Real Estate LIVE!® #3 - Seller Counseling: What Sellers Won't Tell You...Unless You Ask

David Knox Productions, Inc.™

The "Great Secret" of successful selling is that the sale is made when you LISTEN more than when you present. Common aphorisms make this point:

Diagnose before you prescribe.

Seek first to understand, then to be understood.

They don't care how much you know until they know how much you care.

You have two ears and one mouth. Use them in equal proportion.

You cannot provide a solution without first understanding the problem. Improve your most important skill: questioning to uncover needs and motivations. For many salespeople, this is their greatest weakness; but after this DVD it will be your key point of positive difference!

Every release includes tightly edited scenes from actual agent transactions. In this DVD you'll see top agents in seller-counseling interviews uncovering the needs and motivations of their sellers.

Customers who have used the techniques from this DVD have reported securing the listing before they even got to their presentation. It was the time they spent listening that made the difference.

Chart Objectives
Before you ever do a listing presentation, present a CMA or market a home, you must know the real needs and motivations of your sellers. This DVD focuses on how to build rapport then discover your seller’s un-met needs and meet them.

Improve Your Interviewing Skills
Have you ever wished a talk show host would just be quiet and let the guest speak? That's how customers feel about many salespeople. In this DVD you will learn the essential skills of asking, pausing, listening and drawing out information.

Decide What Listings You Want
Lack of seller motivation is the basis of objections, overpricing and commission challenges. You will learn to identify the highest probability listings and the most motivated sellers so you secure listings that are priced to the market at the commission you want.

Develop Immediate Trust and Rapport
Customers do business with people they like. Your likeability is a function of your ability to be quiet, ask relevant questions and listen.

Establish Your Competitive Edge
You have only seconds to make a positive first impression on your prospects. You will prevail in presentations using the skills demonstrated in this DVD. Discover the Seller's Secret Expectations Every seller has certain criteria by which you will be judged. If you uncover these before your presentation then you will know the path to take to a positive outcome. If you ask properly, the sellers will tell you exactly how to get their listing.

The soundtrack of the main feature is on audio CD so you can listen while driving. It's also a great reinforcement after you've watched the video.

The supporting PDF documents include:

Student Outline
Seller Counseling questions
Need-Feature-Benefit worksheet and preparation page
Structuring Your Marketing Plan Guide
REALmarketing Sequence-Presentation Chart
Customer/Client Survey document
Dominant Motivations chart
Home Improvement Log for sellers
What Makes a House a Home for sellers
Digital Camera Techniques
RESPA outline
Agency Considerations list (courtesy Oliver Frascona)
Recommended reading list

Running Time: 43 Minutes

Five Support Topics | PDF Support Documents

For information on other Real Estate LIVE!® DVDs, go to:

Real Estate LIVE!® #1 - Dare to Be There: Power Prospecting (Volume 2)

Real Estate LIVE!® #2 - Presenting the Competitive Market Analysis

Real Estate LIVE!® #4 - Listing Presentation: Structuring Your Market Plan

Real Estate LIVE!® #5 - Real Estate: How to Run It Like a Business

Real Estate LIVE!® #6 - Getting Your First-Time Buyers to Buy

Real Estate LIVE!® #7 - Pricing Listings in a Changing Market

Real Estate LIVE!® #8 - Creating Clients for Life: Inside a 98% Referral Business with Bob Wolff

Real Estate LIVE!® #9 - ACT: Assertive Closing Techniques

Real Estate LIVE!® #10 - Get PAID for Objections

Product Discounts
David Knox Real Estate LIVE! DVDs
Number of Products Purchased	Price
Any 1-2 Products	$95.00 Each
Any 3-9 Products	$80.00 Each
Any 10+ Products	$75.00 Each

< Previous Page		Top of Page ^
Council of Residential Specialists 430 N. Michigan Ave, 3rd Floor Chicago, IL 60611-4092 P: 800.462.8841 / F: 312.329.8882 CRS Home . Become a CRS . Ordering Information . Product Index View Cart / Checkout © 2003-2009 - All world rights reserved Unauthorized duplication is unlawful. Privacy Policy \| Security Policy