The last talk at that Tennessee Association of REALTORS® Conference was Zan Monroe. Have you heard him? He calls himself and edutainer, and he was...both education and entertaining! One of his goals is to inspire and educate 1,000,000 people by January 1, 2010. You need to go to his website, http://ZanMonroe.com and especially this page, http://zanmonroe.com/prod_library.htm . His talk was, "World's Greatest Listing Presentation." I am going to list some of the points he made. Do make sure you go to his website, though. You will find a wealth of great information. It will surprise you.
•· Your listing presentation has to stop every seller dead in their tracks. Make yours better or get out of the business.
•· Use a pre-listing questionnaire by phone and have it by your phone ready to use. Reason, "I need to do some research before we get together and that research will SAVE YOU TIME AND MAKE YOU MORE MONEY."
•· He suggests that it's a myth that sellers want us to come to their house in the evening. He believes they want to meet at the office. The reason, he says, is that they want to make sure you are legitimate, are a real company, and they can always leave if they don't like you. (I seem to hear conflicting opinions about this.)
•· Have a pre-listing package and deliver it to them before the meeting. Put everything and anything in it that will make the seller want to work with you.
•· Have a pre-printed resume
•· Do a CMA for your own information.
•· Keep pricing the house a separate issue.
•· Use absorption rate pricing, and do a comparative market analysis, a competitive market analysis, and a continuous market analysis
•· A 6 months supply of houses is a balanced market
•· After 30 days the first CMA is obsolete
•· His belief is that print marketing is dead. (That is another one I hear conflicting opinions.)
•· Some websites he mentioned are: http://zillow.com , http://trulia.com , http://propertyshark.com , http://propsmart.com , http://redfin.com
This is not every secret he shared with us, but it gives you a taste. Go to his website for more. Cathy
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