listing presentations: Would You Want Me as Your Client if I Did This? - 08/10/12 03:21 AM
I'm going to pose a situation to you and ask for your honest feedback as to how you would respond if this situation were presented to you. 
Sometime in the next year, my husband and I will be selling our home and buying a new one. Since I'm not licensed in the state of Florida (and have no desire to be), we will be seeking the services of a local real estate agent.
Honestly, this scares me to death. I have rather high expectations for an agent who represents me - well, actually I don't feel my expectations are unreasonable, but … (20 comments)

listing presentations: Are 100 Listing Appointments Better than 10 Listing Appointments? - 06/19/12 10:33 PM
I was listening to some ho-hum non-real estate-specific sales training seminar a few weeks ago – don’t know why I was listening to it, considering it was as ho-hum as they come; maybe I was subconsciously looking for material to blog about!

And voila! I found something!

During the seminar, the speaker was spouting traditional numbers game fluff. Basically, the same old “The more people you touch with your sales pitch, the more you’ll sell of whatever it is you’re pitching.”
One of the examples he used was actually from the world of real estate. He was talking about real estate agents … (117 comments)

listing presentations: There's Nothing Wrong with a Free CMA - and a LOT Right about it! - 05/06/11 01:54 AM
It's a common complaint among our ranks that we often work "for free," especially these days when buyers are fussy, sellers are frustrated and closings are more tenuous than ever. We can work for months on one transaction only to watch it fall apart due to factors beyond our control, leaving us uncompensated for all that time, energy and gas money.
While I have some issues with the opinion that all that work was "for free," that's not my topic du jour.
Today I want to pontificate about our resistance to providing a "free" CMA (comparative market analysis). That it's unprofessional … (18 comments)

listing presentations: Listing Presentations: How To Lose Them From Hello! (The Go-Giver Chronicles Continue) - 09/14/10 01:44 AM
A few weeks ago, I started writing about the Go-Giver real estate agent - how we in our industry can apply Go-Giver principles to our business. To read earlier posts, see the links at the bottom of this blog!
Here's a quote from the introduction to "Go-Givers Sell More" by Bob Burg and John David Mann:
"It's not about you, it's about them."
Mr. Burg and Mr. Mann explain that success in sales is not due to "mastering the close" or having a "dazzling presentation" or the ability to "shoot holes in any customer objection from fifty paces." It's about being a … (21 comments)

listing presentations: How to "Just Say No" to Your Seller without Sounding Lazy, Cheap or Disrespectful - 09/04/10 02:29 AM

God Bless 'em, sellers just want to help. They have lots of opinions on how their homes should be marketed, advertised and promoted to agents and buyers, and they LUV sharing those opinions with us. And of course, they expect us to agree with their opinions and implement their ideas immediately!
And sometimes they're right. Hey, our sellers are intelligent human beings, and at times, they have great ideas we'd never thought of.
But sometimes, um, they don't. No disrespect to homesellers around the world, but we DO (or should) know more about selling houses than they do. We DO (or … (36 comments)

listing presentations: Listing Presentations: The Pitfalls of Charts & Graphs & Statistics - 08/09/10 02:07 AM

Had an interesting email dialogue over the weekend with a SWS reader - I'll let him identify himself here if he likes - about the use of charts and graphs and data and statistics in a listing interview. He asked the question during my "Helping Your Seller See the Light" teleseminar on Saturday whether or not I use, or recommend using statistics like "absorption rate" and "days on market" and "average list-to-sold," and if so, what exactly IS the best use of these statistics?
Well, my superficial, off-the-top-‘o-my-head answer was that no, I don't use charts and graphs and statistics … (28 comments)

listing presentations: Live, in the SWS Virtual Studio this Wednesday - Pricing it Right - Helping Your Seller See the Light! - 07/26/10 12:20 AM
Pricing it Right - Helping Your Seller See the Light! (A free teleseminar at Sell with Soul)
REGISTER FOR THE SHOW HERE
Pricing is tough enough in today's market (well, any market really), but sometimes the most difficult part of getting a listing priced right is convincing your seller you know what you're talking about!
Many real estate trainers advise you to use condescending scripts and dialogues to persuade a reluctant seller to price his home to sell. Hmmmm...the last time I checked, insulting the intelligence of your audience is a lousy way to build the trust and rapport you'll need to … (7 comments)

listing presentations: Pricing Historic Homes in Urban Neighborhoods, Step Four - Analyzing the SOLDs - Dealing with the Outliers - 11/10/09 12:06 AM

Thanks to those who are sticking thru this series with me! While I think that the process of properly pricing homes is fascinating stuff, I know it's not nearly as sexy as other topics! (Although SELLING your properly priced listing is very sexy, indeed.)
In the previous installments...
IntroductionStep One - Before you price, prepare!Step Two - Preview, preview, previewStep Three - Play detective
...we talked about how to effectively preview the competition to figure out where your potential listing falls into the scheme of things.  So, what about the SOLDs?
The problem with using SOLDs in your market analysis is, unless you've … (4 comments)

listing presentations: Playing Detective... Pricing Historic Homes in Urban Neighborhoods - Step 3 - 11/06/09 10:04 PM

Here's the third, well, kinda the fourth (if you count the introductory teaser) installment in my series "Pricing Historic Homes in Urban Neighborhoods." You can read the rest of the series here:
IntroductionStep One - Before you price, prepare!Step Two - Preview, preview, preview
I've had a few comments come in to the tune of "Wow - that's a lot of work - is it really necessary to spend so much time pricing a home?" Well, I say - YES! It is necessary! After all, our product is property, and our sellers pay us darn good money to know our product and … (18 comments)

listing presentations: Pricing Historic Homes in Urban Market - Step Two - Preview, Preview, Preview! - 11/03/09 11:43 PM
Just another installment in the series: Pricing Historic Homes in Urban Markets...
IntroductionStep One
In the last installment, I recommended that you always, always, always drive by your subject property before doing anything else. If you can get inside, so much the better...
So after you have a good visual of your subject property, it's time to go check out the competition - otherwise known as "previewing." (If your market frowns on previewing, and many do, please share with the audience how on earth you properly price homes!).
When I interview to list a property, I often find myself bonding with the … (23 comments)

listing presentations: Pricing Historic Homes in Urban Markets - Step One - Make Like a Boy Scout... - 10/29/09 11:22 PM
Earlier this week (or maybe last week?) I promised to do a little series with tips on how to properly price historic homes in urban markets. Here's where I promised that - you might want to read it first.
Got distracted by conversations ‘bout Real Estate Reality Shows, but here I am again, back to the more mundane issues of our daily grind... pricing homes to sell. Yawn. (I say that a little sarcastically; I totally love this stuff).
Pricing historic homes in urban markets is a bit (a lot?) more time-consuming than pricing newer homes in planned developments. But, at … (13 comments)

listing presentations: Are Listing Presentations Really Necessary (or effective)? - 04/03/08 11:16 AM
We're having a lively discussion over on my private SOI Blog Forum about the "best" way to do a listing presentation. The reason it's up for discussion is that many of us work primarily with people we already know (our SOI's), and feel kind of silly doing a formal sales presentation for them.
Well, one of the most brilliant members (and there are plenty), Susan Haughton, made the following comment:  
"I never do a formal listing presentation; I take comps so it looks as if I at least came with something.  I talk with the sellers about the market, about their home, … (50 comments)

listing presentations: What does a listing agent DO for all that money? - 03/31/07 02:21 AM
I was cleaning out old files this morning and came across this little blurb I wrote years ago and used in my listing presentations. If you like it... feel free to use it! 
What does a Real Estate Agent DO for all that money?Many people think that the main reason you hire a real estate agent is for MLS exposure.  And, unfortunately, in some cases that may appear to be the primary service some real estate agents provide.  However, a GOOD agent provides much more than simply a For Sale sign and a listing on an online database.
ConnectionsA good real … (17 comments)

 
Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul)

Jennifer Allan-Hagedorn

Author of Sell with Soul

Pensacola Beach, FL

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