INTRODUCTION TO THE SELLER TRAINING PATHWAY

It is our goal at BHG KCH to create an experience that goes above and beyond for our clients.  We have created a “greenprint” to follow that gives all of our clients an exceptional experience.

To begin, there are three Master Your Craft sessions that focus on working with sellers.  

SELLER GREENPRINT

The seller greenprint is a  proactive, assumptive, and intentionally overwhelming system. A marketing STRATEGY to establish authority, minimize objections, build trust, and provide clarity. The ‘experience’ is tangible and highly referrable.

⬇️ Seller Greenprint

SELLER BOOK

Review the Seller and Buyer/Seller Combo presentation books.  You can access them in the Greenpages in four different formats: as an interactive flipbook you can email your client, a full pdf version in both English and Spanish, and as editable in Canva.  As you look through these books, make note of where you can personalize these with your information and your client information.  

Task: Create a personalized version of the seller book and the buyer/seller combo book. In a previous task, you were assigned to work on this and share with your broker or agent advisor.  Use their feedback to work on this final product that you can bind and have on hand for potential sellers.

⬇️ Seller Guide - Large File. Download Only.

⬇️ Seller Flipbook

⬇️ Editable Seller Book

WORKING WITH SELLERS

As a BHG KCH agent, you have full access to the BHGRE Be Better University. This platform offers various training opportunities and essential resources specifically designed to enhance your work with sellers. The following courses are available for your professional development:

• Grow I (standard prerequisite; should be in progress or completed)

• Grow II

• Prosper: Listings

• Welcome to Prosper: Listings Program

• MoxiPresent 101 and 102

• BHGRE Sellers Script Library

• Seller Prequalification

• Seller Listing Presentation

• AI in Action: Service the Client

These educational tracks are delivered through a flexible mix of live webinars and on-demand video sessions to fit your schedule. You can enroll in these courses on Be Better Unviersity (accessed through OKTA)

FROM CONTRACT TO CLOSE

Agents who use a consistent process close smoother transactions, have fewer compliance issues, and deliver an experience buyers remember and talk about. When your process is this organized, clients feel it and that's what makes you referable.  At BHG KCH we have equipped you with a complete Working with Sellers Checklist. 

⬇️ Master Seller Checklist

DOTLOOP-SELLER PROCESS

In real estate, your contract is your client's protection and your ability to explain it clearly is one of the most powerful things you can do for them. Sellers are often signing the most significant financial document of their lives, and if you can't walk them through it with confidence and clarity, you're leaving them anxious, vulnerable, and underserved. The goal isn't to memorize legal definitions, it's to know your forms well enough to explain their real-world impact in plain language. When your seller understands what they're signing and why, they feel cared for. And a seller who feels cared for becomes a client for life.

HOW TO CREATE A CMA

A Comparative Market Analysis (CMA) is the tool agents use to help sellers set a realistic, competitive listing price for their home.
Here's why it's so essential:

• It's grounded in real market data. The CMA pulls recent sales of similar homes (comps) in the same area — same size, condition, location, and features — so the price recommendation isn't guesswork. It reflects what buyers have actually paid.

• It manages seller expectations. Many sellers anchor to what they want or need from the sale, not what the market supports. The CMA gives you an objective, third-party framework to have that conversation professionally, without it feeling personal.

• It protects the seller from overpricing. An overpriced home sits on the market, accumulates days on market (DOM), and often sells for less than it would have at the right price from the start. The CMA helps sellers understand that price and time on market are directly connected.

• It demonstrates your expertise. A well-prepared CMA shows the seller you've done your homework — you know their neighborhood, their competition, and the current market conditions. It builds trust and positions you as the authority.

• It sets the foundation for the listing strategy. Price is the #1 marketing tool for a home. The CMA isn't just about a number — it informs how you position the property, what improvements (if any) make financial sense, and how to respond to offers.

In short, the CMA turns a subjective, emotional decision into a data-driven conversation — which makes for a more confident seller and a smoother transaction.

MoxiPresent is a professional tool provided to BHG KCH agents for the development of high-quality comparative market analysis presentations. You are encouraged to review the "Master Your Craft Lesson: Proactive Pricing," in which Jake and Jennifer explain the strategic importance of these presentations. Furthermore, the MoxiPresent Walkthrough is available to provide guidance on the technical aspects of constructing a presentation. You also have access in MLS to create a CMA.  Watch the tutorial, Completing a CMA in MLS. 

⬇️ The Language of a CMA

➡️MoxiPresent Walkthrough

➡️ Cloud CMA Live (in MLS)

Your assignment is to examine the process for generating a comparative market analysis (CMA) within MoxiPresent and Completing a CMA in MLS and subsequently select a property to complete a formal presentation. Upon completion, please schedule a formal consultation with Jake to review your work and address any technical or conceptual challenges encountered during the process.

SELLER OBJECTIONS 

BHGRE offers a library of scripts for agents to use when working with clients.  One category that you can access is for working with sellers.  To navigate to the script library, access Be Better University through OKTA.  On the landing page, you will see the script library button. 

⬇️ Script LIbrary

LISTING TOUR VIDEOS PROGRAM

Market Your Listing. Promote Your Personal Brand. Gain Maximum Exposure. 

Why This Program Works: Unlike other options out there, we’ve partnered with a dedicated marketing agency for over 10 years to build a growing local audience. No other brokerage or agent in the Kansas City Metro offers a program like this — it’s exclusive to KCH agents.

Here's what you get:
A professionally filmed video tour posted to the Kansas City Homes Facebook page and YouTube channel — plus your own social media — reaching 7,500+ views every single day.

It's simple to get started. Order through Okta, schedule your filming date, prep a quick walk-through, and we handle the rest — editing, posting, and promoting.

Why it matters for YOU: Every video you create becomes a marketing tool beyond just one listing. Use it in your listing presentations to show future sellers what you bring to the table — a polished, high-exposure marketing strategy no one else can offer.

Film once. Market everywhere. Win more listings.

➡️ Listing Tour Video Library on YouTube

Library of all KCH Listing Tour Videos.

⬇️ LTV - Agent Info Sheet

Informational one-pager with pricing.

⬇️ LTV - Seller Benefit

Informational client facing one-pager

⬇️ LTV - Ad Reach Sample

After your listing tour ad runs, you will receive an Ad Reach page from Marketing that you can use with potential listing clients to demonstrate the value that BHG KCH LTV provides.

⬇️ Book a Listing Tour Video

Follow this link to book your listing tour video.