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My Listing Sales Book - a Valuable Sales Tool: Benefit to both Seller and Buyer

By
Real Estate Agent with Own Tulsa License #142914

My Listing Sales Book - a Valuable Sales Tool

When I list a property for sale, I prepare a Listing Sales Book that I keep in the kitchen or on the dining room table where the Buyer’s agents and Buyers will easily find it. In it, I include several items that may answer the Buyer’s questions while they are viewing our property. Lori Cain's Listing Sales Book

I include the Seller’s disclosure. Having the disclosure on site will be a quick reference for the Buyer’s agent if the Buyers want to know the age of the roof or ask if there have been any foundation repairs.

I include a CMA (Comparative Market Analysis) to show how the Sellers and I arrived at the price. I’m getting ready to list a property in a neighborhood where 1-car garages are the norm. Out of the last 19 properties sold, only four had a 2-car garage. So, yes, I’m going to prepare a CMA of only homes with 2-car garages because our listing is priced to reflect the desired and rare 2-car garage.

I include a list of features that might otherwise go unnoticed. If the Seller has added extra insulation in the attic or has high quality shingles on the roof, I want to point that out. Here’s our opportunity to toot our horn!

I include the average utility costs. I currently have a 3,000 square foot, totally-electric home listed with an average monthly utility cost of $145 -- don’t you know we want to BRAG about that? That definitely goes in the Listing Sales Book.

I include a list of nearby amenities -- shopping, groceries, restaurants -- maybe even distance to the airport or access to major highways. Why make Buyers wonder where the closest grocery is located or what would be the best route to drive to work?

If the property is located in a desirable school district, I include information about the schools. If the property is located in an area with an active HOA (Homeowner’s Association), I include information about the cost of the Association (if any) and what benefits the Association provides. If the Association provides a quarterly newsletter, that goes in the Listing Sales Book as well.

More and more often, I am asking my Sellers to provide a square-footage appraisal. If that’s available, it goes in the Listing Sales Book.

If I’m listing a property in the dead of winter and all the landscaping is looking shabby, I ask the Sellers if they have photos of their home when the azaleas are in bloom. If that’s available, it goes in the book.Photo of home with flowers in bloom - included in the Listing Sales Book

If new appliances have been purchased or if repairs have been made, receipts and instruction manuals go in the book.

Not only am I providing the prospective Buyers much needed information that may positively affect their purchasing decision, they are going to stay IN THE HOUSE longer perusing the information provided in the Listing Sales Book. Maybe during that time, one Buyer will wonder off to inspect something mentioned and they will begin to feel at home.

My Listing Sales Book - a Valuable Sales Tool

What goes in the book:

  • Seller’s Disclosure
  • CMA
  • List of features
  • Utility bills
  • List of nearby amenities
  • School, HOA information, neighborhood newsletter
  • Appraisal
  • Photos taken when flowers are in bloom
  • Repair receipts, appliance warranty information

Lori is a residential Realtor serving the greater Tulsa area, and specializing in midtown Tulsa real estate. Please visit Lori’s web site, LoriCain.com or call 918-852-5036.

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Please visit my web site if you are shopping for Tulsa homes for sale or call 918-852-5036 for more information about Midtown Tulsa Real Estate. In addition to my advanced grasp of the internet to market your Tulsa home for sale, I include a home staging consultation with every listing AND professional photography - at no aditional cost to you!

Lori is a residential Realtor with eXp Realty serving the greater Tulsa area and specializing in downtown Tulsa and midtown Tulsa real estate.

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Comments (108)

Jerry Gray
Wilkinson ERA Real Estate - Winston-Salem, NC
Serving the Triad Since 1980

Lori...Thank you for these useful ideas for a listingbook. I will plan to use them in mine.

 

 

Jerry Gray CRB,CRS,GRI,SFR / Allen Tate Realtors / Winston Salem, NC / 336-918-2433

Feb 03, 2010 09:56 AM
Lori Cain
Own Tulsa - Tulsa, OK
Midtown Tulsa Real Estate Top Producer

Debe - the photos are key, aren't they? It's discouraging to sell your home during the winter months when a large portion of what makes your home desirable is the beautiful landscaping.

Jerry - hope it helps - good luck to you!

Feb 03, 2010 12:48 PM
Anonymous
Jon Judd

Loved your posting.... copied it to my reference file along with quite a few of the comments... thanks all!!!

Feb 03, 2010 12:48 PM
#91
Jon K. Judd
Keller Williams Realty - Central Delaware - Dover, DE
GRI, e-PRO, SFR, Delaware Homes

Loved your posting.... copied it to my reference file along with quite a few of the comments... thanks all!!!

Feb 03, 2010 12:50 PM
Lori Cain
Own Tulsa - Tulsa, OK
Midtown Tulsa Real Estate Top Producer

Jon - often the comments are better info than the original post. I've gotten some GREAT ideas from the comments!

Feb 03, 2010 10:18 PM
Ty Lacroix
Envelope Real Estate Brokerage Inc - London, ON

Lori

I am sure your listings sell quicker, show more often than others all because of your effort. Your sellers are very fortunate!

Ty

Feb 04, 2010 01:52 AM
Anonymous
Chandie Hupman

What a great idea! I will have to include this in my listings. Thanks for the post!

Feb 05, 2010 12:04 AM
#95
Matt Robinson
Professional Investors Guild - Pensacola, FL
www.professionalinvestorsguild.com

Tremendous idea Lori!  I just sold a $500k listing a few months back in which the agent had done the same thing, and my clients joking referred to it as the house's BIBLE.  However, we went to that book on more than once occassion during the initial walk-thru, home inspection, and final walk through and it was a huge help!  I will definitely be doing the same on my future listings.

Feb 08, 2010 07:14 AM
Lori Cain
Own Tulsa - Tulsa, OK
Midtown Tulsa Real Estate Top Producer

Ty - thank you - they do!

Chandie - hope it works well for you.

Matt - House's BIBLE indeed - I've referred to it as that myself!

Feb 11, 2010 12:07 AM
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

You have given me some great ideas to include in the listing book for open houses!  Thanks!

Feb 14, 2010 03:35 PM
Dana Devine
Charles Rutenberg Realty - Apollo Beach, FL

good marketing information  thanks

Feb 14, 2010 11:30 PM
Dana Devine
Charles Rutenberg Realty - Apollo Beach, FL

good marketing information  thanks

Feb 14, 2010 11:30 PM
Lori Cain
Own Tulsa - Tulsa, OK
Midtown Tulsa Real Estate Top Producer

Georgina and Dana - hope you find the info useful! Lots of good suggestions in the comments!

Feb 15, 2010 12:34 AM
Kathy Opatka
RE/MAX CROSSROADS - Ocean City, MD
Serving Ocean City, MD, & The Delaware Beaches

Lori,

Great idea! I've done these in the past, but for some reason, they always "walk" out of the unit!  I'm not sure whether it's a buyer who wants the info or an agent who wants to COPY IT!

Kathy Opatka

Feb 16, 2010 01:43 AM
Beverly of Bev & Bob Meaux
Keller Williams Suburban Realty - West Orange, NJ
Where Buying & Selling Works

I agree with #41. We load a lot to MLS. But I guess it's useful to have some things on hand for them to stay longer. Interesting idea.

Feb 17, 2010 08:04 AM
Michele Rose
Rose-Colored Staging - Mount Holly Township, NJ
Burlington County Home Staging & Redesign

LOVE this idea!  So glad I stumbled across this post.  Like many, I've done info packs for buyers to take with them but haven't included everything you listed.  Can't wait to start implementing this!  Thanks!

May 29, 2010 06:42 AM
Lori Cain
Own Tulsa - Tulsa, OK
Midtown Tulsa Real Estate Top Producer

Michele - glad you stumbed across it also - hope it works well for you!

May 30, 2010 02:09 AM
DeeDee Riley
Lyon Real Estate - El Dorado Hills CA - El Dorado Hills, CA
Realtor - El Dorado Hills & the Surrounding Areas

Great list Lori!  Love the utility bills idea! 

Jun 12, 2010 04:44 PM
Paul Gapski
Berkshire Hathaway / Prudential Ca Realty - El Cajon, CA
619-504-8999,#1 Resource SD Relo

Lori excellent idean and very professional. I leave the prelim title report and terminte report as well. If the home is in an excellent school district that also is beneficials

Feb 22, 2011 11:45 AM
Lori Cain
Own Tulsa - Tulsa, OK
Midtown Tulsa Real Estate Top Producer

Paul - great suggestions - thank you so much for your input!!

Feb 22, 2011 03:11 PM