We never forget a first impression.  They are lasting.  The pre-listing presentation is as important a step in the listing process as the final visit and presentation of the value of the property.  If the personalities of the agent and the homeowner do not mesh, the final presentation is futile.

Real estate agents must be chameleons because we deal with so many different personalities and backgrounds.  Everyone likes to work with people who act as they do and have qualities that are similar to theirs.  We like us!!  It’s important to find a common ground; an area of commonality with thoughts that are similar; and by the time we leave the property, a feeling of harmony.  All of that needs to be accomplished at the first meeting.

The first visit is a preparation for the final visit.  We’re setting the scene and establishing a positive attitude and a common ground.  We’re preparing to create our team before we are granted that authority to begin the process of marketing for that team. 

The agent and the seller must work as a team and the agent is the captain.  If the seller is working against rather than with the agent, there is no team and there will be no listing.  Within the first few minutes of meeting the seller, the agent must identify that personality and become one!!  That's the "first real step" in listing property!!!

 

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22 Comments on The First Visit Of The Two Step Listing Presentation....The Real Test!

20 Most Recent Comments Displayed Show All

JUL
07
994,644 Points 4 Featured Posts

Wow are you saying you still do a two stepper I have not heard that for years. What happens if the owner is interviewing agents in between. As a listing agent this is very interesting.
1:38pm • #3
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Charles..... we do a two step and so don't most of the other top listing agents in our area.....sellers expect it....we prepare them for it when we make an appointment for the first visit.... if they say they want a price with one visit, we give it.... but the two step is to our advantage.... we leave a brochure (three ring binder with many different inserts and charts) other agents can't compete with it.... we listen during the first step and make assessments of personality and attitude.... if it's something we don't want, we will finish and then decline on the listing..... we fully expect all listing appointment to have two or three other agents visiting.... on occasion, we're the only ones.... we're #1 in the area for listings, sales and our office is also.... why go with #2 or #10....we do have a degree of confidence and touch of arrogance!!!
1:44pm • #4
939,774 Points 94 Featured Posts Outside Blog Attended Rain Camp

I love the metaphor of the chameleon. We need to adapt for sure. It also helps to know when to shut up (I think that you have written about that a few times.)
2:50pm • #5
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Melissa.....ha....I'm running out of things to write about!!!!!  :0
3:19pm • #6
159,170 Points 3 Featured Posts Outside Blog

Wow, Barbara, very well said! We like US! You are right.

It is interesting how some owners make you feel during presentation.. I do feel like I am a chameleon sometimes :)

Thanks for sharing,

Tatyana
4:18pm • #7
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Tatyana.... I'm sure you are a chameleon especially if you're a good listing agent....that's one of the qualities that's required....
4:21pm • #8
617,658 Points 94 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

I agree with you completely Barbara.  It's important that the listing agent be able to work with the seller.  If there is going to be too much friction, many times it's better to walk away.  Many times this is established the very first time you meet someone :)!
5:08pm • #9
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Brenda...yes, you'll know with that first meeting if you will be able to work well with a potential client....
5:21pm • #10
502,718 Points 25 Featured Posts Outside Blog Called Shot Master
Barbara, this is so true. I remember thinking during a listing appointment that something just didn't "click" at the first impression. It almost never gets better as time goes on.
8:02pm • #11
356,208 Points 16 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

Hello Barbara! Agents have to know a little about psychology and personality traits to be able to adapt to different personalities. I try to adapt as much as I can, but sometimes it's not easy!
10:20pm • #12
JUL
08
647,180 Points 68 Featured Posts Outside Blog Attended Rain Camp

Hi Barbara.  You don't get a second chance to make a first impression.
3:51am • #13
800,596 Points 43 Featured Posts Localism Sponsor Outside Blog Hit Router Attended Rain Camp Called Shot Master

Barbara...as an avid golfer, we call the do over a Mulligan...but no one I play with allows a second chance at taking that first shot.
5:42am • #14
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Hi Steve.... listing presentations are a one shot deal....
6:02am • #15

Hi Barbara, I complete a two step process too.  Not only are they interviewing the agent, we are interviewing them as well to see if there is a good fit.
6:27am • #16
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Bernadine..... yes, and that's what I like best about the two step process.... it gives both parties the ability to decide and decline....
6:33am • #17
702,618 Points 55 Featured Posts Outside Blog Called Shot Master

Good Afternoon Barbara, i have to say without a good first presentation, you may not get a second. Have a great Sunday
9:15am • #18
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Scott....that's very true..... the first step is very important....
9:16am • #19
JUL
09
2 Featured Posts

Very interesting. I love getting a perspective on how other agents do listing appts. and yours sounds very effective. I have also often had that experience where you feel a clash of personalities. Sometimes these days I'll simply point it out and see if we can talk about it openly.
10:56am • #20
1,518,701 Points 275 Featured Posts Localism Sponsor Outside Blog Attended Rain Camp Called Shot Master

Linda.... if it's high maintenance and there is going to be an extreme difference in personalities, I'll decline.... it's still a numbers game and we don't need to battle....that takes energy....not a good use of time....
11:44am • #21
AUG
12
127,487 Points 1 Featured Post

Really like being able to see a variety of perspectives from different listing agents.  I know tat there are a variety of opinions on whether to do a 1 or 2 visit listing presentation.
9:37am • #22

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Barbara Todaro "New Franklin MA Homes"

Franklin, MA

More about me…

RE/MAX Executive Realty

Address: 445 Franklin Village Drive, Franklin, Ma, 02038

Office Phone: (508) 520-9881

Cell Phone: (508) 918-9148

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The Kuney-Todaro Team is the "#1 team in Franklin's #1 office." Our expertise is in marketing new construction and resale properties. New construction is our niche and we have sold 40 subdivisions in the area of Franklin MA.


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