MMREIS Pre-Training

1. What can you do for me?
2. What can you do that another broker could not do?
3. Is there anything that you can do that will affect my net income from my property?

1. Listen carefully.
2. Classify the objection.
3. Be empathetic to the client.
4. Respond to the objection
5. Continue with the presentation - Close.

1. It could be a request for clarification.
2. The client may be communicating disagreement.
3. The client could be building a longer list of negotiating points.
4. The client could be expressing doubt about the agent.

1. individuals
2. professional owners
3. merchant builders
4. developers
5. lenders institutions
6. REIT's
7. corporations
8. partnerships
9. foreign investors

Working with a client to provide a vision of future possibilities, compelling enough to cause client action in the present.

Mission Statement: Our commitment is to help our clients create and preserve wealth by providing them with the best real estate investment research, advisory and transaction services available.

1971 George M. Marcus William A. Millichap

1. 100 percent of Marcus & Millichap’s business is investment sales.
2. Information Technology.
3. Effective Transaction Management
4. Premier market research in every office.
5. Market Specialists

An accurate assessment of current strengths and weaknesses.A written development plan focusing on increasing Strengths and improving weak areas.Specific behavioral goals.A plan tailored to your learning style.Ongoing feedback on progress.Recognition of improvement.

1. Focus on priorities: Identify your critical issues and goals.
2. Implement something every day: Stretch your comfort zone daily;
3. Reflect on what happens: Extract maximum learning from your experiences.
4. Seek feedback and support: Learn from others’ ideas and perspectives.

5. Transfer learning into next steps: Adapt and plan for continued learning

Don't take "no" personally.

• Takes 100% responsibility for results.
• Above average ambition
• High levels of empathy
• Intensely goal-oriented.
• Above-average will power.
• Impeccably honest.
• Ability approach strangers.

1. Introduction and building rapport.
2. Learn about client needs and motivations by asking open-ended questions.
3. Situation , Problem , Implication, Need-Payoff Questions..
4. Determine whether a proposal is warranted. If warranted, sell the proposal process as a solution to the client’s needs.
5. Request books and records.
6. Obtain a conditional agreement to exclusively list the property.
7. Schedule the second listing appointment.

• Multi Housing Group
• Retail Group
• Office and Industrial Properties Group
• Seniors Housing Group
• Manufactured Home Communities Group.
• Hospitality Group.
• Self-Storage Group
• Net Leased Properties Group.

1. listen
2. classify the objection
3. establish empathy
4. respond to the objection
5. Continue with the presentation, or close.

• Fear of hearing "NO".
• Fear of lost momentum
• Fear of being viewed as pushy, or looking for a one-call close.
• Agents view this as a final step, not a process.
• Do not see enough benefits to offset the risk.