Hmmm... Do I use a prelisting packet or not...
I was teaching a class last week on the listing presentation and shared with the students a quick story about using a prelisting packet. It is essentially items explaining the listing process that you send/drop off/deliver to the seller prior to going to your listing appt. It can include a DVD, or marketing materials, answers to objections, things about you, expectations, etc...
If you were going to hire a contractor to do some remodeling in your kitchen, and you contacted three contractors to give you bids... AND they all are coming on Friday. If all things are equal, which one would you choose? Probably the one with the best presentation or something. Now, if one of the contractors asked to come over a few days earlier to drop off some samples, take measurements, build rapport with you and leave some info, who would win the job when you met with all three on Friday? Well, I know that the one that spent more time with you would obviously have a leg up on the competition.
A pre-listing packet is just the same. It gives you time to talk with the seller prior to the listing appt. It gives you time to learn what the motivations are of the seller prior to the actual big show. Some people just sent the prelisting packet then call to confirm. Others drop it off personally.
What are your thoughts? Do you use them?
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