Through 7 hours of CE the Cody audience could not have been more welcoming. Thanks NWBOR

In this short video you’ll learn the secret to being a GREAT LISTENER!

A continuation of the following whiteboard classes:

Creating the Power of Non-Selling                  and                            WHY

It’s all about the WHY

Review -

“I finally got a chance to watch the whiteboard and my response is BRAVO! BRAVO! BRAVO! The visuals were only out done by the beautiful, eloquent, thoughtful dialogue that you have created over many years. Way to go my friend. If I was asked to think of another word to describe your labor of love it would…efficacious.”  - Kyle Nuckolls, Emmy Award Winning Videographer 

“Watched the white board 6 min Power or Non-Selling. In 6 mins I pull in more info from you as opposed to an hour from others not as well read. I sit here and think Rossi stays on the edge of all information coming moreover Rossi knows how to apply the learning to daily living. Patrick Crawford, Real Estate, Broker Raleigh North Carolina 

The GREATEST way to LEARN is to use all FIVE SENSES! I wish that I could include taste and smell in white board learning experience – soon technology might make it available.

However, in this video I’ll move you in a way that you not only hear my words but you see them created before you. I have a goal to take much of the best up-to-date information, knowledge, and thoughts and gift them to you so you may improve your life as they have improved mine.

This was my first white board experience and it was a HUGE learning curve. This 6 + minute video took me 7 days, approximately 38.5 hours to create. I know that’s a lot of time. But I never do things in a small way.

I first had to learn this fantastic software from Sparkol. Next, write the script. I then began the drawings to match the script. I know there is no such thing as perfect and I do not strive for perfection. Instead, I strive for excellence.

I hope you enjoy it. Please let me know if you want more of the White Board Lessons from ROSSI Speaks.

Ladies and Gentlemen, Boys and Girls – This is Where Education is Going to Be! It was Wayne Gretzky who said the below.

You’ve seen my Video Review of Daniel Pink’s book, To Sell is Human. Well here is the RSA Animate’s video white board of his presentation The Truth About Moving People.  Enjoy!

Recently in a class I asked how many of my real estate students were using Absorption Rate Analysis? When less than 30% of the class answered yes, I was amazed. Giving this analysis to potential sellers is one of the finest tools for listing at a salable price that I’ve ever experienced. here is how it works.

 Absorption Rate Analysis - Resale Application

How many homes are absorbed by the market on a monthly basis?

Example of application:

Your Right Price Analysis on a seller’s home determines a Price Point of $539,000.

The sellers inform you that they want to list their property with you for $589,999.

To explain the effect of current market activity and validate the Price Point derived from your RPA, you create an Absorption Rate (AR) Analysis as follows:

First, determine the number of like-kind homes that have sold in the last 12-months at their expected price of $589,999.

8 Properties sold and closed in the last 12 months

Second, divide this number by 12 to determine the number of properties absorbed by the market on a monthly basis.

8 / 12 = .67 absorption rate

Third, you search the numbers of like-kind homes that are currently on the market (for sale) at their expected price of $589,999.

17 Properties are currently on the market

Fourth, divide this number by the absorption rate to determine how many months it will take to absorb what is currently for sale at their expected price of $589,999.

17 / .67(AR) = 25.37 month supply

Fifth, determine the number of like-kind homes that have sold in the last 12-months at your RPA Price Point of $539,000.

27 Properties sold and closed in the last 12 months

Sixth, divide this number by 12 to determine the number of properties absorbed by the market on a monthly basis.

27 / 12 = 2.25 absorption rate

Seventh, you search the numbers of like-kind homes that are currently on the market (for sale) at your RPA Price Point of $539,000.

6 Properties are currently on the market

Eighth, divide this number by the absorption rate to determine how many months it will take to absorb what is currently for sale at your RPA Price Point of $539,000.

6 / 2.25(AR) = 2.67 month supply                   VISUAL 

What I say to the sellers, please choose your own words:

Mary, John your goal is my goal.  Get the highest price in the shortest amount of time with the least inconvenience to all.

As we have discussed my Right Price Analysis (CMA in some brokers words) determined that the current Price Point (never use price as it too personal, use price point) on your property is $539,000. Further analysis of the market shows us, at this Price Point there is a 2.67 month supply currently for sale. This means that if no other properties come on the market, these properties should be absorbed, or sold, in the next 2.67 months placing your home in position for a faster sale.

However, if you push the list price to $589,999 price, the analysis shows us there is a 25.37 month supply meaning your home is likely to sit on the market for over 2 years before it sells.

Based on this information, and your timeline, how do you want to position your property?

Mary says, “We choose the higher price. Bring us an offer and we’ll come down.”

I say (remember my words, choose your own), “Fine, I’ll take a 25 month listing and there will be no sign or marketing for the first 22 months.”

Absorption Rate Analysis is a tool that will set you apart from the pack.

Please feel free to share with team mates and friends.

Enjoy and Keep Smiling,

ROSSI

Daniel Pink and his book, To Sell is Human, was a welcome read. For me it is the validation of my lifetime of selling and teaching sales. It’s a culmination of all I am currently presenting in The Power of Non-Selling and Creating a Compelling Consumer Experience. Pink also believes that everyone’s a salesman and that the days of memorized dialog, canned pitches, and 13 closing techniques to gain fame and fortune are history. Instead today’s sales are wrapped in building a comfort zone, needs identification, and satisfaction.

To Sell is Human is full of insight, well-researched facts, and efficacious actions based on ABC’s – Attunement, Buoyancy, & Clarity.

Thank you Daniel for this moving book.

Rossi

EDUTAINER, Author, Columnist, Humorist, Lifestyle Motivator, Mentor, Television Host & Program Creator, provides interactive presentation, to motivate, educate, empower, & enlighten companies, corporations, and associations. Effectively delivers the sponsor’s message, He’s delivered 2000 plus presentations over the last 32 years.  Presented Fresh, Stimulating, & Engaging Talks from Wasilla to Belize, Prague to Singapore.

Ida Terbet ,#1 in the Carolina’s for over 20 years,  with over 125 current listings and averaging a sale a day for 2013 so far, is on track to beat her last year’s record! Ida, one of the world’s most successful agents, speaks out for her friend and first trainer, Rossi.

“I am humbled by her words, encouraged by her success, and warmed by her friendship.” says Rossi. “Ida, her husband, Bob, and her entire family are dedicated to the growth of the Research Triangle Park (Raleigh, Durham, Chapel Hill) and its people. Talk about a powerful team; Ida rocks the market with innovative ideas, spirited teamwork, and high energy. I’ve never given her an idea that she didn’t run with to the success of buyers and sellers. She’s a joy to be around and a delight to observe. A friend true to the core. I love Ida.”