DLP Manual

The Listing Appointment & Digital Listing Presentation

Field Manual Get more appointments and secure more listings by using masterful sales techniques and impressive mobile technology!

DLP Training Manual

Copyright 2014, The Paperless Agent www.thepaperlessagent.com

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Hello, and congratulations on taking the necessary steps in order to become a

Paperless Agent and deliver a 5-star experience to your listing client!

As you’re well aware by now, housing inventory is scarce in the current real

estate marketplace, increasing the competition for both sellers’ and buyers’

agents. Sellers’ agents are in extreme competition to consistently get

appointments and secure listings in a buyer-heavy market. Buyers’ agents, on

the other hand, are scrambling to find homes for their clients, working their

schedules and lifestyles around finding new listings and trying to be the first to

seal appointments and submit offers.

In response to this increasing market trend, we have put together this training

program for you to help you get more appointments and secure more listings,

even in this crazy market. With our series of training videos, digital tools, and this

comprehensive written manual, you’ll have everything you need to get back on

the path to having more control over your business.

This manual will cover a few sections that will walk you through our listings

training program. These sections are…

• Securing the Listing Appointment

• Preparing for the Listing Appointment

• Delivering the 5-Step Listing Appointment

• Delivering the Digital Listing Presentation, Slide by Slide

• Handling Seller Objections

• Customizing Your Own Digital Listing Presentation

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After running through this manual and the video training series, you'll be able

to…

1. Secure a listing appointment through conversation by asking the right

questions and paying attention to the right details

2. Prepare your Evernote organization system, seller documents, and sales tools

on your iPad for your listing appointment

3. Deliver an expertly designed 5-step, 5-star listing appointment from beginning

to end

4. Master and perform a persuasive, interactive Digital Listing Presentation with

your seller

5. Handle seller objections with ease and confidence

6. Customize our Digital Listing Presentation template to match your own

branding, personality, and professional achievements.

Before you begin your training, you should get your iPad or mobile device ready

by downloading the following applications:

Evernote: A file and document management system used to organize

your client information

Puffin: A specialized mobile web browser that will allow you to view

your MLS on your mobile device.

Numbers: A mobile spreadsheet program similar to Excel, used for

calculating net sums. Comparable programs are acceptable for

different platforms.

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Keynote: A mobile slideshow presentation program similar to Power

Point, used for delivering digital presentations. Comparable programs

are acceptable for different platforms.

zipForm Online: We actually use the mobile zipForm website

instead of an actual application, but you should create a hyperlink on

your mobile device for easy access. If your region doesn't use

zipForm, you should use your local board's form software

recommendation/endorsement.

DocuSign Ink: A digital signature program that allows you to sign

legal documents using your mobile device.

Once your iPad or mobile device is ready with the necessary applications

installed, you can begin your training! The first thing you'll learn is how to secure

your listing appointment by asking focused, thoughtful questions of your

prospect.

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Securing Your Listing Appointment

In today's real estate marketplace, the current housing inventory cannot match

the buyer demand. This makes getting listings an extremely competitive

endeavor, causing many agents to scratch their heads and wonder how they are

going to succeed. Once you have a potential seller on the phone, how do you get

the appointment? Well, there are two ways of looking at this: What the every day,

average agent does, and what the masterful agent does.

There is a staggering distinction between one who is an average agent, and one

who operates as a masterful agent.

An average agent will often create stories, or use low-grade sales tactics in order

to get the seller to have an appointment with them.

Sometimes they may say, "I have a buyer who is interested in your home", or "I

need to preview inventory for a neighborhood as part of an industry project" just

to get a face-to-face encounter with their potential seller. Another tactic they use

to get a face-to-face meeting is offering to do a CMA (Furthermore, they often

make the mistake of equating a CMA with a full listing appointment - have you

ever gotten paid for just doing a CMA for a stranger? We didn't think so!).

In contrast, what does a masterful agent do to get that appointment?

1. Ask questions - lots of targeted, thoughtful, prospect-focused questions. Be

sure to document your answers! Later in this section we have an example

template you can use as a guide to the initial phone consultation.

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2. While you're asking questions, you are listening for a problem. When you

really consider it - you are asking for a sizable chunk of the prospect's equity.

Would someone pay that to you if you were not a solution to a problem that they

have? They wouldn't - they'll likely find someone who will do the same services at

a lower cost (but ultimately be unsatisfied with the service, if the other agent isn't

focused on solving their problem). Identifying the problem that you can solve for

them is tantamount to securing the listing.

3. In listening to their problem, you develop tools to communicate complex

concepts to the seller to get your appointment. Examples of these tools can be a

CMA to take with you on the appointment, or a list of pros and cons on delaying

the sale of a home, or some local and regional statistics that will help you sell

yourself as the agent the client should be working with.

4. A masterful agent is prepared to attempt to close the appointment at least

three times. When this kind of dedicated agent asks for a listing appointment and

they hear "No", they are not phased. This agent refuses to stop from one

discouraging reply, as it is personally unacceptable to this agent to not try his or

her best to get the appointment they are pursuing.

Here is an image of the phone consultation template we use to keep us on track

during the conversation with our seller:

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Here is an explanation of how each field in the template should be approached:

Source: How did the agent hear about you? Was it your personal network? Did

they find you online? Did someone refer them to you? It's good to keep track of

this to see which of your marketing and networking attempts are most

successful.

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Interest: What are they interested in? Keeping up with a client's interests and

lifestyle is critical in maintaining your genuine relationship with them going

forward.

Why Moving: Why is the seller moving? What factors into the decision -

schools? Work location? Details are the key here.

Experience: Has the seller bought or sold a home before? What kind of real

estate experience does the family have?

Also Speaking With: Who is your competition? Are they in talks with other

agents - do you have a competitive advantage over those agents?

Price Range/Pay Off Amount: How much do they want to sell their home for?

What kind of profit are they looking for towards their next home?

Determination of Listing Price: How did they come to this conclusion? Did they

have a professional assessment, or is this based on personal observations in the

community and region?

Owner Financing: Is this an option for them?

Time Frame: What kind of timeline are they looking at for the move? They may

already be behind schedule if they don't know much about the industry.

Concerns: Do they have any worries about moving? This is an excellent

opportunity to find the "problem" that you can solve for them.

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Priority - Timing or Price: Is it more important to them to sell quickly, or to get

the maximum return out of selling their home?

What If You Couldn't Sell: What's the back up plan? Will they move anyway, or

will they stick with the property?

Objectives: The top priorities that need to be accomplished for the seller to be

happy.

Next Steps: Use this prompt to close the conversation and get that appointment!

Once you have the appointment set, it’s time to get prepared! The following sections will take you through everything you need to know to be ready for the appointment and how to work with the seller expertly to get your listing agreement signed.

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Preparing For Your Listing Appointment Before you embark on your listing appointment, there are a few steps you'll want

to take in order to be as prepared as possible to impress your seller. This

involves organizing your Evernote business system, putting together and

downloading your CMA, preparing a Seller Net Sheet, and setting up your digital

forms software.

The first of these tasks you'll want to accomplish is setting up your Evernote

Business System. We have provided an excerpt from our Evernote Training for

Real Estate Manual to detail how your Evernote account should be organized,

and why it should be organized that way.

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Evernote for Real Estate System – Organizing and Setting Up Your Client Files

Quite often we get asked the question “What is your philosophy on organizing

Evernote, and how is it that you organized your Notebook Stacks, Notebooks,

and Notes?” In this module, we will show you how it’s done – each client gets

their own notebook, and the notebooks are stacked into different categories of

stacks. Buyer client notebooks go into Buyer Stacks, Seller client notebooks go

into Seller Stacks, etc. Read on!

Here you can see that several of Garry’s Notebook stacks are numbered.

Evernote organizes your Notebooks in numeric order first, then in alphabetical

order. What you will find is that when you use numbers in front of the name of

your Notebook Stack, Evernote will organize the Notebook Stacks accordingly.

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The philosophy behind organizing the Notebook Stacks in this manner is

mirroring the natural progression of how we handle our clients.

For example, when we get Prospective Clients, we will create a Notebook for the

Prospect and name it Prospect_(Client’s name): See below.

When they have gone through their prospective client phase, you can move them

from the prospect stack to the Buyers or Sellers stack, and only change one word

in their Notebook (“Prospect” into “Buyer” or “Seller”).

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If the client is both a buyer and a seller, you would create two separate

Notebooks because they are two different transactions.

One the buyer is under contract, you change the naming convention a little bit

again to maintain that organization system.

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This helps our Contract to Close coordinator understand where all of our clients

are in the home buying and home selling process.

Of course, when a client becomes closed, you can change the name again in the

same fashion. See below.

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We also have a section for Inactive Clients…

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An Inactive Client is a prospect that has been moved to either buyer or seller

mode, but for whatever reason they have needed to delay their transaction due

to a job change, or cleaning up credit, etc.

Through this organization system, we are easily able to pull up the Notebook (or

“file folder”) for any client we have to check information, insert documents, or

leave notes.

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Create the CMA in Puffin In this section, you'll learn how to put together a CMA on your iPad before you

meet with your seller. In order to do this, we use an app called Puffin.

As time goes on, a lot of MLS systems are supporting mobile-enabled searches.

However, if your MLS has not done that yet, Puffin will be the app that helps you.

Puffin is essentially a mobile app that allows you to browse the internet as if you

were on your computer. Once you have downloaded and installed Puffin, open it

and access your MLS. Below is a screenshot of what our MLS looks like on

Puffin.

Once you have completed your search and CMA in your MLS, use your MLS

functionality to e-mail yourself the completed CMA using your iPad email

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address.

Import the CMA to the Seller Notebook

Open your e-mail and locate the CMA in your inbox. Some may deliver a straight

PDF to your inbox, and others may link you to a PDF that is hosted on the

internet. If it the PDF is in the email in your inbox, simply select the PDF

attachment and opt to open it in Evernote.

If it is online, follow the link to the hosted PDF (which will open in the iPad web

browser - Safari).

Once the PDF CMA is done loading, you can tap on the screen in the upper right

hand corner to select an application to open the CMA in (see below). Of course,

you'll want to select to open the file in Evernote.

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Once you select this, your Evernote account will automatically be opened on your

iPad.

To locate the note, first open your Administrative Slider by selecting the Elephant

Icon in the upper left hand corner.

Then, select the "Notes" view at the top of the slider.

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The Note containing the completed CMA will be at the top of the list.

Re-name the note appropriately, and move it to the seller's Notebook by

selecting the "Arrow" icon underneath the Note title.

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Now that you have the CMA in place and ready to pull up during your

appointment, we'll get the Seller Net Calculator together and prepared for your

meeting as well.

Prepare The Seller Net Calculator Now it is time to prepare our Sellers' Net Calculator on the iPad. You may need

to make some adjustments once you meet your seller in person, but it's best to

be prepared as much as you can. As we noted above, during your initial

consultation, one of the questions you want the answer to is how much they owe

on their current home - what their payoff is - you'll want to pull up this note in

Evernote and make note of that amount.

Open up Numbers and pull up the Net Sheet template. Please note that this is

just a template that we have provided based on our own state fees and regional

standards, so you should review this template in detail and make any necessary

adjustments before using it with your sellers.

Once you open your Sellers' Net Sheet, start customizing the required fields for

your client.

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Please pay mind to the "Commission" field in the sheet. You'll want to make sure

that the digit in the formula reflects the percentage that you are taking. The

default is 0.06 in the formula, or 6%.

As you update the numbers in the net sheet, it will automatically update the totals

for you!

Next time you open Numbers (during the listing appointment) to go over the

CMA, the updated spreadsheet will be readily available to you.

Preparing Your Forms Software

Before you get to your listing appointment, be sure to load your listing agreement

and any other required forms into your mobile forms software, with as much data

populating the fields as you can. This will make closing the appointment much

easier for you, and much more efficient.

While our brokerage uses zipForm’s mobile platform, other regions may use

other forms software. Check with your broker or regional board to see what kind

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of forms software is available for you to use.

Fantastic! Now you are prepared to go on your listing appointment. In the next

section of the manual, we will detail all the steps you need to perform in order to

have a successful, persuasive appointment that will secure the listing with your

seller.

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The 5-Step Listing Appointment

Step 1: Asking Questions

When you arrive at the home of the seller, the first thing they will likely ask you to

do is to take you on a tour of the home. While the intent of the seller is typically

harmless, allowing them to begin with giving you a tour of the home gives them

control of the appointment. In order to maintain control of the appointment, you

should respond with…

"Thank you, (Seller). I would love to inspect your home with you. But

first, I'd like to sit down and review the information that we discussed

over the phone."

This allows you to take back control of the appointment, and demonstrates that

the details of your phone conversation are important to you.

When you sit down, be sure to sit *next* to the seller with your iPad, and make

sure that all major decision-makers in the home are present for the conversation.

Sitting next to the seller allows them to see what you are completing on your iPad

or mobile device. Letting them see the technology that you are using on the

appointment will be impressive, and make for a more memorable experience as

the appointment continues.

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When you sit down to review your digital notes from the phone consultation, you

could mention, "I want to make sure I correctly heard everything you said." to

emphasize that your attention to detail and the clients' needs are extremely

important to you.

Use your mobile device to review the seller's phone consultation that you

documented using Evernote. Go over the questionnaire line item by line item to

make sure that you don't miss anything.

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If any edits need to be made to the answers you documented, be sure to change

them in real time with the client as you continue your conversation.

Once you've finished reviewing your consultation, you'll be ready to move on to

the next step.

Step 2: Inspecting the Home

Now that you've taken control of the appointment and demonstrated your

meticulous attention to detail and concern for the client, you are ready to inspect

the home with them. Be sure to use this language - "inspect". It conveys

professionalism and market expertise.

Below is an image of the Evernote template we use while inspecting the home on

a listing appointment - in particular, we pay attention to the "Home Features",

"Recommended Repairs and Updates", and "Lifestyle Features".

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Recording the Conversation

We recommend recording clips of the conversation you have with your seller

while you are inspecting the home. This accomplishes two things:

• It ensures that you do not miss any details while you are typing, as we speak

faster than we type.

• It impresses the seller by utilizing the versatility of your mobile device in multiple

ways for a more effective appointment.

Be sure to ask permission to record your discussions:

"[Client], as we're walking through this house, I want to make sure we

don't miss a single thing you say about your home. So if it's alright

with you, I'd like to record the audio of this conversation so I don't

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miss anything you say. Is that okay with you? This is for internal

purposes only."

To record the audio of the conversation, select the attachment menu in the upper

right hand corner of the Note in Evernote. The audio recording will drop wherever

your cursor is in the Evernote Note, so just be mindful of that when recording.

See the image below.

While you record the conversation, a wavelength bar will appear at the top of the

Note, indicating that a recording is in progress. When you are finished recording

the clip of the conversation, simply select "Done". See the screenshot below.

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Taking Pictures

As you inspect the home, take pictures using Evernote to document the

highlights, recommended repairs, and lifestyle features that stand out and need

to be remembered. Additionally, the functionality of Evernote will allow you to

share these photos with anyone who may need to see them simultaneously -

stagers, marketers, etc.

In order to take live photos directly into your Evernote Note you will select the

attachment function again, but this time you will select the camera function.

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Selecting this feature will load the camera application and you can begin taking

pictures. Again, please note that the pictures will be dropped into the note

wherever the cursor is when you select the attachment option.

Marking Up The Images In Your Note Inevitably as you go through and inspect a home with a client, you are going to

take photos that need to be marked up to show your team and your staff different

specific requirements that you might have. For example, if a certain room needs

painting or repairs, you need to be able to document that to clearly show them

exactly where the problem is.

To do this, go back into the Evernote Note with the images that need to be

marked up.

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Select one of the photos that you would like to mark up. Hold your finger down on

the image for a few seconds, and it will open the photo in an editable mode.

When you select the markup tool icon, it brings up two options on the sides of the

screen.

On the left, you have the ability to select the color and the font size of the

markups you will be performing by tapping the colored circle in the left field.

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When selecting the arrow button in the right hand field, a menu of all the

available annotation tools will open up.

For your information, the two tools we use the most are the Arrow tool and the

Text tool.

In order to use a tool, select the tool from the right hand menu. If it is a shape,

arrow, or highlighter, merely drag your finger across the mobile device screen in

order to "draw" the shape.

For text, just tap the screen where you would like the text to go and the keyboard

will come up for you to type with. To increase the size of the text, select the text

box after you have finished typing. From there you can drag out the corners of

the text box to increase the font size. Conversely you can drag in the corners of

the text box to decrease the text size.

If you need to move the annotation you’ve made, all you have to do is tap the

annotation to select it, then drag and drop it to the correct location on the image.

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Once you are done annotating the image, select "Save" in the upper right hand

corner of the screen. You can move on to the next image by pressing the arrow

keys in the upper right hand corner once the image is saved.

When you are done annotating photos, select "Done" in the upper left hand

corner to return to your Note.

Step 3: Presenting the Marketing Proposal / Listing Presentation The next step in your listing appointment is to sit down the seller again and go

through your marketing proposal (or listing presentation) on your mobile device.

Delivering this presentation on your mobile device rather than through a binder is

an absolutely critical component of the strategy - it will impress your client, give

you an edge over your competition, and generate more referrals.

Before you present the slides to your client, be sure to have customized the

presentation with their name and address, as well as your own branding, to make

for a more personal experience.

We will go over how to customize our Digital Listing Presentation template later in this manual.

When you sit with your client, be sure to sit next to them at the table - not across

from them. If you are sitting with a couple, try to determine which of the couple is

the major decision maker in the home selling process and have them sit closest

to you. This is because when you are presenting the presentation on your iPad or

mobile device, you want your client to have as much visibility as possible.

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Open your Digital Listing Presentation in Keynote (or a comparable program) on

your mobile device, then enter presentation mode to begin discussing your

proposal.

As you go through the presentation, slowly slide the iPad or mobile device over

to your client. As it gets closer to them, the client will take the device and begin

advancing the slides on their own. Once they start advancing the slides on their

own, it will be clearer to them that they have to hire you (taking the physical

control of the slide show allows them to create this narrative in their own head).

The slides will guide the conversation that you have with your client and allow

*you* to be the presentation. You'll notice in our templates and later in this

manual that we encourage the "less is more" principle to encourage a

discussion-style format, using the slide show as more of a prompter than a

source of information. This makes the listing presentation more personal as well

as more adaptable to the clients' needs.

Here we've touched on the delivery of the listing presentation at a surface level, but please be aware that we will be going over this in much further detail later in this manual.

Step 3b - The Lifestyle Map

After you've completed the delivery of the Digital Listing Presentation, the next

step is to develop a Lifestyle Map, which is a tool that you will use to market the

sellers' home to buyers. The Lifestyle Map serves three purposes:

• It conveys to the seller that you are open to using unique and creative

marketing tools to sell their home.

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• It makes things easier for the potential buyer and buyers' agent, as you're

presenting all the neighborhood research to them that they would've had to

complete on their own. This makes you a memorable agent to work with,

which will generate more referrals from the buyers' side of the transaction.

• It generates more potential buyers when it is uploaded onto your online listing

services, merely by showing them something completely unique that they

won't see in other listings.

There are two apps you use to create a Lifestyle Map: Maps and Evernote.

First, open your Maps application on your iPad or mobile device (most all tablets

have a native Maps app). Type in the address of the home you are marketing in

the address search bar, then load the map of the neighborhood (you may have to

zoom out in order to identify all of the marketable lifestyle points in the

surrounding areas).

Once you have zoomed to the appropriate position of the neighborhood map,

take a screenshot of the map image (on an iPad, you would tap the Home Button

and the Power Button simultaneously).

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Now that you have a picture of the map, open Evernote and open up your listing

client's notebook on your mobile device. Create a new note in the notebook by

pressing the "+" sign in the upper right hand corner of the screen.

To add the map image to the note, select the attachment icon in the upper right

hand corner, then select "Saved Photo". Select the map screenshot from the

collection of available images.

When you select the Map, it will import it directly into your note. To begin editing,

select on the image and select the markup feature that you learned about earlier

in this report.

Use the annotation tools to mark up the map with the various lifestyle features of

the home's surrounding areas. Things to include are:

1. Parks

2. Public Services

3. Shopping centers

4. Schools

5. Freeways

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6. Work Locations

7. Food and Beverage Establishments

Once you are done annotating the map, crop the image using the crop tool to

remove the screenshot's header and footer, leaving only the map. When you are

done, your Lifestyle Map should look something like this:

When you have finished editing the Lifestyle Map, all you have to do is select

"Done" in the upper left hand corner of the markup screen.

Step 4 - The Pricing Conversation Now that you have absolutely impressed your client with your listing presentation

and Lifestyle Map, you've built up far more credibility than you had when walking

through the door and performing the home inspection.

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Your client wants to know two things: How much their home is worth, and how

you're going to do to sell it. Now that you've shown them how you're going to sell

the home, it's time to begin the pricing conversation.

Before the appointment, you will have prepared the CMA sheet and loaded it into

Evernote (we covered this earlier in the manual). Open up the Note containing

the CMA in Evernote on your mobile device. The CMA will be stored within a

PDF icon in the note - tap on this icon to open the PDF so you can read through

it together while you have the pricing conversation.

In some cases, this is a back-and-forth conversation with equal input, questions,

and concerns. However, many of our students have reported that this

conversation becomes more of an informative presentation on the agent's side,

as the previous steps in the listing appointment will have garnered you enough

credibility for the client to take the information you present as fact, with fewer

questions and concerns.

Now that you've put together a marketing price with your seller by using your

digital CMA, we can go into Numbers and share with the seller all the hard work

you have done to prepare for this presentation. If you'll recall, we've already

populated some of the Sellers' Net Sheet with the client information that you

acquired from your initial consultation over the phone.

If any of the numbers from the initial consultation have changed between the time

you spoke to your client and the time of the appointment, be sure to update them

accordingly in the Sellers' Net Sheet.

If you use our Sellers' Net Sheet template, the numbers will be automatically

updated accordingly (Reminder: Some state fees may vary from our template, so

be sure to check all regulatory and state fees on the spreadsheet before

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presenting the information to the client).

Review every single line item with the seller in order to make sure they

completely understand what their financial return is going to be and why.

Once the review is complete, you can save the net sheet directly into the

Evernote Notebook.

Select the wrench icon in the upper right hand corner of the screen (see above),

then select the "Share and Print" option. Then, select "Open in Another App".

At this time, you will be prompted if you would like to convert the file format of the

spreadsheet.

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At this time you can ask your client which file format they would prefer to receive

their Sellers' Net Sheet in. Select the preferred file format. Once the file format is

converted, you will be prompted to choose the app you would like to open the

spreadsheet in. Select Evernote.

The note will be the most recent note that appears in the Note View of your

Evernote account.

Rename the note appropriately, then select the "Arrow" icon underneath the title

of the note in order to pick the correct notebook to send the Net Sheet to (the

Seller's Client Notebook).

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As you are completing these steps, explain to the client exactly what you are

doing, making your communications client-focused ("I'm creating *your* Net

Sheet, and making sure it's available in *your* notebook for *you* to view at your

convenience.").

Sharing all of this information with your seller will definitely impress them as they

continue to see you as a master of this real estate technology. They will also feel

more included in the home selling and decision-making process.

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Step 5 – Authoring and Signing the Forms Excellent - you've asked the important questions, inspected the home, delivered

your listing presentation, and had the pricing conversation. Now it's time to

construct and review the forms that need to be signed.

Setting Up Forms in zipForm

So as we explained earlier, for this particular step, we train on using zipForm's

Online (the zipLogix mobile site), as 70% of North American regional

associations use zipForm for their mobile forms software. If this is *not* the forms

software that your regional association supports, then simply apply the concepts

in this step to the forms software that you do use.

Additionally, a reminder - you'll want to set up the necessary forms in your forms

software *before* you arrive at your appointment, having populated as much of

the information as you can. This will increase the efficiency of your appointment.

It also prevents the loss of momentum you would experience if you had to pause

the appointment to select all of the required forms and populate them right at the

table with your seller.

When you open and log into zipForm online it will take you to your transaction list

- select the appropriate transaction that you prepared before you arrived at the

listing appointment. Then, select the listing agreement that you also put together

before the listing appointment. You will be prompted to edit, view, send, or delete

the form. Select edit.

Your preparation will pay off, as you'll only have a few fields to edit when you

open the listing agreement.

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Review every field and make sure that the necessary sections of the forms are all

completed accurately.

Once you have completed the form on the iPad, save your progress using the

toolbar at the top of the page.

Now that you have written the listing agreement on the iPad or mobile device,

you need to import it into DocuSign (or a comparable application) for signature. If

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you use a different electronic signature application, simply apply the concepts

learned in this section to whatever program you use.

Getting Signatures With DocuSign Ink

First, open up zipForm again and access the transaction for your client in the

transaction list.

When you select the updated and saved listing agreement within the transaction,

you will be prompted to edit, view, send, or delete the document. Select view.

When you do, it will open the listing agreement in PDF format, and an option to

"Open In…" will briefly appear in the upper right hand corner of the screen, then

disappear.

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To make the option appear again, tap the document. Then quickly tap the "Open

In…" option that appears.

Open the application in DocuSign Ink. It will import the document and come up

with the following screen.

Select "Get Signature" to complete the import process.

Now that you have the listing agreement imported into DocuSign Ink on the iPad

(or other mobile device), you are ready to acquire a digital signature from your

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seller. First, you have to add a signer.

Next, input all of your client's information in the Add Signer fields, and select the

In-Person Signer option. Then select "Add" in the upper right hand corner.

Your seller's information will be dropped into the fields below the document

panel.

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Next, select "+Me" in the Recipients field, and in the next prompt, select "In

Person Signer". Then, select "Next" in the upper right hand corner.

DocuSign Ink will then open the listing agreement for you to place signature

fields throughout. First, select the Initials option in the menu of fields at the top of

the screen.

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Scroll through and review the document for accuracy as you place the

appropriate Initial Fields throughout (to place a signature field, merely tap the

portion of the document that needs a signature field).

At the top of the screen, with a single tap you can select which party (agent or

seller) the field is for. Be sure to switch back and forth as you run through the

fields for Broker/Associate versus Seller.

When you reach the signature page, be sure to switch from Initials to Signature

in the menu at the top of the screen.

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Again, you will need to switch signer fields between the Agent and the Seller

using the option at the top of the screen.

Once you are ready to begin signing, select the Sign button in the upper right

hand corner.

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Have the Seller sign the Agreement first.

Once you select the "Begin Signing" option, hand the iPad over to your seller to

begin the signing process. Once the page loads and the document is prepared,

all you need to do is select "Next" in the upper right hand corner of the screen to

begin signing.

DocuSign will take you to the first signature field that needs a signature (it will

begin with your initials fields). Select the signature field as indicated by the yellow

block and red arrow, then select "Draw Your Initials". Then have your Seller draw

out their initials in the field that appears.

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Once the seller draws out an initial drawing, they can "Adopt" the initials (see

above, upper right hand corner).

Select Next in the upper right hand corner of the page. It will take you to the next

signature field. As you select the signature fields, the adopted initials drawing will

be dropped into each initials field.

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Once you get to the actual signature field (not initials), the seller will draw their

full signature, and then select "Adopt" again.

Once the Seller has completed every Initials and Signature field, you can select

"Finish" in the upper right hand corner of the screen, then "Confirm Signing".

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DocuSign will then begin preparing the document for the Broker / Associate

signatures. Because you already have a DocuSign Account, your signatures

should be pre-loaded as part of your set up process. You will not need to re-draw

your initials or signature - merely select the signature fields in order to drop them

into the document. Once you have finished dropping in your own initials and

signature, complete the process by selecting "Finish" and then "Confirm Signing"

in the upper right hand corner again.

Importing the Signed Agreement Into Evernote

Once you finish signing the agreement, you will be prompted to Email the

contract or Open it in another application. To store it in your client's Notebook in

Evernote, select "Open In…", then select Evernote.

The moment you select Evernote as the application to open the document in,

Evernote will automatically open. To locate the document, simply go to the All

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Notes View. To do this, select the Elephant icon in the upper left hand corner of

the Evernote screen.

This will open the Administrative Slider. From here, Select Notes.

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The Listing Agreement will be the first Note in the list of Notes.

Be sure to change the title and the Notebook location of the Note accordingly!

Sharing the Notebook With Your Seller

Congratulations! You now have a completely populated Seller Notebook in

Evernote. You've got your consultations, your Lifestyle Map, your Seller Net

Sheet and CMA, and you've got your signed Listing Agreement. In order to

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continue impressing your client and to give them complete visibility of the home

selling process, you will give your Seller total access to their populated

Notebook. We highly recommend that you do this while you are still at the home

you are going to list, at the conclusion of your Listing Appointment.

While you are in your client's Notebook, select the Share icon in the upper left

hand corner. This will bring up the Sharing prompt. Select "Invite Individuals",

then enter your client's email address on the following screen, then select

"Enter". Be sure to add a message thanking the client for working with you!

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When your client receives the invitation email to join the Notebook, it will look like

this:

Congratulations, now you have completed your 5-Step Listing Appointment!

With a combination of organization, planning, and cutting edge mobile

technology, you have impressed your client and produced a memorable

experience that will not only keep your client happy, but generate more referrals

in the future. You've demonstrated exceptional professionalism, conveyed your

market expertise, detailed your unique marketing principles, signed an

agreement on the spot, and have given your client total visibility of their home

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selling process through the Notebook you shared. That is an exceptional 5-star

experience for your client!

In the next section of this manual, we will go over the slide-by-slide delivery of

our Listing Presentation template (also known as a Marketing Proposal) in order

to most effectively impress your buyer and demonstrate your real estate

marketing expertise.

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THE LISTING PRESENTATION DELIVERY

Congratulations on getting through The 5-Step Listing Appointment! Next, we're

going to cover the Listing Presentation itself. This includes…

1. How to set yourself apart with a Digital Listing Presentation.

2. The Master Salesperson and Marketing Principles behind each slide in our

presentation template.

3. How to present each of the slides and overcome seller objections.

But first, let's give you some context.

Now that we are catapulting further into the Information Age, the average

housing consumer utilizes mobile technology just as much as a real estate agent,

if not more so. So many housing consumers use their mobile devices to research

and act on different aspects of the industry:

1. Reading general housing information

2. Getting directions to visit a home

3. Comparing prices

4. Comparing features

5. Searching a listing company's inventory

6. Call a brokerage

7. Locate a listing agent

8. Read agent and brokerage reviews

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…and of course, much more.

Additionally, tablet use has been growing exponentially over the last couple of

years. As of 2014, tablet use has surpassed mobile and desktop use when

searching the web and online services.

And finally, NAR membership is on the rise again in this new market cycle. We

are looking at approximately 3-4 years of steadily rising membership counts in

our national marketplace.

Given all of these trends, you can see that a) competition is increasing in the

industry yet again and b) the industry has evolved into a technology-driven

setting.

So what can you do in order to stand out from the competition and continue to

secure listings consistently, even during these difficult industry trends?

Mastering the delivery of a Digital Listing Presentation. Using this tool on your

listing appointments will set you apart from the competition by…

1. Expertly positioning yourself with a narrative on using modern technology in

Real Estate

2. Allowing yourself the dialogue of doing business the "new way" instead of the

"old way"

3. Puts your client in perceived control by allowing them to swipe through the

presentation themselves

4. Switching your role from listing agent to trusted advisor

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Now you can see why it is absolutely essential to start mastering the delivery of a

Digital Listing Presentation. You position yourself as an expert by showing the

client that you are on the cutting edge of Real Estate and mobile technology,

which allows you to talk about how this is the "New" way of doing business.

Using this phraseology in your discussions with the seller will be immediately

attractive and market yourself merely on the novelty of being on the innovative

side of industry standards.

Additionally, as the customer swipes through the presentation on your mobile

device it gives them perceived control while allowing yourself to have an intimate

discussion that is *guided* by the slides, rather than *presented* by the slides.

And finally, at the end of your listing presentation, your customer will be so

impressed and enamored with your delivery that you will shift to the role of

trusted advisor, instead of just being an agent competing to list their home.

Now that we've given you the context of what this presentation is going to do for

you, let's get into the slides of our template and help you master a persuasive

delivery of this mobile-optimized presentation!

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1 - The Introductory Slide

Here is the first slide of the presentation. The first thing we'd like to point out is

the aesthetic appeal.

What you're putting in front of your customer is either working for you, or against

you. Therefore, if you present an outdated slide, it will without a doubt work

against you. That is why we hired a professional designer to put together our

presentation for us - to ensure that it looks modern, pleasing to the eye and

makes an incredible first impression.

Additionally, we would like to point out that in the lower left hand corner of the

first slide, there is a field to personalize the slide with the seller's name and

address. Be sure not to miss this step - it is critical in making a personal first

impression. Clients absolutely love to see their own name in the presentation.

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Finally, we have minimal text in this slide for maximum aesthetic value.

When presenting this slide, this is a great opportunity to re-introduce your

business formally, and give your client the low-down of what is going to follow in

the presentation. When the presentation goes as you initially explained, it

develops a sense of trust from the client.

2 – Our Decision Process

In this slide, we have Our Decision Process, which details the listing appointment

steps.

You are educating your customer, but at the same time, you are defining the

process and thus controlling the process. This gives you more control of the

presentation. If you don't control the process and the experience of the customer,

you are leaving their perception of the experience to chance.

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Being that home buying and selling is can be an extremely stressful process, if

you leave the experience to chance, the stress will likely take over the

experience for that customer. Establishing control and expectations will alleviate

this stress for them and set up the expectation that they can rely on you in a time

of need, which is exactly what you want.

This also further sets the expectations of the appointment process that you will

fulfill, and therefore, generate more trust.

3 – Why Choose Us?

This is a very simple, but very important slide. This is a transition slide - it allows

for you to gauge how your client feels and pause the marketing discussion with

them. What does the body language say? What can you sense from the tone of

their voice? Do you need to make any adjustments to open the client up more to

the discussion?

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This slide reminds the seller that they do have a choice. At this juncture of the

presentation, you can say, "We're going to talk a lot about why you should

choose us, but we're also going to talk about why you need to do different things

to prepare your home for the market." This indicates that this is not merely a

sales pitch, but a mutual, working relationship with decision-making on both

sides.

This also the opportunity to ask "Before moving on, do you have any questions

about the decision making process?", and also "What do you know about [your

business]? What have you heard about us?" This engages the seller in the

conversation as well as indicates to you any points you need to touch on before

moving forward, or any points you'd like to emphasize later on for the client.

4 – Meet the Team

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Even if you are an independent agent working on your own, you have some sort

of support people helping you along the way, such as marketers or brokerage

assistants. It's important to convey that you work with a team because clients

don't necessarily want to work with a "lone ranger". More than likely, another

listing agent will present a "Meet the Team" page and even if it's on paper, the

fact that they convey they have a team supporting them will put them a cut above

you in the competition rankings.

When a client sees that you are part of a team and have people supporting you,

it gives them comfort to know that all of the hard work of selling their home does

not rest only on your shoulders. A *team* of people is going to sell their home,

not just one person bearing all the weight of the transaction.

If you really do work independently, ideas of whom you can place on this team

slide are your marketing contractors, your title company, your lenders, or

managing broker.

5 – The 5-Star Promise

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Before your appointment, send your client links to your positive online reviews to

boost your credibility, then discuss those reviews when you reach this slide. If

you do not have any online reviews, you can go back to your best clients and

vendors and ask them to write you an online review as a favor (FYI - Google is

the best place to list your online reviews).

In this slide, explain that your goal with the customer is to go after the "fifth" star

in their experience. You don't want to provide a "good" experience, or a four star

experience. You want to deliver on your five star promise. Furthermore, explain

to them that you need their support in order to deliver that experience. Tell them

that if you are ever falling short of your five star promise while you are working

together, you absolutely need to know in order to make up for it or adjust your

practices.

This is also a great time to let them know that you would like to be reviewed

online (the vast majority of people in the information age are currently influenced

by online reviews) after the deal is closed.

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6 – Awards and Accomplishments

The awards and accomplishments on this slide can be anything that is proof of

your reputation, expertise, and knowledge. This includes being a member of

business associations and regional industry associations, articles in which you

were featured, internal awards at your brokerage, charities you donate to,

degrees that you have earned - anything that establishes your credibility and

reputation.

Establishing your reputation will continue to build trust and respect between you

and your client, and get you one step closer to securing the listing.

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7 – Your Relative Performance

This slide compares your individual statistics against the market average

statistics. It clearly displays the performance advantage your seller has if they list

with you.

What you see here are some critical pieces of information - the average days on

market, and the percent of listing price at sale ratio. Demonstrating that you are

faster and more effective with listings than the market average is a huge

competitive advantage for you.

If you do not have these statistics readily available, talk to your broker to see if

you can get them. If your brokerage statistics are more impressive than your

individual statistics, you should present those in this slide.

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Use a calculator on your mobile device or phone to present the math for them,

and show how working with you will net them a higher return on the sale of their

home.

From another perspective, statistics sell. They convey expertise, experience and

a comprehensive knowledge of the industry. This fact makes this slide one step

closer to being your seller's trusted advisor, as there is a high chance that your

competition doesn't even know their personal comparative statistics.

8 – How We Do It

This is another transition slide - an opportunity to pause the discussion.

A great conversation to have at this slide is to discuss how you're going to market

the home *differently* than the competition. So ask your seller - "Well, if you were

a buyer, where would you start looking for homes? Where would you find

listings?"

This triggers a role play that shows you have a buyer-focused marketing process.

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As the customer lists different things a buyer would do when buying or searching

for home, you are showing that you are the ideal pick for the listing by proving

that you are aware of how buyers work and think. The customer will typically say

that they would look for a home online.

Then you can ask, "What would make you want to view a home to buy? What

would sell you on visiting a home?". The customer will almost always say "great

pictures" as an option.

There's a reason for this particular role play - you are going to build trust with

them by meeting their expectations through your marketing process! The

presentation will address online listings, staging, and photography, so you will

meet the clients' expectations and deliver a 5-star experience.

9 – Staging and Photography

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This slide is simple, but the pictures do the storytelling here.

Ask, "Would you rather see the house on the left or the house on the right?" Of

course, they will want to see the house on the right. Imagine their surprise (and

delight) when you explain that these are images of the same home! Feel free to

use your own dramatic before and after photos from previous clients in this slide.

Explain how critical this step is in marketing the home - communicate that this is

part of the equation in selling the home at the highest return possible.

10 and 11 – Early Exposure (Pre MLS)

If you are posting a listing on your website, you are giving early exposure to the

listing before it hits the MLS.

Explain that you are the authority on the house - you've inspected it, staged it,

and you are determined to sell it. Therefore, it's only natural that it should be

posted on your website or your brokerage's website. Continue by saying that this

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listing on your site will have buyers contacting you directly through your own

brokerage and your colleagues' brokerages before the house even hits the public

market.

There is even more that you can clarify - explain that by listing your property on

your site (Pre-MLS), that the address will come up in search engine results, thus

giving the property even more exposure before it's a public listing.

12 – Online Marketing

Update your own slide to include where you choose to market your listings.

This may seem like an unnecessary slide, as for many agents online marketing is

a given. However, this is not a given to your client. You need to show them *all*

of the marketing efforts you employ in order to sell their home. You don't want to

miss any details, just in case another agent is attempting to make all the same

points.

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This slide also grants you an opportunity to talk about where people search for

homes online, making you an educator in the discussion.

Listing big names that you work with, such as Google and Realtor.com, will

elevate you in the eyes of the seller for being associated with these nationally

recognized brands.

13 – Premier Featured Home Services

This slides focuses on exclusivity and scarcity tactics. At our brokerage, we pay

extra for featured listing services on Realtor.com.

We *highly* recommend doing this, as it addresses the sellers’ pride for the

home as well as their ego. The client will love that they are a "specially featured"

home on a nationally recognized online brand. Additionally, you explain that it is

the first home that a buyer will see when searching homes on these sites, giving

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immediate exposure to the listing. This is delivering that 5th star of the

experience you want your client to have.

14 – Social Media

In this slide, explain your use of social media, and how social media is the

newest and one of the greatest opportunities to market a home.

You can take this a step further by explaining the collective spread of your

brokerage's social networking. Explain that with each agent you are connected

to, you are connected to an exponentially higher number of contacts and even

more agents to market your home to. Add that if your client accepts your friend

request on Facebook and other social networks, this spread can only get better.

Ensure them that you will help them promote their listing on their own social

media as well as utilize all of your digital spheres of influence to get the

maximum exposure possible on your professional and personal networks.

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Social media is no longer an option in marketing. It is an expectation in the

industry.

15 – 5-Star Response Time

One of the greatest fears a client has is that they will not be able to get a hold of

their agent (especially in a stressful time of need), but it's rare that they will ever

say it.

Side Note: A good way to alleviate these stressful moments is to have a

dedicated weekly (or twice weekly) check in time with your client. This way they

can have all of their questions prepared, and it lowers the call volume on your

end so you have fewer calls, text messages, and Facebook messages to juggle

at once.

One step further in this practice would be to send them a summarized report of

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the recent transaction activity before the call. This way you can spend more time

on the calls expressing your care for the client and your desire to take care of

them. This cultivates a personal relationship that will help you get some friendly

referrals.

Guarantee that you have an expedited response time for your clients and that

you are always available for their questions or concerns.

Ask them, "How would you like me to communicate with you best?", and

guarantee that you will respond in the way that they ask you to.

16 and 17 – The Conversion

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Here you can summarize your presentation - your support team, your industry

performance, and your marketing advantages.

Then say, "Well [seller], I am excited to work with you to market and sell your

home."

Your seller will be enthused as well, and you can set the expectations for what

follows. Review the pricing with your seller and go over the forms with them, then

you'll be ready to sign!

If the seller is hesitant or has further questions or concerns, we have some

objection handling tips for you in the next chapter of our manual.

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18 – Branding / Conclusion

This is the final slide in the Digital Listing Presentation - it is a branding slide.

Please note the version in the lower left hand corner - it is best practice to note

the version in your presentation to keep them organized.

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Swiping Away Seller Objections While the 5 Step Listing Appointment and the Digital Listing Presentation are

designed to preemptively address seller objections, there will occasionally still be

some seller objections to handle. Here we give you some of the main objections

you may come across, and the dialogue tips to handle them.

Question: "Can you email me your commission rate and information about your services?"

This request can often come via email and is a wonderful opportunity to make an

appointment. Turn it around and start asking questions.

Answer: "Absolutely, I cannot wait to work with you on that! Do you mind if I ask

you a few questions before I do that?"

Depending on the response, you can gauge if this customer is the right customer

for you.

If you can, attempt to get the contact on the phone in order to continue the

conversation to secure that appointment.

Question: "Will you cut your commission?"

Take the seller back to the slide that demonstrates that you perform more

effectively than the market standard. This will help you when you explain that

getting them a more substantial net return will still grant them more money when

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you charge your full fee, so you do not lower your commission.

Answer: "No, because [explanation of higher return if they list with you]. So, do

you have any more questions, or are you ready to get started?"

Remember: If you don't believe that you are worth charging a premium, then your

client won't either.

Question: "I'd like to interview another agent / I have another interview scheduled…"

This often comes up if the seller has already scheduled another appointment.

You can avoid this at the end of your initial consultation after you have secured

the appointment - ask the seller directly if they have scheduled another

appointment. If they have…

Answer: "Great. What I'd like to do is schedule my appointment last. Now, do you

have the other appointments already scheduled? Okay, great. I'd like to come in

a day later."

Statistically speaking, most clients hire the last agent that they see. This is

because the client is likely experiencing fatigue from running through several

previous interviews, so if you show up and are ready to digitally sign at the end of

your persuasive presentation, they are more likely to sign with you on the spot.

Sometimes you cannot avoid the client scheduling another interview after yours.

In this case…

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Answer: "Alright - now, [seller] - is there any reason that you would hire them,

and not hire me, after I just showed you that I can make you more? No, okay.

You just feel obligated to follow through with the appointment - I understand.

Don't you think it would be more respectful of their time to cancel that

appointment so they can spend that time generating more business?"

Reminding them that they can net more money by working with you is key in the

delivery of this particular response.

Question: "I'd like to think about it…"

Answer: "I totally understand, I know you may need some time to process things.

Do you mind if I ask what you need to think about? Was there anything that you

wanted to talk about today that I did not cover?"

More often than not, this objection is not actually present (based on the way the

appointment and the listing presentation are designed).

Question: "I thought my home would be worth more than that, as my neighbor has just sold their home…"

Firstly, you are already prepared for this because in doing the CMA, you already

know what the neighbor sold their home for - this could clear up any

misinformation that may have occurred.

Additionally, you can use the following dialogue tip:

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Answer: "You know, I'm always disappointed at what my house is worth as well,

because I think my home is worth more than what the market determines."

By shifting the focus from the neighbor's home to the unfortunate market

situation, you have taken the undesirable home price and shifted its cause from

*you* to the industry as a greater whole. You’ve also demonstrated that you are

an industry expert by acknowledging that you are well aware of the current

market standards.

Question: "Another agent said they would sell my home for more…"

Answer: "I understand - sometimes this is a common tactic in real estate in which

agents will say this just to get your listing. This is called buying a listing - they

promise to sell your house for more… But unfortunately, you become a

contributing statistic to increase the average days on market. That agent may

end up coming to you after a few weeks looking to lower the price of your home.

We put your house at the value the market determines your house is worth. Then

more often than not, we're going to generate enough traffic to get at least asking

price, or more."

Explain to them that pricing the home correctly will generate more traffic, and

thus more offers.

Now that you've gone over your the delivery of your listing presentation and the

set up of your listing appointment from beginning to end, it's time for you to

customize our Digital Listing Presentation template to make it your own!

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Customize Your Digital Listing Presentation

While we cover the following section using Keynote on a MacBook Pro (and an

iMac in the training videos themselves) to customize the presentation, you may

use Power Point or another app depending on what resources are available to

you. If you are not using Keynote to customize the Digital Listing Presentation,

it's important to take note of what changes *can* be made, and what we

recommend you edit to make this presentation your own.

Step 1

The first slide we will customize is the first slide of the Digital Listing

Presentation.

Something to note about the first slide of this presentation is that there are a

couple gradient layers overlaying the background image to make the foreground

text stand out more, and there is another layer on "top" of the images that

contains this text.

In order to separate the layers, you'll have to "Ungroup" them by checking

"ungroup" in the toolbar.

Once you have ungrouped the layers, you can temporarily move them aside to

make the necessary edits to this slide.

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Delete the background image layer and replace it with a background image that

reflects your business or your brand. You can do this by inserting a picture from

the "Insert" menu at the top of the screen.

Once your new image is loaded, make sure to expand the size appropriately so it

takes up the entire background of this slide. To make it the background (bottom

layer), right click the photo and select "Send to Back".

Take those other layers - the gradient layers and the text - and realign them over

the slide.

Insert your company logo where the text indicates (or, if it looks better

somewhere else on top of the image, feel free to use your judgment). We

recommend that you use a .PNG file, or a logo without a solid background, for

more aesthetic appeal. This will make the slide more seamless and professional

in appearance.

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Finally, edit the appropriate text to reflect your company and branding. Don't

forget to insert the name of your address and seller before you go on

appointments!

Step 2

The next slide that you may wish to make changes to is the "Why Choose Us?"

slide.

While this is a very simple slide, you can change the color to be more reflective

of your own brand.

In order to do this, you'll have to move the gradient layer like you did in the first

slide. Then, using the toolbar on the right of the program, you can edit the

background color.

Once you've picked your color, move the gradient back into alignment with the

slide.

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If you like, you can also select the "Why Choose Us?" text boxes to change the

language of this transition slide.

Step 3

Now we come to the Meet the Team slide. This is where you'll want to collect

your own images of your team to replace the images of our team. Using images

is key, as people emotionally connect more with images of people than they do

with just their names.

Reminder: If you work with a relatively small team, this is an excellent place to

put your contractor and vendor referrals.

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Step 4

On the Five Star Promise slide, you may consider changing the color of the star

shapes in order to match your branding.

Step 5

The next slide you'll want to edit pertains to your Awards and Achievements.

Here you'll want to replace the text in our template with the various

accomplishments, business associations, degrees, and other documented

milestones that will increase your credibility with your seller (for further guidance

on this, refer to the slide-by-slide delivery section of this manual).

You should even consider using official logos and images to increase the

aesthetic appeal of this slide.

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If you're more comfortable listing associations rather than awards or

achievements, you can replace either of these subjects in the title of the slide.

Step 6

This next slide pertains to your professional performance with your days on

market average and list to sale price. You will need to update this data with

information from your broker and/or your regional board.

This is a very text-based slide, so all you have to do is delete the text prompt at

the bottom of the screen, and replace our statistics with statistics of your own.

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Step 7

The next slide to edit is the transition slide - "How We Do It". As with the first

transitional slide, the only thing you may want to change is the color of the

background. Move the gradient layer in order to select the background and

change the color.

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Remember to move the gradient back into alignment after you select the new

color of your choice.

Step 8

In the staging and photography slide, you are free to use our images to

demonstrate the concept of staging to your seller. However, if you have your own

dramatic before and after staging photos, you will build more credibility by

indicating that the staging was completed for a client of your own.

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Step 9

These two slides are used to show that your websites feature pre-MLS exposure.

You'll want to change the screenshots to match your own website's pre-MLS

listing page, and delete the top layer of text prompting you to make the edits.

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Additionally, you can use the tools in your presentation software to highlight the

areas of the screenshot that indicate the home listings.

Step 10

In the Online Marketing slide, you'll want to incorporate the logos of all of the

name brands that you market with on the internet. If they do not match up with

the brands that we market with in our template, replace them accordingly.

Step 11

If you offer Premier Featured listings, like on Zillow or Realtor.com, you should

replace the geographic image displaying Featured Listings with your own region

(the one we provide is an image of the Austin, Texas area). If you do not offer

Premier Featured listings as a part of your service, you should remove this slide

entirely (though it is a service that we highly recommend).

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Step 12

On the social media slide, all you have to do is remove or add the logos of the

social media channels you will be marketing your listings on. Again, if you do not

market on social media (despite our strong recommendation!) you should remove

this slide entirely.

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Step 13

The last slide that you'll want to edit is the final branding page.

Replace the text with your company logo, and change the background color to

match your brand accordingly.

Congratulations! You have finished customizing your very own Digital Listing

Presentation, and have completed the training manual on the Digital Listing

Presentation Power Pack.

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Now you should be able to get more listing appointments, prepare documents on

your iPad in preparation for a listing appointment, deliver an outstanding

Paperless Agent 5-Step Listing Appointment including a persuasive Digital

Listing Presentation, and customize our DLP template to make the presentation

your very own.

Now that you have reviewed all the tools you have at your disposal, it's time to

practice, practice, practice. Remember - repetition is the key to mastery, and the

more you practice the 5-Step Listing appointment, the smoother the appointment

will run and the more confidence you'll have in your delivery.

If you need any assistance with any of the training materials, or need some

additional technology coaching, please do not hesitate to reach out to our

support team. They can be reached at [email protected], or by

phone at 512-271-5818.

Good luck!

DLP Manual

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Transcript of DLP Manual