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12 Tips from the "World's Greatest Listing Presentation"

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•· After 30 days the first CMA is obsolete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

Cathy Glass, Realtor®

Posted by Cathy Glass, Realtor® Knoxville Tennessee on 09/21/2008 08:09 PM

Comments (14)

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14 Comments on 12 Tips from the "World's Greatest Listing Presentation"

SEP

2008

Cathy, I heard Zan several years ago. Great tips! I have not heard of propertyshark.com I will have to check it out.

.... I am not 100% convinced on meeting at the office first? Who knows, I have not tried that one yet.

Cathy, Thank you for sharing this with us. Hopefully we can all learn something from your blog.

I have taken the Ninja Selling classes with Zan Monroe. He has a lot of great ideas to share.

I dont know about meeting at the office first either, maybe it works for some---Bart

great ideas thanks for sharing

Cathy- thank so much for sharing. I had not heard of propertyshark and the idea of meeting at the office. I always use a prelisting questionnaire but i think it needs some fine tuning.

Great summary and a few new websites to check out! Thanks!

Hi Cathy,

Good stuff and I'm pretty much in agreement with it all. My approach is verysimilar, adding an emphasis on on-line marketing. I'd say it's one my strongest suits in the biz. Thanks for sharing the info.

Good ideas as we all know more and more people are turning to the web

I heard Zan last year at NAR. He is a lot of fun. I thought it was going to be the driest session I was going to, and it turned out to be one of the most fun.

meeting at the office is an ace in the whole. show them your stuff and ask them to sign. they don't say no. I took Ninja Selling with Zan, good stuff

SEP

2008

Thanks for sharing Cathy. Remember once you have all the basics of a listing presentation, practice in front of a mirror or videotape yourself to see how well your delivery is...or role play with someone not in the business. You'll find your skills will improve as well as your confidence! Greetings from Paradise.

SEP

2008

Cathy, I will go and read the weblink that you have suggested. Thank you for sharing this with us:)

It's a Good Life!

Fran

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