Beating the Competition Every Time

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Transcript (enhanced with AI for clarity)

Many of you have asked for more information on our listing product. One of the things I prided myself on for 30 years as a real estate agent is that I could get out of a listing presentation quicker than most, promise less, and yet have a happier and higher signing ratio. I have distilled this into a product so complete that if you follow it, you will beat agents with more experience, larger databases, and more success.

We will give you the tools to make the most impressive listing presentation possible, centered around the client. We call this product Beating the Competition Every Time. I know that’s a little aggressive, but everything we do is geared toward bringing you to the next production level.

This product includes a DVD video of me making my listing presentation, with audio commentary explaining why I’m doing what I’m doing. There are also two training DVDs and a CD along with a data CD to access all the information in the accompanying book easily.

This is more than just a listing presentation. We provide pre-counseling questions to get answers from the seller before the presentation, allowing you to create a customized experience. It’s no harder than a normal listing presentation; you know the seller’s hot buttons and what they’re looking for in advance.

The process starts with a pre-consultation phone call and an email pre-confirmation package. This extracts more information from the seller while demonstrating that you are organized and caring and want to ensure your marketing plan aligns with their goals.

The pre-counseling and pre-confirmation elements make the actual listing presentation easier. We’re making a presentation about things we already know the seller needs. We’ve had time to study their needs and how we can fulfill them so the presentation can be completed in 20-30 minutes. It comes down to three closing questions, and I can tell you that if you don’t get the listing, you’ll uncover the objection that will lead to getting it.

We show you how to handle all the objections in a listing presentation. This is one of the most complete and well-thought-out products available, created by someone who did this successfully year after year. We also include post-listing activities to increase your chances of closing further with a happy seller who will continue to refer you to business.

If you’ve seen other listing presentations, please look at this. You’ll immediately see the difference. It’s been created by someone very successful in this business. I encourage you to implement these systems into your listing presentation immediately. Thank you very much. You’re going to love this product.

Summary (enhanced with AI)

Walter Sanford, one of North America’s most successful real estate agents, wrote this listing product, Beating the Competition Every Time, to provide a systematic approach to help real estate agents excel in listing presentations. It enables even less experienced agents to compete successfully with more established professionals.

The product includes:

• A DVD showcasing the speaker’s listing presentation
• Two training DVDs
• Audio commentary (CVD) explaining the methodology
• A data CD with supporting materials

The system emphasizes pre-consultation preparation, including:

• Specific pre-counseling questions
• Email confirmation packages

This strategy allows agents to create customized presentations based on seller needs. This approach can reduce presentation time to 20-30 minutes while maintaining high effectiveness. The presentation concludes with three key closing questions and strategies for handling objections. The product also includes post-listing activities to ensure client satisfaction and generate long-term referrals.

Chapters

Introduction to the Listing Product

Walter introduces his 30-year experience as a real estate agent, emphasizing his ability to conduct efficient listing presentations with high success rates.

Product Components and Features

The product includes a DVD of the listing presentation, two DVD training videos, audio commentary (CD), and a data CD with comprehensive materials for easy access.

Pre-Consultation Process

Details the pre-counseling questions and email confirmation package designed to gather seller information before the presentation.

Streamlined Presentation Approach

Explains how the pre-consultation process enables a focused 20-30 minute presentation addressing specific seller needs.

Objection Handling and Post-Listing Activities

Covers comprehensive objection-handling strategies and post-listing activities to ensure successful transactions and future referrals.

Action Items

• Implement pre-counseling questions before listing presentations.
• Send email pre-confirmation packages to gather seller information.
• Prepare customized presentations based on gathered seller information.
• Implement the three closing questions during presentations.
• Execute specific post-listing activities to ensure client satisfaction.