

Page 4: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

ADVANTAGES OF COOPERATION

ONLY 6 WAYS TO INCREASE REVENUES:

1) SELL MORE HOMES2) LIST MORE HOMES3) SELL MORE EXPENSIVE HOMES4) GAIN A HIGHER COMMISSIONS ON SALES5) GAIN MORE REFERRALSGAIN MORE REFERRALS6) USE COOPERATION AND MLS LISTINGSUSE COOPERATION AND MLS LISTINGS

Page 5: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

20 LISTINGS15 SOLD 5 EXPIRED

200 BUYERS80 VISITS

100 LISTINGS1000 BUYERS

400 VISITS

LET’S DO THE MATH:

Page 6: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

LOOK AT YOUR GLASS...

EMPTY. HALF EMPTY?

OR...HALF FULL!

Page 7: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

EDUCATE THE AGENTS

THEY MUST UNDERSTAND:HOW DOES THIS WORK, AND

WHAT’S IN IT FOR THEM?

•COOPERATION DYNAMICS•PROCEDURE FOR APPOINTMENTS AND VISITS BY RE/MAX AGENTS•COLLEAGUES FROM RE/MAX WILL DO SHOWINGS•FOLLOW UP AFTER EACH SHOWING•BENEFIT: MORE TIME TO DEDICATE TO LISTING OTHER HOMES = MORE SALES!

Page 8: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

EDUCATE THE CLIENTS

THEY MUST UNDERSTAND:HOW DOES THIS WORK, AND

WHAT’S IN IT FOR THEM?

•COOPERATION DYNAMICS•PROCEDURE FOR VISITS BY RE/MAX AGENTS•COLLEAGUES FROM RE/MAX WILL DO SHOWINGS•FOLLOW UP AFTER EACH SHOWING•BENEFIT: MORE BUYERS MEANS FASTER SALE AT HIGHER PRICE!

Page 9: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

RULES AND REGULATIONS

- EVERY LISTING MUST BE POSTED ON MLS WITHIN 48 HRS

- THE SHOWINGS FOR RE/MAX COLLEAGUES ARE BOOKED BY OFFICE ASSISTANT OR RECEPTIONIST

- EVERYONE GETS THEIR OWN COMMISSIONS FROM THEIR OWN CLIENTS or 50/50

- SHOWINGS ARE SUSPENDED ONLY WHEN THERE IS AN ACCEPTED OFFER TO PURCHASE OR LEASE

Page 10: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

THE 12 “MORE” RULEMORE INFORMATION ON INTERNET =

MORE EASY TO MAKE SUCCESSFUL SHOWINGSMORE SHOWINGS = MORE EASY TO SELL LISTINGSMORE LISTINGS SOLD = MORE SATISFIED CLIENTS MORE SATISFIED CLIENTS = MORE REFERRED LISTINGSMORE REFERRED LISTINGS = MORE SALES

MORE SALES = MORE MONEY!

Page 11: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

PRESENTING OFFERS

HOW DO WE BEHAVE WHEN WE PRESENT AN OFFER ON

SOMEONE ELSE’S

LISTING?

Page 12: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

NOTIFY THE TAKING OF THE OFFER VIA FAX OR EMAIL

DEMAND THE EARLIEST DATE AND TIME FOR PRESENTATION

DO NOT COMMUNICATE THE TERMS AND PRICE OF THE OFFER!

THE LISTING AGENT INFORMS THE OFFICE ADMINISTRATOR THAT AN OFFER IS BEING PRESENTED

DO NOT SUSPEND SHOWINGS!

PRESENTING OFFERS

Page 13: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

1)THE OFFER IS ACCEPTED/REJECTED

OR

2) OTHER OFFERS ARRIVE BEFORE YOU PRESENT

TWO SCENARIOS:

Page 14: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

LET’S ASSUME WE HAVE THREE AGENTS: TOM, DICK AND HARRY. HARRY IS THE LISTING AGENT.

TOM’S OFFER WAS NOTIFIED TO HARRY ON 20/3; PRESENTATION DATE WAS SET FOR 22/3 AT 17.00

ON 21/3, DICK NOTIFIES HARRY OF HIS CLIENTS OFFERHARRY NOTIFIES TOM THAT ANOTHER OFFER IS COMING INTOM CAN NOW CONTACT HIS CLIENTS TO BETTER THEIR OFFERON 22/3, HARRY GETS HIS OWN OFFER, AND NOTIFIES TOM

AND DICKHERE WE ARE...22/3 AT 17.00. WE ARE ALL AT THE

PRESENTATION WITH THREE OFFERS.

OTHER OFFERS ARRIVE BEFORE YOU PRESENT: LET’S BREAK IT DOWN

NOW...HOW DO WE DEAL WITH THIS?

Page 15: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

TOM 20/3

DICK 21/3

HARRY 22/3

PRESENTATION OF OFFERS

SELLER

HARRY ENTERS ROOM FIRST AND ASSISTS WITH ALL OFFER PRESENTATIONS IN CHRONOLOGICAL ORDER, HIS BEING LAST

HARRYTOMPRESENTS OWN OFFER AND EXITS ROOM

DICKPRESENTS OWN OFFER AND EXITS ROOMHARRY PRESENTS OWN OFFER.

THE SELLER MAY ACCEPT ONE, AND HARRY COMMUNICATES WHICH ONE TO THE COLLEAGUES

Page 16: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

1) THE SELLER MIGHT ACCEPT OR COUNTER ONE OF THE OFFERS

2) THE SELLER MIGHT NOT ACCEPT ANY OF THE THREE OFFERS

TWO POSSIBLE RESULTS:

Page 17: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

“To give real service you must

add something which cannot be bought or measured with money... and that is sincerity and integrity.”

Donald A. Adams

Page 18: COOPERATIVE  LISTINGS  RE/MAX: 36 YEARS OF EXPERIENCE:

www.remax.it

TTEEAA

M M

Together

Everyone

Achieves

More