Symposium Book

SYMPOSIUM

April 27, 2017

Course Materials

National CRS Instructor 4/14/17 3:33 PM

Jackie Leavenworth

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SYMPOSIUM SERIES PLATINUM SPONSOR

WASHINGTON REALTORS® CORPORATE SPONSORS

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BUSINESS SYMPOSIUM

April 27, 2017 | 8:30 am-4:00 pm

Hilton Seattle Airport & Conference Center
17620 International Blvd., Seattle, WA 98188

SCHEDULE

7:30 am CHECK IN/REGISTRATION Light breakfast breads & coffee/tea available.

8:30 am CLASS #1 • It’s a Price War to the Door

11:40 am LUNCH

12:20 pm CLASS #2 • Negotiations, the Games People Play

4:00 pm CLASS END

HOW THE SYMPOSIUM WORKS

REGISTRATION/CHECK-IN PARKING
Registration/check-in opens at 7:30am and the During Check-in staff collected information
announcements/first class begins at 8:30am sharp. concerning your parking needs. At the end of
the event staff will distribute parking vouchers.
CLOCK HOURS & YOUR CLASS CARDS
During check-in you received a CLASS CARD. LUNCH
Complete the information on the back of your Lunch will be served 11:40-12:20.
card and keep your card for the whole event.
AT THE END OF THE EVENT
Toward the end of each class Monitors will • Complete the information on
hand you a stamp. You will need to stamp the
corresponding box on your CLASS CARD the back of our card and sign.
and pass the stamp to the next student.
• Turn-in your STAMPED CLASS
NOTE CARD to a staff member. We
Each stamp is unique to each monitor and each will inventory your stamps and
session. If you card is stamped all at once with email CE certificates accordingly.
the same stamp you will not receive CE.
• Don’t forget to get a
CLOCK HOUR TOTALS parking voucher.
If you attend both sessions, you will a total of
7.5 Clock Hours. In order to qualify for CE • Please expect to receive your
you will need to attend both of the sessions. emailed certificates within
two weeks of the event.

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MEET JACKIE

LEAVENWORTH
Aside from being a fun-loving wife, mother and grandmother of 8 beautiful
children …I am a REALTOR® just like most of the people who visit my
site. During my 30 year real estate career, I’ve learned that the dream I had
since I was about three years old still stands. I always wanted to teach and
that passion remains today. Whether I am in a small crowd of 10 – 25, or an
auditorium filled with thousands of people, I am living my dream by making
a positive difference in the lives of those around me. I love to figure out your
need and find a practical solution that you can implement immediately to
enhance your business …and, I’m told… your life.

I am blessed to have a career that allows me to fulfill my purpose. Coaching
individuals or training masses, is the best! I look forward to interacting with
you. My goal will always be to assist you in being the best you can be and
believing in yourself. Thank you for being a part of my life.” Visit: www.
coachjackie.com or email [email protected] for more information.

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Jackie Leavenworth
 

 
C l a s s 1 :
  ABR,
 CRB,
 CRS,
 GRI,
 SFR
 
 

 
It’s a Price WarCoach
 Jackie
 Presents
 
 
t o t h e D o o r“It’s
 a
 Price
 War
 to
 the
 Door”
 
 

 

 

 

 

 

Coach Jackie

Jackie Leavenworth Seminars

Washington REALTORS® Business Symposium • Jackie Leavenworth • Material subject to copyright • 05

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™
Pricing Challenges

Words Can Change Perception
Webster’s dictionary defines…

“Price”: W_________ or V__________

“Position”: to P_________; the place among the C____________

“Comparable”: that which is worthy of comparison by being S_________
or “E____________”

“Competition”: a rivalry in business for C_______ or for the M_____

“Not all C____________ is C______________” 2

Jackie Leavenworth

Compliments of: Jackie Leavenworth Seminars
Copyright2015 / all rights reserved

www.CoachJackie.com / [email protected] / @CoachJackieL

06 • Washington REALTORS® Business Symposium • Jackie Leavenworth • Material subject to copyright 4/14/17 3:33 PM

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™

Yesterday’s
Dialogue
Price

Active listings
Fair market
value
List price

Price reduction

Study the Market Through the Buyers’ Eyes
If you want to catch a mouse, you must think like a M__________!
Study the big picture of the market to discover the true competition
Market momentum:

Supply & demand

Odds of success

3

Compliments of: Jackie Leavenworth Seminars
Copyright2015 / all rights reserved

www.CoachJackie.com / [email protected] / @CoachJackieL

Washington REALTORS® Business Symposium • Jackie Leavenworth • Material subject to copyright • 07

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™

Teach the Seller to Think Like a Buyer

Know what the seller is thinking:
 

 

Ø “I will be doing a lot of R__________ about your property prior to our
appointment. I know your M_________ very well, but I’m also aware
that every property has it’s own U__________ selling advantages
and I haven’t had the opportunity to see yours. What price range
would you S___________ I study?”

Ø Run a quick CMA to determine if the seller is correct, or unrealistic
Sellers understand waiting in line
Run “Statistics that Matter”© / “Shopping Cart Report”

Ø (instructions pg 7, report pg 8)
Ø Seller gets only the report page
Ø Agent keeps the worksheet and the MLS data that was used

Graphic presentation of the “Market Statistics that Matter”©
Ø Run a one-liner of the unsold properties (The “long list”)
Ø Run a one-liner of the sold properties

Study the Market Through the A__________’s_ Eyes

Traditional “CMA” and presentation
IPOD or C______________?

4

Compliments of: Jackie Leavenworth Seminars
Copyright2015 / all rights reserved

www.CoachJackie.com / [email protected] / @CoachJackieL

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™

Reinvent your old CMA, turn it into an IPOD!
Q___________ H__________ A___________
Sellers look for Q____________ buyers
Buyers look for Q____________ homes

Presentation Magic: Five Minute Positioning!
Turn your CMA/QHA into a graphic presentation
Use the properties from your CMA/QHA

• Highlight the “unsold” CMA properties on the “unsold long list”
• Highlight the “sold” CMA properties on the “sold list”

This visual shows the sellers how many properties are competing with
them for the buyer’s attention and where the most similar properties are
currently positioned

Let the seller set the I___________ M__________ P___________
for the home!

“Mr. & Mrs. Seller, where, on this list, would you like to P__________ your
home to attract T___________buyers?”

5

Compliments of: Jackie Leavenworth Seminars
Copyright2015 / all rights reserved

www.CoachJackie.com / [email protected] / @CoachJackieL

Washington REALTORS® Business Symposium • Jackie Leavenworth • Material subject to copyright • 09

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™

Coach the Seller to Read the Market & Reposition When Necessary


 

Market
 Response
  Seller
 Response
 

Heavy
 traffic,
 steady
 in-­‐person
 showings
  If
 you
 have
 the
 T____
 and
 the
 M______,
 I
 
and/or
 multiple
 showings
 to
 same
 buyer
  recommend
 that
 you
 sit
 tight
 and
 hope
 for
 an
 

acceptable
 offer
 

Sporadic
 in-­‐person
 showings
  M____________
 R__________
 ($5,000
 or
 
more
 w/I
 the
 same
 price
 range)
 to
 see
 if
 in-­‐

person
 showings
 increase
 

 
S_______________
 R__________
 to
 the
 next
 
Slow
 or
 no
 in-­‐person
 showings
  price
 range
 to
 attract
 a
 new
 group
 of
 buyers
 

 
and
 double
 exposure
 

 

When the market is not R____________ in a way that will get the sellers

where they want to G_______, on time…R_____________!

Additional Notes

6

Compliments of: Jackie Leavenworth Seminars
Copyright2015 / all rights reserved

www.CoachJackie.com / [email protected] / @CoachJackieL

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Market Statistics that Matter…Agent Worksheet Don’t give this to anyone…it’s your IPOD

Total # of homes competing # Of homes sold in 90 days
for the buyer’s attention - _____

______________________ (All sold, same price range and
radius, 90 days back)
(All active residential, price
range, within minimum 5 mile # of homes sold, on average,
radius of seller’s home…how far each month ______
will buyers drive to find their new (total sold ÷ 3 )
Ex: 21 sold ÷ 3 = 7 per
home?) month
Ex: 89
Based on the current
# Of months some sellers statistics, what are the odds
may wait to sell
of selling within 30 days?
______________ __________________

(# of competing homes divided (# of homes sold each month
by # of homes sold each month) divided by # of competing
homes)
Ex: 89 ÷ 7 = 12.7 months) Ex: 7 ÷ 89 = less than 8%

This research from the local MLS includes the price range from $__________ to $__________
and within a ___________ mile radius of your home. Date of Report: ______________

All data from MLS is deemed reliable, but not guaranteed

Compliments of “Coach Jackie” Leavenworth www.CoachJackie.com Copyright 2015 all rights reserved

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Market Statistics that Matter

Total # of homes competing # Of homes sold in 90 days _
for the bu™yer’s attention - # of homes sold, on average,

______________________ each month ______

# Of months some sellers Based on the current
may wait to sell ______ statistics, what are the odds
of selling within 30 days? ___

This research from the local MLS includes the price range from $__________ to $______8____
and within a ___________ mile radius of your home. Date of Report: ______________

All data from MLS is deemed reliable, but not guaranteed

Compliments of “Coach Jackie” Leavenworth www.CoachJackie.com Copyright 2015 all rights reserved

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BusinessSymposiumBook2017.indd 12

Class 2:

Negotiations:
The Games

  People Play


 

Negotiations:
 
 A master negotiator understands and practices solid, proven

techniques that get you to “yes,” bypass “no,” and end up with
delighted clients leading to future referrals. People are not

The
 Games
 People
 Play
 born master negotiators; rather, master negotiators are created

through a sincere desire to help others and to learn new skills.


 


 

 

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  ™
  2
 


 


 

Human
 Behavior
 Games
 


 

Tic-­‐tac-­‐toe:
 Three
 possible
 outcomes
 

1.
 

2.
 

3.
 


 

The
 role
 of
 “fairness”
 


 


  Rule
 #1:
 
 Negotiate
 for
 M___________
 G__________
 

 

 
PAC
 man:
 
 
 

P
 
 
 
  P
 

 
A
 
 
 
  A
 

 
C
 
 
 
  C
 

 

Stay
 C______________________
 &
 drop
 the
 D______________
 


 

Is
 this
 an
 I_______________
 or
 a
 T______________?
 


 

See-­‐saw:
 
 
 

Learn
 to
 balance
 E_____________
 &
 L____________
 


 

Great
 &
 N_____
 S_____
 great
 


  Rule
 #2:
 
 Control
 emotions
 &
 learn
 to
 stay
 calm
 


 

 

www.coachjackie.com
 Copyright©2015
 [email protected]
 
 
 @CoachJackieL
 
 

 

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  ™
 
 


 

Communication
 &
 Connection
 Games
 


 
Hide
 &
 seek:
 
 Find
 your
 client’s
 “inner
 C_____________
 need
 to
 A________”
 


 
Never
 tell
 what
 you
 can
 A________
 


 
“Why
 are
 you
 M____________
 at
 this
 time?”
 

“What
 will
 this
 _________
 mean
 to
 your
 and
 your
 family?”
 

“What
 would
 happen
 if
 you
 didn’t
 M________
 within
 ____
 days?”
 


 

 

 

Do
 You
 Hear
 What
 I
 Hear?
 
 Effective
 Listening
 Strategies
 
 
5
 steps
 to
 effective
 listening
 


 

1. Become
 aware
 of
 your
 P________________
 

2. Quiet
 your
 P________________
 

3. Make
 E_________
 contact
 

4. Make
 your
 P_____________
 a
 repeater
 

5. Let
 your
 parrot
 tell
 the
 S___________
 


  Rule
 #3:
 Find
 their
 why
 &
 listen
 

  Games
 Buyers
 &
 Sellers
 Play
 


 

 

 


 
4
 expectations
 to
 cover
 with
 buyers
 and
 sellers
 

www.coachjackie.com
 Copyright©2015
 [email protected]
 
 
 @CoachJackieL
 
  3
 

 

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  ™
 

 

 
1) Can
 the
 market
 live
 up
 to
 your
 expectations?
 


 

 

2) Can
 you
 live
 up
 to
 the
 market’s
 expectations?
 

 

 

3) Can
 I
 live
 up
 to
 your
 expectations
 

 

 

4) Can
 you
 live
 up
 to
 my
 expectations
 


 

Rule
 #4:
 Cover
 expectations
 upfront
 


 

“Will
 you
 cut
 your
 commission?”
 
 
 
 (Commission
 or
 S____________
 F_______
 )
 

 
 

“N____,
 but
 T_________
 for
 A__________”
 
 


 

“NBTFA,
 do
 you
 have
 any
 other
 Q_______________
 before
 we
 proceed?”
 


 

 

“NBTFA,
 This
 is
 exactly
 the
 T______
 for
 you
 to
 test
 my
 N______________
 skills”
 

 


 

“NBTFA
 I
 used
 to
 do
 that,
 but
 I’ve
 learned
 that
 it
 just
 doesn’t
 W_________
 for
 
M____________
 anymore”
 


 


  Rule
 #5:
 Earn
 &
 protect
 your
 fee
 


 

www.coachjackie.com
 Copyright©2015
 [email protected]
 
 
 @CoachJackieL
 
  4
 

 

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Calculate(the(Cost(of(Money(and(the(Cost(of(Waiting(!

!
!

The(cost(of(money(

(
To(calculate(the(monthly(cost(of(money,(
multiply(the(amount(borrowed((divided(
by(1,000)(by(the(factor(for(the(interest(

rate(&(loan(duration((on(left)(
(

EX:($100,000(borrowed((6%(30(yrs)(
100(x(6((factor)(=($600(month(P&I((

(÷(30(days(=($20(per(day(
(

Counter(Offers(
$5,000(counter(offer(@(6%((30(yrs(
5(x(6((factor)(=($30(month(or($1(day(

(
(
Calculation:(
$(needed(________(÷(1,000(=(_______((
x(factor(of(_____(=($____(mo(P&I((
÷(30(days(=($____(per(day(
!

!

Cost(of(waiting(

((
Example:(Buyer(wants(a(payment(of($1,500(P&I(per(month(

(
$1,500(monthly(P&I(÷(factor(x(1,000(=(amount(of(money(that(can(be(borrowed(

(
(4%(interest(for(30(years):(($1,500(P&I(÷(4.77((factor)(=($314.46(x(1,000(=($314,465(mortgage(amt.(

(5%(interest(for(30(years):(($1,500(P&I(÷(5.37(=($279.33(x(1,000(=($279,329(mortgage(amt.(
This(buyer(has(lost(over($35,000(in(buying(power(because(of(the(increase(in(interest(rate((

(
Anticipated(monthly(P(&(I(_______(÷(factor(_____(=($_______(x(1,000(=($_______((mortgage(amount)(
Anticipated(monthly(P(&(I(_______(÷(factor(_____(=($_______(x(1,000(=($_______((mortgage(amount)(
Anticipated(monthly(P(&(I(_______(÷(factor(_____(=($_______(x(1,000(=($_______((mortgage(amount)(

(
(
(
Compliments(of:(Jackie(Leavenworth(Seminars(
216A647A4477(www.coachjackie.com(
Copyright©[email protected]!

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NOTES:

18 • Washington REALTORS® Business Symposium • Jackie Leavenworth • Material subject to copyright 4/14/17 3:33 PM

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NOTES:

CONTACT:

Washington REALTORS® Education Jackie Leavenworth
PO Box 719, Olympia, WA 98507 Jackie Leavenworth Seminars
[email protected]
www.warealtor.org [email protected]
www.coachjackie.com

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EVENT SPONSOR

WHO WE ARE: PRODUCTS & SERVICES

NWMLS is a not-for-profit, member- MLS DATABASE
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SHOWINGTIME
ShowingTime is an efficient, online scheduling and management tool which
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