Keller Williams University’s Realtor Career Training:
SHIFT – Tactic 11: Distressed Properties: Listing Short Sales
Based on SHIFT’s Tactic 11, this easy-to-read guide helps you enter into and succeed in the business of listing short sales. The course covers distressed property market conditions, becoming the local economist, mindsets of the players in the market, lead generation and qualifying short sale candidates, the stages of the short sale listing process, and how to work successfully with buyer agents and lenders to get offers that are accepted and contracts that close.
It also includes exercises that help agents review their grasp of key concepts, plus exercises that help them evaluate themselves against the requirements of listing short sales. A final exercise and action plan at the end helps them make a decision about whether listing short sales is the best course for them to follow in working with distressed properties – and, if so, what approach to the business is the best fit for them.
Objectives:
- Understand the power and scope of the short sale listing opportunity in distressed properties.
- Grasp the Market Background and Distressed Property Timeline.
- Learn where to watch for information on new industry trends and government policies that will change your market.
- Understand where consumers are coming from – and the options they have. Be prepared to consult effectively.
- Understand where the ultimate sellers are coming from – why they do what they do, and how to work most effectively with them.
- Know all the steps from qualifying the seller and preparing the short sale package to submitting the offer and package, negotiation and closing.
- Learn the importance of educating and creating a winning mindset in cooperating with buyer agents.
- Learn tips for helping ensure offers are accepted and transactions close.
- Recognize sources of short sale business.
Online Student Manual
Tactics 1-3: Get Real Get Right, Re-Margin Your Business & Do More with Less
Tactics 4-6: Find The Motivated, Lead Capture and Conversion & Internet Lead Generation
Tactics 7-9: Price Ahead of The Market, Stand Out From The Competition & Creating Buyer Urgency
Tactics 10-12: Expand The Options, Master The Market of the Moment & Bulletproof The Transaction
Excerpts From SHIFT:
Tactic 5: Get to the Table – Lead Conversion
Tactic 4: Find the Motivated — Lead Generation
Tactic 3: Do More With Less – Leverage
Tactic 2: Re-Margin Your Business
Tactic 1: Get Real, Get Right – Mindset and Action
Make The Law of Equilibrium Work For You
The Cyclical Nature of The Real Estate Industry
Related Posts:
SHIFT – Tactic 11: Distressed Properties: Working with Buyers
Keller Williams University: SHIFT – Tactic 11: Distressed Properties: Listing REOs
KW Agent Mountain – Gary Keller Audio Interview: Helping People Through Short Sales
KW Agent Mountain -Gary Keller Audio Interview: Four Key Steps To Getting REO Business
Video of Gary Keller Interview with Billy McLaughlin on SHIFT Book Tour
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