Do You Beat All Odds For That Listing?

By
Real Estate Agent with Liberty Homes RS-#62825

You are one of a few agents that are being interviewed to sell that wonderful home and you're thinking that it's just not worth it. You let out a ‘harumph' after getting off the phone (and hearing that you're one of several to be interviewed) and rather than ‘go through the trouble' you retort that, "They don't know what they're missing". 

You expect everyone to pick you and trust in you to sell their home...without even interviewing you.

NOT.

Remember the movie Against All Odds?  In the end he lost out on the woman he loved. He didn't stay focused on the job he was supposed to do and he let his emotions take over and ended up being the loser in the end. 

Stay focused and get those emotions in check. We all want to be the caring but detailed professionals in our area of expertise but we can't expect it to come on a silver platter. We have to WORK for it!

While I'm still talking to the seller I already have in mind what I'm going to do:

  1. Make that appointment! 
  2. Get my listing packet together
  3. Nice Cover Letter briefly explaining that I will listen to their needs and what I will do for them
  4. Comparable properties with a detailed CMA Wizard
  5. Documentation for all building permits
  6. Documentation for city and county tax records
  7. Sketches and detailed info from Department of Planning and Permitting-Honolulu
  8. Print out of aerial view of their property
  9. Any pertinent information from the Bureau of Conveyances
  10. My Strategy for Marketing Their Property  (MANY online sites, offline, open houses, flyers, cd's of virtual tours, virtual tours and booklets with info for the home)
  11. Sentrilock for secure showings
  12. Additional information on Tips and Tricks to Get the Property in Showing Condition
  13. Other flyers explaining Conveyance Tax, Harpta/Firpta Taxes
  14. Listing Agreement and Property Profile Information
  15. Seller's Real Property Disclosure Statement
  16. Seller's Estimated Net Sheet

Being self confident is another attribute that I have that takes me to the finish line. I study, research and know what I'm talking about and I have a great plan to present to the seller during that interview. 

Have a great plan and presentation to beat all odds...

Lest you be in that category ‘against all odds'.

Posted by

                                                       

 

Celeste "Sally" Cheeseman  is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs  she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.

 

 © 2007-2015 Celeste "Sally" Cheeseman's

Hawaii Real Estate and Relocation Blog.

All rights reserved.

     

 


 

 

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Lou Ludwig 01/19/2010 11:00 AM
  2. Wallace S. Gibson, CPM 01/19/2010 10:01 PM
Topic:
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Groups:
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M.A.N.C.R.O.W
POSITIVE ATTITUDE for the Weary Soul
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Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Wow...good thing Jane added a wonderful conversation while linking to this one... Hope you all have a clear understanding just what your market needs and put it into a tangible presentation for the seller!

Jan 20, 2010 04:52 AM #28
Rainmaker
450,073
Vickie McCartney
Maverick Realty - Owensboro, KY
Broker, Real Estate Agent Owensboro KY

Sally~  I came over here after reading Jane's post.  Your listing kit gave me a couple of great ideas!  It is important, like you said, to beat all odds!  Thanks for sharing yours with us.

Jan 20, 2010 07:22 AM #29
Rainmaker
528,160
Kathryn Acciari
Century 21 Real Estate - Shrewsbury, MA
Brand Ambassador and Business Coach

Sally, thank you for posting your list.  There are a few things that I need to add to my presentation!  Excellent post.

Jan 20, 2010 08:28 AM #30
Rainmaker
1,412,442
Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566

This is an interesting list. I did not recognize a thing or two I now want to check out. Thanks!

Jan 20, 2010 11:50 AM #31
Rainmaker
1,412,442
Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566

I want to check out the hicentral link but it is broken. Can you corrrect it? I am curious about that link.Thanks!

Jan 20, 2010 11:52 AM #32
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE


Cheryl: Fixed it...pretty interesting and it's helped me PLENTY when I research.

Jan 20, 2010 11:57 AM #33
Ambassador
1,655,250
Jennifer Fivelsdal
JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571 - Rhinebeck, NY
Mid Hudson Valley real estate connection

Sally when you have all the necessary information you can really approach the appointment with confidence , and the seller will pick up on this.  Great list.

Jan 20, 2010 12:47 PM #34
Rainmaker
515,531
Eva Aliaga
Partnership Realty Inc - Boca Raton, FL
Boca Raton & Delray Beach: SE Florida Real Estate

Sally, that is a very impressive list I like the cd with your virtual tours. When I go to a listing I take a CMA and some samples of my marketing. Reading both your and Jane's post I need to work on my listing package. Good job.

Jan 20, 2010 01:37 PM #35
Rainmaker
509,521
C. Lloyd McKenzie
Albuquerque, NM
Living Albuquerque

Hey Sally, 

You've got what it takes! Great post! And continued success throughout 2010.

Jan 20, 2010 02:46 PM #36
Rainmaker
1,951,137
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

Sally, you're right, success must be earned, and takes work. Enjoyed reading what goes into your listing presentation. I love the aerial view of the property and should add that to my presentation. Thanks for the post.

Jan 20, 2010 11:45 PM #37
Rainmaker
375,082
Gina Chirico
Lattimer Realty - Fairfield, NJ
Real Estate Agent - Essex County, New Jersey

Sally,

You are absolutely correct.  You need to have your listing presentation down pat.  I don't agree with the rehearsed script, word for word presentation, but you need to know your facts on the market inside and out, including private sales, your marketing plan, etc.  You need to be prepared for almost any question that a seller may ask you.  I also read the seller as I'm sitting there, some are all about price or all about marketing and I gear it towards their preference.  I also keep an outline in front of me (hidden from the sellers) as to key points I want to make about marketing, my company, county states, etc.  I also keep a list of common objections and more importantly, responses to them.  I found that helps keep me on target and ready for just about any question.

Great post!

 

Jan 21, 2010 12:35 AM #38
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Gina: There should be no rehearsed script to begin with...each piece of documentation is not going to be like the last listing....they are all a different property. My presentation is in order...with 'chapter' pages and of course I go through the whole thing with them while explaining each...  My marketing plan is geared specifically for the property although the most important is my internet marketing and Open House. These work here for sure.

Eva: Glad that some of these points in our posts help. That's the whole great thing about ActiveRain. We can find everything and anything on this site!

William James Walton: I researched everything to death to get those online informational sites a part of my research for properties....great for showing we know what we're talking about...because we have the documentation.

Jan 21, 2010 02:36 AM #39
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Jane: What a wonderful post you read to express your determination to make a better listing presentation. Thanks for the highlight to this one!

Jan 21, 2010 02:40 AM #40
Ambassador
1,092,175
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI
(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

Trevella: And no matter what...you sleep well at night, right? I too tell the up front facts. I refuse to list something that is beyond the scope of market value. Nope...waste of everyones time.

Jan 21, 2010 02:41 AM #41
Ambassador
2,091,088
Barbara-Jo Roberts Berberi, MA, PSA, TRC - Greater Clearwater Florida Residential Real Estate Professional
Charles Rutenberg Realty - Clearwater, FL
Palm Harbor, Dunedin, Clearwater, Safety Harbor

Indeed a pretty impressive list!! Hats off to you, Sally!!

Jan 21, 2010 08:57 AM #42
Rainmaker
1,946,860
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Okay - I am definately motivated! Thanks for the list! You have some suggestions that I would not have thought of.

Jan 24, 2010 01:02 PM #43
Rainmaker
1,946,860
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Okay - I am definately motivated! Thanks for the list! You have some suggestions that I would not have thought of.

Jan 24, 2010 01:02 PM #44
Rainmaker
1,946,860
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Okay - I am definately motivated! Thanks for the list! You have some suggestions that I would not have thought of.

Jan 24, 2010 01:02 PM #45
Rainmaker
255,915
Kristi DeFazio
RE/MAX Advantage - Colorado Springs, CO
Colorado Springs Rea lEstate 719-459-5468

Nice list, Sally. Experience and self-confidence are the best to bring!

Jan 25, 2010 09:43 AM #46
Ambassador
1,306,207
Dagny Eason
Dagny's Real Estate - Wilton, CT
Fairfield County CT, CDPE Homes For Sale and Condo

Really nice list, Sally!  I am going over to see Jane Peters' post now.  You two seem to have covered it!

Feb 14, 2011 12:06 AM #47
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