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2	Presenting The Offer The presentation of an offer has as many variations as there are agents who present them. The most important thing is that you do not try to present an offer without having a guide, an outline, a tracking system that you present offers with. You can not afford, nor can your client afford, to have you present the offer in a haphazard way. Proficient real estate practitioners rehearse presenting their offers. You should rehearse each offer you present.
3	Presenting The Offer Remember this, if you don’t get an accepted offer, at least get a counter offer. Even if the counter offer is at the full price and terms. A counter offer means the door is still open, a rejection means that the door has closed, if not in your mind, then in the mind of your buyers.
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5	You Develop A Track for Delivery What are tracks? Why use tracks? When do you use tracks? Where do you use tracks?
6	What Are Tracks Tracks are outlines that you follow when you are trying to accomplish most tasks. You have a track when you get up in the morning, your BEST TRACK may be to get up, shower immediately, get dressed and start your day. Somedays you don’t follow that track, you get up, have a cup of coffee, read the newspaper, then you take a shower and begin your day. One of those tracks will work better for you. The track keeps you maximally productive.
7	Why Use Tracks? Tracks accomplish many things. The most important of which are; We begin and complete a project using a method that will guarantee the greatest probability for success. We know where we are in a task from moment to moment. (Construction of a Home Example)
8	When Do You Use Tracks? Use tracks, or tracking, when you are participating in relatively complex procedures. The tracks will keep you from missing, or forgetting, points that need to be presented, accomplished, or addressed. Tracks are absolutely necessary when you are learning new skills, tracks are desirable when you are performing complex tasks. Tracks are very desirable when you are working with teams, or in a group.
9	Where Do You Use Tracks You should develop and use tracks whenever you realize that a track would, or could be beneficial to your goal. Most functions in this life are best performed in a methodical way. Tracks keep us with method, or methodical. When we are lazy and avoid developing tracks, we use up a great deal of time, and create more work to accomplish what could have been accomplished more quickly using a good track.
10	Presentation Begins The presentation of any offer begins the day you pre-view the home. If you made an acceptable impression on the owner of the home, they will feel warm about any offer you present. If you made no impression, or if your impression was negative, the owner will be resistant to your offer if there are more offers in the back ground.
11	Your Track For Showing A Listing 1. Report With Agent Developed 2. Report With Seller Developed 3. Report With Agent and Seller substantiated with follow up information.
12	Two Players You Have To Impress You have to impress the owner. You have to impress the Listing Agent. You have to impress these two before you present the offer. If you have properly impressed these two players, you are 25% to the acceptance of your offer, even if you haven’t written it yet.
13	The Seller/The Listing Agent You must make the owner and the listing agent want you to be the one who gets to sell the home to your buyer. If they want you to win, half of your battle is already over. How are you going to do that?
14	Build A Track For The Offer You call the listing agent to pre-view the home. Start building a warm report. “Is the home still available?” . . . They answer “yes.” You say “Great”, then sincerely you say, “it looks like you have a really good offering, I hope I’m the one who sells it.” – “I’m going to preview the home and see if it fits my buyers.” . . . “wish me luck.”
15	Possibilities for Preview Call first, no answer, go direct. Appointment only. a. Appointment with listing agent. b. Appointment with owner. You use any of the above methods as selling tools from the very beginning of your association. If you don’t sell this one, the listing agent will remember you if you deal with them again, they will have a good thought in their mind when they think of you and when the talk about you.
16	Call First Preview You call first, no one is home, you go direct. Upon entering the home you will assume that since the time you called someone has come home. You will holler loudly, “Realtor, Hello Realtor . . . Anyone home?” Even if there is no answer, continue to be obvious and loud in you inspection. This keeps you from surprising anyone. (The Earphone Story works well here.)
17	Call First Preview No One Home 1 You go to the home, you finish your preview of the home, and you leave a note to the seller that you were there, you loved their home, and you hope you get to be the one who sells it.
18	Call First Preview No One Home 2 You further note on your note card that you will be getting in touch with the seller and you will be letting them know, the seller, if you can get your buyers to view their home.
19	Call First Preview No One Home 3 Regardless, you call back, tell the buyer the outcome. You call the Listing Agent, you tell them the outcome. This builds report, this develops those relationships that make people successful in real estate.
20	These Tracks Begin to Make Sense You can see that you have laid the ground work for a powerful relationship. You are on the listing agents side, you told them and you verified it. You are on the Seller’s side, you told them and you verified it.
21	Call First Someone Is Home You call first, someone answers the telephone, and you tell them you are on your way to inspect the home. The conversation will go like this; “Hello, is this Mrs. Menninger?” they answer “yes.” . . . You say, “This is Robert Rooks from Robert Rooks and Associates, I’m on my way over to take a look at your home, I have several buyers that I think will be interested in your home. I hope to meet you when I get there.”
22	Your Primary Jobs on Preview You have two primary jobs when your previewing real property. 1. Pre-view the home and evaluate the home for your presentation to others. 2. When pre-viewing the home you meet the seller and you develop a report or beginning relationship with them. “You have a lovely home, I hope I’m the one who gets to sell it. I’m going to get in touch with my buyers and see if I can get them here to see your lovely home.”
23	Send Thank You Notes Regardless Send the Seller a Thank You for letting me show your property note, mention how wonderful their listing agent is, and let them know the outcome. Your thank you note should have a photograph of you on the note, and preferably on the envelope. The envelope should be personalized for you, not your company.
24	You Show The Offering You would at this point show the offering to the buyer. The buyer either likes the home or the buyer doesn’t like the home. Generally speaking you can help the buyer become realistic, but they will chose the home and neighborhood that they are comfortable with.
25	You Write an Offer If your buyer likes the home, and you write an offer, you can see that the Seller and the Seller’s Agent already have a good opinion of you, and probably this will make them trust you more, which will lead them to think you have written the best offer. If your offer is not the best offer, the Listing Agent and the Seller will likely give you guidelines for writing the winning offer.
26	The Buyer Doesn’t Like The Property If your buyer is unimpressed with the property, call the listing agent and tell them that the property just wasn’t for your buyer. Call the buyer, thank them for letting you show the property, and send another thank you note. Don’t say your buyer didn’t like the property, just say they couldn’t quite achieve the purchase.
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28	If You’ve Written an Offer You will have five things you need other than the offer; The offer. Buyer’s Pre-Approval Letter for the loan. Verification of funds. Photograph of the family. Letter from the buyers. (The agency disclosure agreement is ratified in the deposit receipt. You should give a copy of your original as well.)
29	When You’ve Written The Offer When you’ve written and offer, you will call the listing agent an inform them, they will want you to fax the offer to them. Try and be part of the presentation. At least deliver the offer to the listing agent in person. Give them a face and personality to identify with. Beg to be part of the presentation.
30	Listing Agent When calling the listing agent, even if they won’t let you go to the presentation with them, take a picture to them, take a copy of the letter for the Seller, from the Buyer for them to present, a copy of the pre-approval, and a copy of the proof of funds. Be in front of the home, or the building where the presentation will take place. This shows your sincerity, your buyers sincerity, and that you are on the spot to help make any decisions, or clear an muddy areas.
31	If It Is Possible Be There If it is at all possible you need to be there. If not, you will have to give the Listing Agent copies of the Pre-Qualify Letter, and present it well to the listing agent. Too many agents today are presenting pre-qualifying letters that are worthless, you have to convince the Selling Agent that yours is real. Give them the letter from the Buyer, and read it to them. This will pre-judice them when they read it. Give them the photograph of the buyers.
32	If You Don’t Get To Go If you don’t get to go, at least be in front of the home, or the building where the listing agent is presenting the offer. Wait as long as you have to wait.
33	If You Get To Present the Offer Greet the Sellers and begin bonding with them, that is, make your interest their interest. Talk about the buyers. Give some background concerning the buyers. Give the Seller a copy of the “Buyers Picture” and the “Buyers Letter.” Read the “Buyers Letter” to the seller. Present the offer from a “Net to Seller position.” Adjust the Net, when necessary.
34	1. Greet The Sellers and Bond “Mr. and Mrs. Menninger, if you don’t mind I would like to present the offer from a net standpoint, that is present the offer so that you’ll know what you are going to get at the close of escrow.” “I think you’ll agree with me that once you know you have met your cash needs at close of escrow, we can go through the details of the offer.”
35	1. Greeting and Bonding 2 Greet the sellers with them in mind, their needs, that will solve half of your battle. “Hello, Mr. Menninger, Mrs. Menninger, I’ve met you before, remember me?” they nod. “I think I have written an offer on your lovely home that will be acceptable to you, and I think your going to like the buyers.”
36	2. Present the Buyer “Before I get into the Net Proceeds at Close of Escrow, I would like to make you comfortable with the buyers who, I hope and they hope you’ll chose to be the next owner of your home.” “Does that sound like something that you would like?” Normally they will agree.
37	3. Give a Copy of The Buyers Photograph “You may have seen the Whitakers when they were looking at your home. You’ll remember they were trying not to look too excited.” “This is a photograph of the Whitakers and their two children.” – “That’s a copy, you can have it if you would like.”
38	4. Read The Buyers Letter “The buyers have written you a letter about your home. They asked me to read the letter to you. Would that be alright?” Normally they will say “yes”. You give each, a copy of the letter, the Listing Agent, the Sellers. (You have normally pre-drafted the “Buyer Letter”, and you will use one to three variations throughout your real estate career. You will have the buyers write it out on presentation type paper and make copies for everyone. Sometimes the buyer will take the initiative and write their own letter. This is usually good.)
39	“The Letter” Dear Mr. And Mrs. Brennan, We have looked and looked for a home without any success until we walked in the front door of your home. We were thrilled, we couldn’t believe our eyes. This was the beautiful well taken care of home, filled with loving memories, that we have been looking for.
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42	“The Letter” We hope you’ll pick us to be the owners of your lovely home, but if you can’t we understand. God Bless You, John and Wendy Sullivan And Mathew (Our Son)
43	The Photograph The reason for the photograph is identification. When someone knows someone else, or they think they know someone else, they are normally more receptive to the offer from that person. A photograph gives a buyer more identification. The seller is no longer dealing with written numbers and words.
44	The Photograph The letter and the photograph should put the seller in the position of feeling as if they are dealing with a real “Human Being”. These two steps alone should save most of your offers. Ninety percent of the time you will cause the seller to want your buyer to have the property.
45	The Photograph Every situation where an offer is involved is improved when you use a letter, and a photograph. Not to use these tools is foolish. Many agents simply don’t bother. Most of the most successful agents will use methods like this to accomplish their end goal. That’s why they are successful agents.
46	5. Present From a Net Standpoint Presenting from a “Net” means that you will figure out the actual cash the seller will receive at the close of escrow. This is a very desirable approach. There may be several offers at different prices. These offers can be confusing concerning their real dollar value. This is because the offers are asking the seller to do certain things that reduce their net proceeds at close of escrow.
47	5. Present From a Net Standpoint Using a “Net Proceeds” sheet for each offer reduces the offer to what the seller will receive at the close of escrow. This has the same affect as evaluating the value of each offer. The offer producing the most dollar gain will normally be the most valuable offer for the seller.
48	6. Adjust Nets If Needed If the seller needs to net more at the close of escrow, you can quickly learn to counter each offer so that each offer will net the seller the same amount of money. Then it is simply a matter of the terms, long escrow, short escrow etc. The qualification becomes the next issue, who is the best buyer from a financial standpoint?
49	Finally, Go Over Details of Offer Once you have reduced the offers to their actual value, you can proceed with the details of the offer. Some sellers will understand, some won’t or won’t care. Still go over the details, close of escrow, termite work, everything in working order etc.
50	Convey The Results to Buyer As soon as the offer is accepted, or counter offered, you need to relay the results to the buyer. Try and do this in the most timely fashion. The most timely fashion is normally the telephone. Some agents actually have the buyer wait outside in the car.
51	Conveying Results to The Buyer The buyers offer is not complete until conveyance of acceptance is relayed to the buyer. If the offer has been countered, you can get a conditional acceptance from the buyer over the telephone. Then you will go to the buyer and get a signature.
52	Now Tell The Seller When there is a counter offer situation, you must then relay acceptance of the counter, by way of a signature, to the seller. The reason for the immediacy is that there may be more offers coming in. You want to stop the offering stage, get acceptance now. Your next step is to open escrow.
53	The Net Sheet We will conduct the net sheet as a separate class. This has to be practiced as all of these methods are skills. Skills have to be honed, practiced, rehearsed.
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