Do you go on a pre-listing appointment before the listing appointment?

Real Estate Agent with Safe Harbor Realty Serving SouthCoast MA&RI
 I recently listed a home. I generally do a quick walk-thru of the property then return the next day or so with a CMA  & marketing presentation. Good Thing.  The home's exterior was great , everything had been done, roof, windows & siding. The inside OMG, When I did the CMA, I had to price the home $20,000-30,000 less than I would have had I not seen the interior. In this market that 20-30,000 will make a big difference.  I feel we owe it to our sellers, who pay us well to give them a very educated price opinion  you cannot do that until you have seen the interior. THis was a previous expired listing on the market for 9 months.  I don't know what the other Realtor was thinking, I don't think she pre-viewed
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Sandi Bauman
Chico Homes Real Estate - Chico, CA
Chico CA Realtor

I haven't actually done it that way before... definitely something to consider.  I usually educate myself well on the comps before I go, work up a preliminary CMA with a price RANGE, and then narrow it down during our meeting.  Your route definitely gives me food for thought!

Jul 27, 2007 12:52 PM #1
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital
You're right to want to see the interior of the house before you give them your magic number.  I always do a two step.  At the first meeting, I have them take me through the house and I leave them my written information about me and my company.  Our second meeting, I go over the market analysis and marketing plan.  Also, you never know what you're going to walk into, and it could be omg like wow or omg like yikes!
Jul 27, 2007 12:54 PM #2
John Mayne
Coldwell Banker Previews International - Hermosa Beach, CA

In my experience that it really depends on how many agents you're competing with.  I recently went on a listing appointment that was a referral.  I sold the son of the seller his home about 5 years ago, so this was a "warm call." 

It was a similar situation in that the curb appeal was great, but once inside, I found that the seller was actually representing the trust of my former client's grandmother who recently passed, and apparently never threw anything away.  Yikes!  They're still clearing out the home, getting it ready to market.  In this case, I arrived with two CMA's, my usual approach.  One is my "strategic marketing," or "thirty day price," (close to if not right on market value) and the other is what I refer to as my "60-90 day price."  I find it's a good way to guage how realistic a seller is, how much it will take to market the home, and if I even WANT the listing. 

Other sellers will see me once, interview the other agents, and make up their minds straight away.

The majority, however, involve at least two trips.   Hope this helps... happy selling!





Jul 27, 2007 12:57 PM #3
Karen Ann Martin
Safe Harbor Realty - Westport, MA
Realtor Fall River Westport MA Real Estate Agent

 Sandi I also give a price range, with this slower market I am trying to view more comps at Open Houses. THat way at a listing appt. I can say I've seen this home. 

Patricia, yes the home could be better than you had thought

John  thats a lot of work but so is the 2 step, I know I have gotten listings because I spent the extra time right up front.

Jul 27, 2007 01:04 PM #4
Sandy Nelson
Riley Jackson Real Estate Inc. - Olympia, WA
your Olympia area Realtor

Unless I know the seller and have been inside the house recently, I always visit twice. Once to view the property and a second visit to present my marketing plan and a CMA. If I have enough time before the first visit, I mail out a pre-listing packet. I don't see how it is possible to do a market analysis without fisrt seeing the subject property. It's already pretty shaky if you don't get a chance to view the comps. It's a lot of work, but I view it as being diligent.


Jul 27, 2007 01:11 PM #5
Marchel Peterson
Results Realty - Spring, TX
Spring TX Real Estate E-Pro
I recently went on that type of listing appointment also.  The outside was drop dead gorgeous.  The inside had dated wallpaper, green carpet and overall just looked dated.  I ended up not getting the listing because I was honest as to where he should price it.  He ended up going with an agent who gave a price $25,000 higher than me but to me that is better than an overpriced listing that is going to set on the market.  By the way it is still active on the market.
Jul 27, 2007 01:26 PM #6
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services
I can't imagine working with a seller to list a property if one hasn't seen the interior. This seems very risky.  I think it is great to suggest some solutions to the seller to increase the price if they are open to that type of information -- Sometimes it is good to take them to see the competition -- that will bring home the point!
Jul 27, 2007 02:14 PM #7
Steve Scheer
Realty Oasis - Metro Brokers - Highlands Ranch, CO
Highlands Ranch Real Estate - Denver Real Estate
I do this on almost any potential listing and have for some time now with great success.   Everyone now and then the seller has to move to quick, we don't have time for both appointments and in that case I will skip the pre-list, but I will still walk around and make sure I am right on before presenting.
Jul 27, 2007 02:32 PM #8
Karen Ann Martin
Safe Harbor Realty - Westport, MA
Realtor Fall River Westport MA Real Estate Agent

 Joan,   I once had a diffucult seller as to price so I did bring him to see a similar priced home. his home was dated & needed a lot of  work & had no curb appeal, so when he saw the other nicer house he said mine is much better than this one!!! Another thing I forgot to mention, on the pre-list I take an exterior photo & include it on my CMA, most sellers are impressed by this.

Marchel  this happens to me also I rather price it right then overprice & spin my wheels& have the seler hate me.  When it expires I call them right away.

Jul 28, 2007 12:28 AM #9
Jennifer Chambers
I visit twice and encourage the agents in my office to make 2 visits.  It is well worth it to know as much as you can about the property.
Jul 28, 2007 05:05 AM #10
Deanna Wolfe
RE/MAX Elite - Castle Rock, CO
Denver Real Estate Professional
I've always gone to the listing appointment with a price range...  but I like this idea!  Any pushback from clients who say they are too busy for several appointments?
Jul 28, 2007 06:45 AM #11
Karen Ann Martin
Safe Harbor Realty - Westport, MA
Realtor Fall River Westport MA Real Estate Agent
 Deanna,  I have never had anyone say no to 2 visits,  I explain it in a way to benefit them. they are generally impressed I took the extra time & I build rapport with them.
Jul 28, 2007 10:28 AM #12
Rosemary Brooks
BMC Real Estate - 209-910-3706 - Stockton, CA
The Mother & Daughter Realty Team
I usually do the comps work prior to the visit to the property.  Sometimes I will do a drive by to see if I see something on the outside that will let me know something about the property but I do not estimate the value until I have checked out the inside and outside.  CMAs are usually higher than the property, these days.
Jul 30, 2007 12:57 PM #13
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents
I didnt think about it that way (pre-listing), but yes I do it this way now. In the past, I do not discuss the price during my listing presentation, but with the change of my presentation style and content, I feel that would be the most important thing to discuss.

Prior to that, I do a whole listing presentation except for the price and I tell them that I would call them and have a phone discussion about the listing price. I dont feel very effective that way. Not in this market. There is a huge gap between the Seller's Expectations and Buyer's Demands.
Aug 01, 2007 01:04 AM #14
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Karen Ann Martin

Realtor Fall River Westport MA Real Estate Agent
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