 of all wanted to take just a second thing, Brian Celle, Chase DeMiles, Shauna Overman, and Ricky Coruth for being on here, and special thanks to Ricky for a little brainstorming session. We had a couple of weeks to put this together. So the structure of today's call is we're gonna be talking about the listing presentation. These guys, just a side note too, are all going to be either speaking or on a panel at the upcoming summit in Dallas, Texas, September 19th through 21st. I'm really excited to have them there. So here's what we're gonna do is we're gonna just start on the right side of my screen, which is with Shauna right now. In the next three to five minutes, give us the rundown of your listing presentation, like what is the overall concept of it? I know you can't go through the whole thing, but give us the blueprint of it. Okay, so my listing presentation, it's definitely catered to me. I've taken bits and pieces of what I've learned from other people, but I've also had to learn what works in our market, and I wanna encourage everyone on here to really get comfortable with other people's ideas and presentations first, because that's what I did. And then I adjusted for what I was seeing in the market. So if a seller is meeting with me, first of all, someone else has scheduled that appointment. So my first opportunity walking through the door, I'm building rapport, introducing myself, then we sit down. I don't look at the house first. We sit down and I go over three questions with them. Number one, where they go and when they need to be there. Number two, if they have a price in mind already, because if I'm not gonna be hired or if I'm really far off, I wanna know immediately. There are times that I will walk out of a listing appointment five minutes in and I'm done. One of those actually almost happened yesterday, and my third follow-up question is, can I be honest with them? Because I need to set the stage of how comfortable I'm gonna be in the appointment and whether or not they actually want the truth from me. Yesterday after question number two, I thought I was gonna be out the door, but when I asked question number three, I ended up getting the listing before I left, because I was honest in upfront with a seller who had already met with 10 other agents and they were giving him complete BS out of the gate. It's either all about them or it's all about getting the listing and reducing the commission, which we're not charging the lowest commission in the market by far. So for us, one of our areas that we highlight when we're in the listing appointment after we get to know the seller after we talk about those three questions, everything we do is social media. I mean, we're getting 18,000 views on listings within 48 hours on our social media boost, so we're showing that out of the gate. There are no other firms in my area that can compete with that. They're just not getting those types of views, and if you've looked on Zillow, the properties on Zillow are not getting anywhere near that. We have admin on our team that reports his number fast as sellers, and I'd love to see those numbers in other markets, but we're just doing some incredible things by boosting our listing and putting them right in front of people. So it's definitely something we're highlighting. By the time I'm done with those three questions and talking about social media, I'm usually hired. Right now, we're competing at a really high level, but there are a lot of agents who are going in the door and they're not really caring about what the sellers want, what the sellers need, and they're either completely selling themselves or they're not selling themselves at all. Cool, awesome. In a nutshell. That's it, in a nutshell. So a couple of notes I wrote down for you guys to pay attention. What was, also real quick, what was the question to that you ask? Question number two is we're asking them, you know, in a perfect world, what would your house sell for? Okay, cool, awesome. So a couple of things I wrote down is number one, is she asked on that third question? Can I be honest with you? I have a similar question of mine. It says, hey, is it all right if I'm ruthlessly compassionate with you? Which is another way of saying that. Just making sure that you're setting the stage that you can actually be upfront with them, because what you don't want to do, guys, is you don't want to adapt to try and buy the listing by overpricing it or getting the commission or doing something like that because your competition will do that. Second thing I wrote down is she tailored it for her own presentation. I think we're gonna hear about that from Ricky as well. Listen, when you go through the listing presentation master, when you guys show up at the summit in Dallas, we're gonna give you key things to do a step-by-step presentation. But at the end of the day, it's your presentation. You've got to be confident in what you're gonna deliver. And then the third thing is she's highlighting some of the things that she does with her listings on social media, but really blow the competition out of the water. So those are some things I took away. Ricky, over to you. Go ahead and give us your cliff note. Okay, so cool. I really like what Shauna said. Be honest with you. Taking a little bit of something from everybody. You know, that's key. But I do it a little different. Mine is really, really simple. I think simplicity is the best way to produce and keep everything simple and you can scale it. But when I walk in, I take a photo with me. I'll tell you what's in it in a minute. But when I walk in, I'm kind of the opposite. I wanna see the house and talk to them. I wanna get them feeling comfortable. As comfortable as can be. I'm gonna let them walk through the house. I'm gonna let them talk and tell me everything about the house and I'm going to try at some point to start connecting with this person much deeper, right? And really at the end of the day, what I'm trying to figure out is why they're selling. You know, like what is causing them to make this decision? Did they lose their job? Get a job? Did their mom die? Did their kids go to college? What's going on in their life? And that's when I start talking that kind of language, that's when I feel like I start really connecting with this person. And when I start really connecting with this person and we start to get this friend, that's when I got them. Because that's when, you know, most agents come in and they have this huge presentation, this PowerPoint, all this stuff. I like how simple Shauna's was. And I feel like Shauna does connect as well because she's asking the right questions. You know, where do you have to go? When do you have to be there? What price point? Can I be honest with you? Those are incredible questions. And those questions will connect a lot deeper than a lot of other presentations. I think that's why Shauna wins a lot of her listings. So by the time I figure out why they're selling, I'm gonna start relating to that reason on that deep level. Then we've made a circle around the house and we're right back to wherever we set the folder down at a table or a couch, where we're gonna sit, we're gonna feel comfortable. So in my folder, I have a remax folder. I got a Ricky Caruth pen. And I've got comps on the house, right? It's just one page. It's not a bunch of pages or anything. I want everything to be really simple and easy to read. I have a blank listing agreement and a $20 gift card, some business cards. So what I'm doing when I sit down is I wanna go deeper with what they're trying to do, why are they trying to do it? And then I wanna develop a game plan with them that involves me as their agent, right? And I wanna talk about the game plan from going from A to B to get it sold to C wherever they're gonna go, whatever they're trying to do. And everything just kind of falls into place. So mine's more personal. It's more about confidence. It's more about connecting. And that's what's one of me the most listings. And I've tried everything. Awesome. So yeah, go into the appointment now. Now I'm still a little old school with my listing whole process, I guess you can say. So we still do the pre-listing presentation. So once the listing appointment is confirmed or set, we send over our pre-listing packet to their house. And so that way they can review it before our actual listing appointment. It does have a copy of our agreement in there. It has a copy of all the disclosures that we have to have. And like Shauna, we don't necessarily have the lowest commissions in our market area. So I like them to kind of know that stuff upfront. And typically, pretty much 10 times out of 10, they're going to bring those questions up because they've already had a chance to view everything. But day of the actual listing appointment, I do tour the house. I go through the house with them. And this is kind of my time to build that rapport because for the most part, I'm not going to know who they are or pretty much anything about them. So as we're walking through the house, we are talking about the house, what attracted them to that house, how long they've been there. If I see kids' rooms, I'll tell them about their kids. I'll notice different things on the wall. I really use this time to look for stuff to talk to them about that are not so much just so listing focus. So we're not really talking about foundations and stuff. We're talking about plaques on the wall. And we're talking about paintings and music. So once we do that, I'm taking notes on the rooms and for the most part, I'm just taking notes on things that I see like, oh, this room can be moved around or we should do something different in here. Then once we finish that, it's our kind of sit-down time. And I do have questions that I ask as well. One of those questions is, what's most important to you when choosing a realtor? I want to know what they're actually looking for from me. And these questions that I ask are to help me in my sales process down the line if it comes to a point where I need to overcome some objections. So what's most important when working with the realtor? Also, when working with the realtor, what are your pain points? So what things don't you like? What things annoy you? I really want to know how they want to be treated. And then lastly, I ask them, do they have a specific price in mind? This is what gets to lead me into my actual presentation and price discussion because a lot of times people will say a price but they'll say, oh, I want to know what you say or you're the expert or whatever. So this is a great opener for the actual, okay, let's just sit down and look at everything. I don't give them a price. I look through all the comps with them and I point out in the comps discussion and I want to make it like super interactive. We look at bedrooms, bathrooms, square footage, list price, sales price, and then days on market. And like literally through every single comp we go through that with each other and then I basically work the comps with them in front of them so they can see how I get to my number. And then after the fact, like sometimes some people will still say out like a super high number like, oh, well I still want this but other times having this discussion they've probably changed their mind. Like, oh, I was going to say this but now I see that that is truly worth this. So from there I transition into, okay, well here's how we're going to hit that number or hit whatever number. I break up the marketing for them and show them their customized marketing plan. And I transition, like I transition all meetings that I have with, are you ready to get started? And then we kind of go from there to signing off the document. All right, thank you, Colton. So the listing presentation in three to five minutes. All right, a lot of it. First of all, I love what everybody said and I want everybody that's attending to realize that the main focus of what you just heard from the previous three speakers was that we make it about them. It's not about us. We're not, you know, ranting and raving about how good we are. We make it about the client, right? And that's my focus. So even before myself or one of my team members goes over to the house to list it and have that discussion, we emphasize beforehand having, you know, deep genuine conversations about their situation, getting to know them, preparing everything for the pre-listing portion, which is what we do that's similar to Chaston. I've literally revamped almost everything. And even though we still send, you know, the documentation like the blank contracts so they can see it, a net sheet and those types of things. What I did was I started kind of breaking some things down from the pre-listing package and actually sending it to them as video. And I've been experimenting with this the last, like six months and it's been very effective because just like Ricky said, I wanna keep stuff simple. You know, I wanna make it very easy and accessible to people. I want them to be able to just, you know, watch a video or read, you know, one page and get the thing. So we've been sending that extremely effective. The conversation leading up to the listing appointment, I wanna find out more about them, their situation, what's important to them about everything, how they're gonna go about choosing a realtor, what the top two or three things are that's important to them and their situation and get to know them a little bit better. So by the time that occurs and they've seen the videos and the pre-listing information, by the time we walk in, there's already a connection there. We're not just some face that they saw, some person they saw in video, they actually feel like they know us already. So already the conversation is a little bit more comfortable and a little better. So we walk in and the presentation that we do is basically condensed into three portions, okay? We first walk in, have a chat with them, go look around the house, confirm everything that we discussed over the phone, you know, chat with them a little bit more, make them feel a little bit more comfortable. When we sit down, I would say the first five minutes and first section is confirming their situation, again, confirming what's important to them and really just having a heart to heart with them about the situation and what their expectations are and what it's gonna take, okay? The second part is when we transition into the meat and bones of the presentation, which primarily focuses on educating them about price and the importance of it and then going through the CMA. And just like Ricky, we have a simple one-page CMA printout, it's nothing fancy, right, it's very simple. And the third part is the only part where we'll bring up a few things that has to do with us, where we talk about us a little bit. And it's also similar to what Shauna said, we do push the social media aspect a little bit now because we're realizing that, you know, the clients now are becoming a little bit more up to date on that. And they're actually asking us now, even before we go over, what's your social media presence like? What are you guys doing as far as video and that kind of stuff? So we felt it was good to include it now. And that last portion goes over a little bit about marketing and kind of what we do, just like a quick summary of it in regards to social media, what we do. And then that's when we transition in the end to get them to sign or if they have any other questions. So it's really simple and there's nothing fancy about it at all. It's just a straight up conversation, very comfortable, very relaxed. And we make sure that when we go over there that they're comfortable, they're ready and we're sitting in front of somebody who is ready to go and ready to put their home on the market. Very simple. Again, we make it about them, but one of the keys, and I say this before we meet with them and then again, I reiterate it at the presentation, it's literally in the script. I say, I just wanna be clear, Mr. and Mrs. Seller, we're not here to just take a listing, right? Like that's not what we're here for, okay? Our focus is to help you get what you want, get you guys to Florida. That's the focus here and that's what you want, correct? So I just wanna let you know from this moment forward, if it's okay with you that we're gonna be 100% real and authentic with you as far as what it's gonna take, the situation, the price and everything, is that okay? And that's when they say yes. I even discuss that and I make that clear even before we meet with them, right? I tell them, this is about you and with your permission, I'm gonna tell you the truth, even if it stings a little bit, is that cool? And I say that over and over and I think that's really what sets the stage and it's not just the words, ladies and gentlemen, but a lot of people are gonna listen to the quality of your voice when you meet with them, your eye contact, your body language, that's all the stuff that has to scream to them. I'm here for you, right? It's very easy to just spurt out a couple of words but when everything about you says and demonstrates and speaks to the client and says, hey, this person's here for me, they don't have an agenda. That's the key, you cannot have an agenda. If you give them the vibe that you have an agenda, then they're not gonna trust you. But the moment that that's off the table, you can create a connection and it's much easier from that point to have a real, straight up and honest conversation with them about the situation. So you guys know I already set the stage from the beginning of, can I be honest with them? Because it's really important to me. When I got in this business, I'm not gonna lie, I took some listings I shouldn't have, I took some overpriced listings. It was miserable, it was uncomfortable, was not for me, but the company I was with was just saying go take everything, right? So I did. One of the first things I say after that is I would love to sell your house for a million dollars. We're not in a million dollar market. The average price of my market is 167,000. So if the average price in your market is a million, go to five million. I'd love to sell your home for a million dollars. If I could do that, I would do that tomorrow for you. And I just want you to know that, right? That would be wonderful for you. That would be wonderful for me. And then I give them real world examples of other agents that have been on listing appointments and things that sellers have shared with us. So for example, in our market right now, recently, a couple of agents were talking, there were five agents that went on one listing appointment. Four agents gave the same price and the same commission. One agent gave an estimate of $100,000 higher than the other four agents and offered to charge 1% less than the other four agents. So we use that example and say, look, there are people out there who are willing to take your listing for whatever you say you weren't listed at. Not only that, they'll give you inflated numbers and they'll show you a market analysis that makes that seem realistic. But the reality is if five agents are going on that appointment and four of us are saying the same thing, something's got to be wrong with the fifth one, wouldn't you agree? And so they get that real life of what's going on in the market right now. I don't know about you guys, but we are out there competing more than we have in the last six years for sure. We're up against agents. We're in the past, we'd go out and just be one agent. At minimum, we're competing with one other agent. I think it's a lot. It's everything really. I mean, you have to go in there and you have to really believe before you even get the listing that you are the best choice because your intentions are so pure that you're there to help that person with the bigger reasons why they're buying or selling, why they're buying the next house, why they're selling this house, your intentions that you're trying to help them with that life move, not necessarily selling the property. There's very few agents that actually think that way. And because of that, it should put you on top and so that that confidence comes from your intent. And it's super important. It needs to be 100%, not 99.9, not 98, not 90. It needs to be 100, fully committed to the fact that you are gonna do the best job for them. I mean, it could be as quick as 15, 20 minutes or it could take, I've been in and listing appointments for a little over an hour. It just kind of depends on where the conversation goes. You don't really try to rush it. You try to move in the direction that you need to go in but you want them to feel comfortable. Whatever it takes to make them feel comfortable with you, your job, when you go to these appointments, your number one job is to make them feel comfortable with you. That's it. And so whatever it takes to make that happen. So for me, it's 45 minutes to an hour. I'm Southern, so I talk a lot. I tend to be right there at that hour mark. But if I find someone that isn't as talkative or has a completely different personality than I do, then we're usually between 40, 45 minutes out the door. Yeah, okay. Yeah, so on average, around 30 to 45 minutes, if it's not going in the direction that we feel like it should go in, it could be shorter 15 minutes or so. But 30 to 45 minutes is kind of that sweet spot, especially since we send the pre-listing packet, then it kind of chops off a lot of time that normally we would be talking about that other stuff. I would say on average, most of them are around the 30 to 35 minute mark. We have some that are quicker, some that take a little bit longer, but it really depends on the client. After a while, you'll start to detect people's comfort levels, and if they're ready or not, and some people just after five minutes, in the beginning portions of the presentation, I just kind of look at them, and I feel like you're ready already, and they're like, yeah, and then we just sign. But some people have a lot of objections and questions, so it really just depends. But on average, I would say 30 to about 35 minutes. I think that's extremely important, especially getting them to engage, right? I think it's even more than just them saying yes. You guys have to remember that we live, especially nowadays in a world where most people's attention spans are very short. You go to the movie or you watch a video, if you really look, the frames are cut like every two or three seconds, and that conditions people to be very, have a very short attention span. So you have to make sure that you don't lose people. And I've said this many times, if I'm ever explaining something or you're speaking to somebody and they miss a point or you move on when they're still stuck on something you've said or they don't quite grasp a concept that you were explaining, like they're stuck on that now. And as you keep talking, they're still stuck on what you said before and what you're saying is just going in one ear and out the other. So having those breaks and pauses and getting them to say yes, makes sure and makes for certain that you're on the same page, keeps the momentum going, and it keeps you guys together, right? The worst thing you wanna do is ever, and the listing presentation is to be speaking, and you can tell that the husband and the wife or the person that you're talking to is checked out, or looking around, they're not even paying attention. So I 100% think it's extremely important, man, because it sets the stage for later, it keeps them engaged, and it makes sure that you can educate them and lead them along the way and they really understand what you're saying. Cool, hey, Brian, are your presentation videos on YouTube? No, the ones that we send in the pre-listing package, they're private videos that I haven't made public, but there is, I think, one. I have a playlist on my YouTube, I think that's called presentations, pricing, and that kind of stuff, and I think one of the videos from there is in that group of videos that I sent, and I think it has to do with the importance of pricing a home, and it's like a two-minute video that I made years ago. I think that one is one that's on YouTube public that people can look at, and that's kind of the style of the videos that I put in the pre-listing information. Cool, Chaston, what do you think about that as far as trial closes, or getting them to say yes along the way, ways to make sure they're understanding or staying comfortable through the conversation? How important is that? Yeah, it's super important to me, and it's so crazy because I feel like I've adapted that in just like normal life and even training my team, you know, I'm like, is this clear? Does this make sense? You know, yes, yes, yes. But aside from even those like yes questions, I also ask them questions that I know are going to be able to help me sell to them later down the line, or if I have to overcome certain objections, something that I make a true attempt at doing is establishing some type of personal connection with them very, very, very early on, because I'm not so good in listing appointments when we don't have something like we could talk about if things start going south, or you know, if like people start getting uncomfortable, I can read body language very well, so it's like I really wanna know what's fun to them? What things do they actually like and build that true rapport? What things do they look for in an agent? I wanna make sure that they understand just like how this relationship can work differently so that we can truly have those honest conversations and you know, if it's jokingly, or if it's like more stern and serious, or I mean, I make things super interactive, so we're constantly talking the whole time and everything that we do, we do it together and I just feel like it helps to sell when you have to go in for that like true close signed documents here. Cool, awesome. Ricky, here's a question for you. How do you handle the client that wants you to list but also wants you to discount your commission? The thing about discounting commissions, man, is that you, they're just testing you, you know what I mean? They wanna see how what, I feel like they're just testing you. They wanna see that you're gonna stand firm so that when you start negotiating their deal, you're gonna stand firm for them, you know what I mean? So I think it's good to push back a little right there just to see what they do because they're just putting something in your court to see how you respond, right? And you wanna respond in a way that there's gonna make them feel comfortable with you responding to the deal when you get a deal on their listing. And so you push back, you see how they respond, you know? And if there's this tug and pull and we're just not getting anywhere, then okay, cool, look, I'll tell you what, I'll do it for five if I represent the buyer, right? Now I'm still at six, I'm five if I represent the buyer and everybody's happy, right? Chances are another agent's gonna sell it, I sell about 12, 13% of my own listing so there's a chance that'll happen but hey, that's still 5%, they're happy, I'm happy, we have a deal, we're moving on. So I think the moral of the story is is to stay firm because they're just kinda testing you. I think when we look at testing too, this is in a lot of relationships especially with a seller is assuming that they accept you and that they approve of you and that they want you to be their listing. Don't go into this thinking I have to earn it or thinking I might not be good enough or thinking, you know what, shoot, when they test me on this commission thing, think, oh crap, maybe they don't think I'm worth 6%. When we start to think that we're not worth it, when we truly start to have that doubt come in our mind, they're gonna sense that, okay? You gotta go into these presentations just assuming you are the best, assuming that they fully accept you, approve of you and that they're gonna sign your listing agreement. Shauna, how would you handle that when someone wants you as their listing agent but they want you to do it at a discount? So for us, we go back to how many hands we've sold, how many days on market, we look at sales price to list price ratio and how we outperform the market right now for the last 12 months of a seller list with us, they're gonna get 1.7% more than sales price to list price ratio anyway. So if we're talking about 1% and I'm already getting you, you know, 0.7% more than the people that are charging you 1% less, what are you really saving at the end of the day? Also, I know exactly how much it costs us to put a listing on the market and market it the way that we like to market it to get it sold. So if they're asking me to discount, then I'm sharing with them, look, this is exactly the way to get your home sold and get the most money possible. You know, I don't know if other agents have shared with you how much we actually have to spend to make this happen at an effective level, but this is what we're doing. Now, are there any of those services that you don't want or would you like to extend your time on the market? And at that point they're like, no, no, no, we don't wanna do that. We just wanna get it sold, we wanna move on, we don't wanna do that, we want the most money. So it's usually taking care of itself with just filling them in and educating them. I mean, I love educating our sellers on exactly all the steps that we're taking, so it's fun for me. Cool, awesome. So we just got another question from Brandon Higgins. As a newer agent, would you slightly discount and build stats or just be firm on commission? I'm gonna answer that real quick, because no, you don't wanna slightly discount your commission just to build stats, because what you wanna build are behaviors, habits. If you start with your habit and your behavior of discounting commissions, it becomes easier to just normally discount your commission. You want it to be normal to charge full commissions. You know, I know a lot of our mass of my members are charging 7%, keeping four and a half and a processing fee of 900 or more for their processing fee. So you set the stage for what your value is no matter what level of agent you are. So here's a question I'm gonna ask you, Chase, and what is your top objection that you consistently experience and how do you handle it or overcome it in a listing presentation? I mean, kind of right now in our market is the commission. I mean, we're in Dallas, there's so many agents and we have so many companies. And like I said, I mean, the way that I do things, we are on more of the higher side. And so being able to overcome those with, I mean, like I've had to make some adjustments. I'm not gonna lie. And what I've done was I actually created a different tiered commission to where it literally ranges from 8% and goes down to four, depending on not only what we do, but what services they want, how the deal ends up being structured, all that kind of stuff. Because I mean, there's so much competition out here and you know, we can all show value, but there comes a point when we have to make some adjustments. And so with doing that though, it has actually worked out a lot better because not only has the conversation changed from oh, I want to lower commission, it's gone to, oh, well, I don't mind paying this commission, which is more than the standard based on y'all doing all of this or like based on me being able to get this. And then even on top of that, we're offering a, I mean, we charge a transaction fee of 295 for each transaction. And it's really just the stuff that we offer them. It's not just during the actual listing timeframe, but even after it. So we've adapted things like moving supplies and housewarming parties. And if they buy from us too, then we do this and this. So it's different structures for different deals nowadays with us. Cool, awesome. So here's a question for you, Brian. If they don't sign the listing agreement at the appointment, how do you handle the follow-up process? Great question. If this happens, when I aim for every single time as before I leave the house, I want to set a follow-up appointment with them to come back, whether it's within 24 or 48 hours, we're depending on what they're saying. Most of the time I can get that appointment. I would say four out of five times, I'll get that appointment. Now, if I don't, and whether I do or I don't, as soon as I leave, I send them a video, right? I'll be in my car. I'll shoot them a quick 20 or 30 second video. Hey, Colton, thanks for having me over. I really appreciate the opportunity. I'm here if you need me. Just a quick little video. Now, when I get back to the office, the plan of action depends on what we discussed and where they're going and what their timeframe is. So if they said, hey, we're gonna meet with somebody else, we're gonna give it another day or two, or we have another appointment tomorrow night, then I'm calling and texting them that following evening, probably an hour after that appointment and saying, hey, what's going on? What's the status? Are you ready to go? So it really is a constant contact from that point, but it's also derived directly from the conversation and meeting. So it's based on their timeframe.