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3 Key Points for a Successful Listing Presentation

By
Real Estate Agent with DFW FINE PROPERTIES 0506509

 

 

A listing presentation is expressing facts versus assumptions about Real Estate property. It's listening to the Seller's needs, getting their names right the first time, and presenting factual information that is truthful without making assumptions or false promises. I focus on problem solving and being honest. My business is built on referrals and my reputation matters. There are three key points I focus on for a successful listing presentation.   

 

1.  Establish Identity

 

I cannot afford to mispronounce, misspell or assume two people share the same last name or that they are even a couple. When it comes to Real Estate, one can never assume there’s only one person’s name on the deed, even if that person is single. I establish identity right from the start and I am careful to get the names right. I perceive a person's name as sacred. When I am on a listing presentation, if I can’t say, spell, or remember a name, how on earth will you trust me to represent you?

I do not assume a couple shares the same last name even if they refer to each other as a spouse. It's very important to double- triple- and quadruple-check any papers I am asking someone to sign.

 

Would you trust someone to execute any papers on your behalf or sign an agreement to work with you if the other person can’t remember to get your name right the first time or worse after they corrected you? People are only human; however, even if people are polite, laugh, and say “It’s okay – chances are, it’s NOT okay. I cannot afford to make mistakes.

 

THE MOST IMPORTANT WAY TO ESTABLISH PROPERTY IDENTIFICATION IS TO LISTEN.

 

2. Don't be Tempted to Tangle Tales.

This is like shooting yourself in the foot right after you get inside the door. A listing presentation is all about gathering facts and details to list another person's property. No matter how similar I've heard stories like yours before, this is your story and I will show my respect..

I vow to be professional -  I  know you don’t care about my previous clients or similar situations; nor do you really care that I may share your personal, emotional or financial wounds. Nobody likes a know-it-all – I will put on my Poker face, listen and pay attention to you  - It’s all about you – PERIOD!

 

MOST AGENTS ONLY GET ONE SHOT TO GET THE LISTING AND ESTABLISH CREDIBILITY.

 

3. Don't be Afraid to Just Say No.

 

It’s professional courtesy to be honest. I will not even mention that I have integrity if I can’t be honest with you about list price, condition, issues or concerns about the listing. I will not promise to deliver and dangle words of enticement if it isn’t true just to get the listing. I will never place my personal interest above your own needs, wants or desires.

A licensee has an obligation to avoid misrepresentation. I am not afraid to say no and I don’t waste anyone’s time. I have a fiduciary responsibility to be ethical and I know what is legally acceptable by the license act. If I can’t be honest, I would be too selfish thinking about not wanting to lose the listing to a competitor. Keeping my honor and reputation is worth everything to me. Maybe a competitor would be perfect for you? If so, it's better for me to walk away before I begin to lose the listing anyway.

 

Rejection is part of life – even if it doesn't work out and I do reject a listing, I will always maintain professionalism. I do not make promises that I can’t deliver. I do not talk about past clients or burn bridges with other people. On a REALTORS® journey, I take the High Road - Do no harm. I conduct myself as a professional licensee and I listen as if our lives depends on it. I don't tell tales – it isn’t relevant. I have the courage to just say no when it isn’t right or ethical.

 

If you are a Seller and you want to consult further, please let me know. My primary goal is to focus on your needs and to help you get to where you need to be.

MOST SELLERS HAVE A STRONG MOTIVATION AND A TIMELINE - A LISTING AGENT MUST BE ETHICAL, AN EFFECTIVE LISTENER AND COMMUNICATOR.

 

 

 

 

 

 

 

 

Posted by

Texas Law requires all license holders to provide the Information about Brokerage Services form to prospective clients.

https://www.trec.texas.gov/sites/default/files/pdf-forms/CN%201-4-1.pdf

dfw fine properties

PATRICIA FEAGER, REALTOR®
DFW FINE PROPERTIES
3575 LONE STAR CIRCLE SUITE 315
FORT WORTH, TEXAS 76177

Email Me
                                  

                                     

MBA (University of Dallas)
BA
(Bachelors of Arts & Science)
Paralegal (Southeastern Career Institute)
Associates (3) (College of Lake County)
KU (University of Kansas)

CERTIFICATIONS

CRS (Certified Residential Specialist)
SRES (Certified Senior Residential Specialist)
PSA (Certified Pricing Strategies; Mastering the CMA)
CRS (Certified Military Relocation Specialist)
RENE (Real Estte Negotitions Expert)

"With self-discipline most anything is possible." --- Theodore Roosevelt 

 

 

 

  

Comments (65)

Travis "the SOLD man" Parker; Broker/Owner
Travis Realty - Enterprise, AL
email: Travis@theSOLDman.me / cell: 334-494-7846

Good points! Sometimes I have to make an effort to quit selling MYSELF and let THEM sell their property! Thanks for the reminder.

Jul 26, 2013 12:17 AM
Andrew Mooers | 207.532.6573
MOOERS REALTY - Houlton, ME
Northern Maine Real Estate-Aroostook County Broker

If the seller has seen your sign pop up, a sale pending shortly after that being screwed on with a quick replacement to SOLD rider, you have a leg up. List more, sell more and market with passion. You won't have to chase sellers, they seek you out and you pick and chose. Are selective with realistically priced properties, listings. Or be kind, back out of the boxed no win canyon and work on deals that will actually close. Don't be a kinda, sorta lister. You want to hit the target location of long real estate conference room table. Sitting on the end and making it happen over and over. It is a sport.

Jul 26, 2013 12:30 AM
Sussie Sutton
David Tracy Real Estate - Houston, TX
David Tracy Real Estate for Buyers & Sellers

Sometimes number three is the hardest for new agents to learn.

Jul 26, 2013 12:50 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Patricia, I have never made a Listing Presentation, but what you stated makes sense to me :)

Jul 26, 2013 01:00 AM
Debb Janes
Nature As Neighbors - Camas, WA
Put My Love of Nature At Work for You

Yep, number 3 can be a tough one. I also LOVE number 1. Taking the care to learn someone's name, and how to spell it, is so important. Funny, it's often overlooked. Glad to see the star Patricia.

Jul 26, 2013 01:33 AM
Will Nesbitt
Nesbitt Realty at Condo Alexandria - Alexandria, VA
Nesbitt Realty is a family-run brokerage.

Patricia Feager is the Realtor to see in Flower Mound TX - contact her at (469) 449-9858 for all your real estate needs. Keep up the good work! Your professional knowledge shines in this article about key points for a successful listing presentation. Also it looks like it was a big hit on Active Rain judging by the comments.

Jul 26, 2013 01:33 AM
Joanna Cohlan
Fresh Eyes For Your Home - Chappaqua, NY
Designing, Decorating & Staging Westchester Homes

Patricia, you are absolutely right on the money-each point is critical and yes, don't be afraid to say "NO"!

Jul 26, 2013 02:19 AM
Richard Daskam
eXp Realty - Signal Hill, CA
Your Real Estate Consultant

Saying no, or firing a seller is such a powerful thing to be able to do!  Liberating too!

Jul 26, 2013 02:35 AM
David Popoff
DMK Real Estate - Darien, CT
Realtor®,SRS, Green ~ Fairfield County, Ct

Pat you hit the nail on the head with..........I have a fiduciary responsibility to be ethical and I know what is legally acceptable.

To many times I have seen agents turn a blind eye..............

Jul 26, 2013 02:43 AM
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Flower Mound, TX
Selling Homes Changing Lives

ALL - I CAN'T THANK YOU ENOUGH FOR YOUR COMMENTS. WE SHARE A COMMON BOND IN SALES. UNFORTUNATELY, THERE ARE SOME WHO GO FOR THE GOLD AND WILL NOT BE HONEST ABOUT THE LISTING WITH POTENTIAL SELLERS. I APPLAUD ALL OF YOU WHO HAVE PROVIDED COMMENTS AND I THANK YOU FOR YOUR SUPPORT, HONESTY AND INTEGRITY.

MASTERING THE SKILL OF A LISTING PRESENTATION MEANS MASTERING THE ART OF LISTENING CAREFULLY. THEN IT'S UP TO US TO PROVIDE INFORMATION THAT IS NONTHREATENING TO THE PROSPECTIVE SELLER. FOR ME, THIS IS THE ONLY WAY TO GROW MY BUSINESS SUCCESSFULLY. I THINK ABOUT MY NEIGHBORS WHOSE LISTINGS HAVE BEEN LISTED BY OTHER REALTORS® TOO HIGH AND I HEAR THEIR CONVERSATIONS. THE PUBLIC IS ASTUTE TO WHAT'S GOING ON AND NEIGHBORS TALK. THEY KNOW WHO IS HONEST AND WHO IS NOT. THEY KNOW WHEN A LISTING IS PRICED TOO HIGH AND IT'S OUT OF THE BALL PARK FOR THE NEIGHBORHOOD. THE TRUTH IS, NOBODY IS FOOLING ANYONE! THANK YOU VERY MUCH FOR ALL YOUR WONDERFUL COMMENTS AND SUPPORT TO ME HERE ON ACTIVERAIN.

Jul 26, 2013 02:54 AM
Graziella Bruner
NCS Premier Real Estate - Detroit, MI
Associate Broker - Serving Wayne & Oakland County

Congrats on the your post being featured - these are great and excellent tips!  Integrity is everything, and sometimes Rejection whether on their end or mine, is a NEXT and I turn the page and press on.  No time to dwell in the what if's, you'll waste too much time and energy, which you can put into the YESs in your life.

 

Jul 26, 2013 04:07 AM
Roy Kelley
Retired - Gaithersburg, MD

Good tips for listing agents. It is most important to be able to walk away when sellers are unrealistic.

 

Jul 26, 2013 04:10 AM
Fernando Herboso - Associate Broker MD, & VA
Maxus Realty Group of Samson Properties - Clarksburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

Love this post in so many levels. .

The special relationship of trust we seek with sellers starts with a first step of confidence as you ascertain on this post so beautifully Patricia. .critical point.

 

Jul 26, 2013 05:28 AM
Team Honeycutt
Allen Tate - Concord, NC

The pointers you gave us are all good. Listing presentations should be about the seller and their home not our stories from the past. Thanks for giving us this reminder.

Betty

Jul 26, 2013 05:37 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Excellent post--hopefully some people out there will listen and take it to heart!

Jul 26, 2013 07:22 AM
Kathy Scipione
Long and Foster Re Inc - Malvern, PA
Kathy Scipione, CRS, GRI, AHLS, ABR,

Terrific post and very thought-provoking.  Thanks for making some terrific points.  You go, girl!

Jul 26, 2013 07:49 AM
Charles Stallions Property Manager
Charles Stallions Real Estate Services - Pace, FL
Pensacola, Pace & Gulf Breeze Property Management

Thanks for sharing a way to put together a professional listing presentation. I am always adding to ours.  

Jul 26, 2013 01:13 PM
Joni Bailey
101 Main St. Realty - Huntsville, TX
Your Huntsville / Lake Livingston Area REALTOR®

Lately I have had a few want to list high. I explain the comps, why they shouldn't. They agree and then get a few showings and think I was wrong about the price and want to increase the price. Oh My!! :(((

Jul 28, 2013 01:27 PM
Thomas Ryan
FreeListingPresentation.com - Los Angeles, CA

Great points, I found some sample listing presentations on FreeListingPresentation.com that might be of assistance. Good Luck to all!

Nov 07, 2013 12:32 PM
Please delete this profile Delete

I just posted the Pre-Listing Presentation that I used to sell over $440 million in my career. Now that I'm retired, you can help yourself to a free copy. All you'll need to do is to find a person who is skilled at InDesign to modify it to your liking. 

Agent in Facebook groups like "Real Estate Success Principles" & "Real Estate Agent Group - Collaboration, Tips & Insights: have called it "one of the best pre-listing presentations they've ever seen."

You can have a copy for free, along with a tutorial on how I used it to get listing after listing.

Click here to download your copy.

If you have any questions, shoot me a line at greg@agentsuccesstools.com

Dec 06, 2013 02:10 AM