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Shoot First, Ask Questions Later

So, you have made a listing appointment. A listing that you want to take.

Assuming that you already have a great listing presentation. You are confident and well prepared. When do you review your presentation with the seller?

When attending listing presentations with other agents, I have found the transition from the personal side to the business side of a listing to be the most difficult and awkward for both the agent and the seller. An intial investment of your time, before your presentation, can have huge benefits for everyone involved.

Why not shoot first and ask questions later?

After a brief introduction and confirmation, I will ask the homeowner to turn on every light in the home before we tour it together. While the homeowner is turning on all of the lights, I prepare my camera and have a note pad and pen in hand. When they return, I let them know that I will be taking photos as we go. Rarely will they object and confirms ther committment to listing their home.

While touring the home and taking photographs, make notes and fill out a visual inspection form (AVI if utilized in your area) along the way. Keep the homeowner involved in the process and use the time to ask all of your questions about the property. If you need something moved for a photograph, your client can assist you then and there. Most are more than willing to make immediate changes to get the best photos.

If a home needs major help before taking photos for your marketing materials, take them anyway. Review them with your seller and e-mail or hand deliver copies of the photos along with a list of items they have agreed to address. Most sellers will be more motivated to follow your suggestions and make those corrections quicker when you have completed this step with them. The bottom line....ALWAYS take photos first and return for more after any work required is completed.

When you keep the seller involved in the process , you will find that moving to the business side of the listing is more natural and easier for both parties. You will both be better prepared, more relaxed, confident, and ready to complete the listing.

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Posted by Christopher Walker California Bank Owned Property on 09/24/2007 04:39 PM

Comments (11)

agent education, client education

Originally posted at: Christopher's Hemet CA Real Estate Blog - Mission Grove Realty: Shoot First, Ask Questions Later

11 Comments on Shoot First, Ask Questions Later

SEP

2007

Christpoher, I used to get the seller involved by touring the home together and sometimes asking for seller involvement with measurements. Your way is even better - not only is taking photos professional, but it shows an assumption that you're the one who will get the listing!

Good advice, Christopher. You're assuming they'll list with you and acting on that assumption. I believe it would work well.

Karen Webster

5 Star Real Estate

Grand Rapids, MI

Christopher,

I agree with Brian. I think you should assume the listing is yours and take ownership of it right away. I bet the client feels confident that you are the right agent for the job once you've been through the house with them. Thanks for the suggestion.

Good artilcle. I teach agents to "Master The listing Presentation" The purpose of the listing presentation should be treated as a business event, not a social function. The Preamble ( Walking throught the house asking questions, gets the seller to do several things, 1. You get them in the Rhythm of answering questions, 2. You find thei rmindset ( What is imortant to them ) and you are leading them to what they need most ( Buyers )

Your presentation is designed on how you have a system to expose more buyers to their home.

Brett Noel

Sucess Coach " Creating Millionaires one agent at a time"

WWW.Brettnoel.com

Christopher,

I did a new listing yesterday. I just assumed I had the listing when I walked in. I said, Very nicely remodeled home, you guys did a great job! Sat down and went over the CMA I prepared in advance. Explained to them the values in their property and proceed to say, "I'm just going to measure the rooms to make sure the tax rolls are correct. Then I said, "So what do you think your house is worth?" They told me and actually, being pleasantly surprised it was worth about $25K more than they thought. If you arrive at a listing with confidence and exude that confidence, you will never loose a listing. They feel that confidence when you walk in the door. I actually got this listing after 2 other agents thought they were just "price shopping" As it turned out, they just didn't understand the who gamut of listing their home.

I ended up with a very nice property. :- )

Good info!

Thanks,

Karen Monsour, Realtor, Fort Lauderdale, Fl 954-464-4194

Now thats a slick and efficient way of doing things Chris. Digital Photos are nearly free and it has to impress a seller, whether or not if they list then or later.

You are so good.

There, I said it.

And I'm doing it your way next time.

I have no problem with transitioning. I have a similar technique to yours, except for the photos. Because I want all the clutter out of the way before I take pics. So I have them assist me with moving stuff out of the way, after all the paperwork is signed. I do always walk through with them first though and have them tell me about everything as we go. This is a great way to build a relationship since it's not uncomfortable and strained.

SEP

2007

Sometimes the best way to get sellers to de-clutter and accept help with staging is to show them photos taken "as is". Recently I listed a darling little cape cod with a plant stand next to the front door - very cute in person. However, in the photo it looked like a pile of discards awaiting pickup by Goodwill Industries or Salvation Army. They needed to see the photo to understand why I wanted to move the plant stand - at least for the photo.

Brian: Yes, it does solidify why you are there if the homeowner has any doubts of their intentions.

Karen:They WILL. If you want the listing.

Andrew: In any market, a lack of confidence will surely leave the seller wondering if you are the right choice. The meek may inherit the earth but....YOU will have the homes listed that they will need to live in!

Brett: Very good. Sellers will tell you how to get the listing every time. Agents only need to listen. ANY fear at all will not allow you to HEAR what they are really saying.

Karen: Amazing what that littleextra effort will do. Some sellers will take the offensive right off and by taking a little extra time up front, it will diffuse most of that. If not, the choice will then be YOURS.

Daniel: Yes, your are right on there.

Sarah: Thank you young lady.......Who's your daddy?

Lisa: A great idea to get everything...just right. The first time around. There s no day like today!

Margaret: You are very right. Taking those photos upfront can be a very powerful tool...in many ways.