1. Seller Centric Value Chain
1.1. Establish an effective business model around obtaining new listings, servicing sellers, and repeat referrals.
1.1.1. http://strategyzer.com
1.1.2. Create customer segments
1.1.3. Create value
1.1.4. Create revenue streams
1.2. Mind map the entire transaction to demonstrate the activities necessary for a successful purchase.
1.2.1. Orlando Regional Realtor Association Critical Role of the Realtor
1.2.2. Create mind map for each type of seller
1.2.3. Identify steps in the process
1.2.4. Hold task accountable to team member
1.3. Select the most effective tactics for marketing properties for sale online.
1.3.1. MLS
1.3.2. Realtor.com
1.3.3. Video
1.3.4. LInking
1.3.5. Mobile
1.4. List the steps in creating a frequently asked question library for sellers.
1.4.1. List the questions
1.4.2. Determine "What's in it for them?"
1.4.3. Calculate the value
1.4.4. Calculate the cost by not taking action
1.5. Handle sellers’ objections using diagnostic sales presentations.
1.5.1. Differentiate between PowerPoint and Whiteboard
1.5.2. Doceri iPad app
1.5.3. Doceri and Join.me
1.5.4. Create a list of objections
1.5.5. Create process visuals
1.6. Create process maps and visuals to simplify the sales process.
1.6.1. Pricing
1.6.1.1. Months of inventory
1.6.1.2. Market voids
1.6.2. Staging
1.6.2.1. Pricing effect by staging
1.6.2.2. Steps to staging
1.6.3. Listing process
1.6.3.1. 8 step process
1.6.3.2. Situation analysis
1.6.4. Marketing process
1.6.4.1. Online campaign
1.6.4.2. Print campaign
1.6.5. Showings
1.6.5.1. Process of showings
1.6.5.2. Showing feedback
1.7. List the steps to create an online video tour for a listing.
1.7.1. Record
1.7.2. Edit
1.7.3. Publish
1.7.4. Optimize
1.8. Differentiate between REALTOR.com, Zillow, Trulia, and Craigslist how they can help or hurt a seller in the sales process.
1.8.1. MLS
1.8.2. Realtor.com
1.8.3. Trulia
1.8.4. Zillow
1.9. Reduce the liability in handling confidential information over the Internet and mobile devices.
1.9.1. Passwords
1.9.2. Device locking
1.9.3. Internet/WI solutions
2. Buyer Centric Value Chain
2.1. Develop a buyer centric strategy for serving the buyers’ needs to add exceptional value to the transaction.
2.1.1. http://strategyzer.com
2.1.2. Create customer segments
2.1.3. Create value
2.1.4. Create revenue streams
2.2. Mind map the entire transaction to demonstrate the activities necessary for a successful purchase.
2.2.1. Mind map the entire transaction to demonstrate the activities necessary for a successful purchase.
2.2.2. Orlando Regional Realtor Association Critical Role of the Realtor
2.2.3. Create mind map for each type of buyer
2.2.4. Identify steps in the process
2.2.5. Hold task accountable to team member
2.3. Shorten the customer service response time using customer’s preferred method of communication.
2.3.1. Smart phone shortcuts
2.3.2. Computer shortcuts
2.3.3. Online tools
2.4. Enhance customer service options using multiple points of contact, technology, and systems.
2.4.1. Point of entry
2.4.1.1. Social media
2.4.1.2. Web form
2.4.1.3. Web chat
2.4.1.4. Phone
2.4.1.5. Text message
2.4.2. Delivery
2.4.2.1. Join.me
2.4.2.2. Phone
2.4.2.3. Skype
2.4.2.4. Text
2.5. Establish the correct language to be used in face-to-face conversations, online media, and during the buying process.
2.5.1. Dialogue
2.5.2. Scripts
2.5.3. Video FAQs
2.5.4. Sitemap
2.5.5. Social CRM
2.6. Increase website usability on both computers and mobile devices to simplify the search process.
2.6.1. Computer
2.6.2. Mobile
2.7. Collaborate with sellers using synchronous and asynchronous communication tools to ensure details and paperwork are handled correctly.
2.7.1. Synchronous in person
2.7.1.1. Face to face meeting
2.7.1.2. Live presentation
2.7.2. Synchronous online
2.7.2.1. Join.me
2.7.2.2. GoToMeeting
2.7.3. Asynchronous online
2.7.3.1. YouTube videos
2.7.3.2. Slideshare.net
2.7.3.3. Evergreen webinar
2.7.4. Asynchronous traditional
2.7.4.1. Thank you mailings
2.7.4.2. Letters
2.8. Perform important financial analysis involved with transactions involving the buyer.
2.8.1. Mortgage affordability
2.8.2. Rent vs Own analysis
2.8.3. Mortgage payment calcluator
2.9. Mobilize your real estate office by choosing the right apps involved in working with buyers.
2.9.1. Top 5 apps
2.9.1.1. Evernote
2.9.1.2. Mindmeister
2.9.1.3. Dropbox
2.9.1.4. Audio memos
2.9.1.5. Google
2.9.2. Internet connection
2.9.3. Mobile friendly systems