What's your listing kit?

By
Real Estate Agent with Mosman Neutral Bay Realty, Sydney Australia License #1398412

For years I have been listing homes with a blank pad and pen and a smile. Most of them were referrals so it was a warm listing and I didn't see the need to bamboozle the seller with a whole lot of statistics. Lately, i have heard that more and more agents are taking a full listing kit with them, usually a folder with laminated flip cards with everything from pie charts showing where buyers come from to flip cards with examples of advertising. I am starting to review my tactics especially if I get called in and I am not well known to the seller. What are you using? I have just been told about a new listing presentation for IPAD which will be released in Australia in May, it sounds pretty good but I will wait to see it for myself. Meantime, can anyone share their listing presentation ideas with me?

Posted by

Geoff Grist

Mosman Neutral Bay Realty, Sydney Australia

Comments (58)

Greg Lussier
Choice One Realty/Better Properties RE - Newcastle, WA
Newcastlenulls Home Specialist

I use a listing presentation package for new clients and referrals. These people don't know you and your services so it is ideal to first educate them about you and your services through a listing package and during the presentation.

Past clients and close friends know that I take my job seriously and professionally. In many ways we've formed a trusting bond between one another. With these I often don't have to go in with a full kit/package, usually a simple one line CMA is all they are looking for. Sometimes my really close clients only need to hear me tell them via phone what to list their home at. This is the level of trust that I enjoy having with my clients and it makes me love my job everyday.

Mar 26, 2011 04:15 AM
Michele Myers
Prudential Homesale Services Group - Harrisburg, PA
Harrisburg/Hershey Realtor

I am not in favor of CMA Toolkit as it de-personalizes what is supposed to be a personal relationship.

Mar 26, 2011 05:04 AM
Tom Branch
RE/MAX Dallas Suburbs - Plano, TX
Broker, CDPE, SFR, ACRE, Plano TX Ambassador

Geoff,

I listed 79 properties last year and I may have done 2 or 3 "listing presentations." Most of our listing business is referral-basedso we really don't have to go in and sell. That said, I do have a nice flip-chart presentation that I can use when needed. I may transition it to the iPad later this year.

Tom

Mar 26, 2011 05:10 AM
Linda Papallo
Century 21 Access America Licensed in CT - Wethersfield, CT
860 221-8600, Your Wethersfield CT Realtor SFR, CDPE

Geoff,

 

I have done listing presentations both ways. It's my experience if you know your market and be yourself it's  very effective,. Either a seller is going to connect with you or not.  Century 21 has power point presentations that can also be used, If your company offers them to their associates they are also a great tool. Best of luck!

Linda

Mar 26, 2011 05:22 AM
Steven Pahl
Keller Williams Tampa Properties - Tampa, FL
Real Estate Consultant Tampa, FL 813-319-6423

Thanks for asking this question Geoff, I've picked up a few ideas to change my method!

Mar 26, 2011 09:51 AM
Geoff Grist
Mosman Neutral Bay Realty, Sydney Australia - Sydney, AU
Author of Sold Above Market book

Me too Steve, thanks for responding.

Mar 26, 2011 12:50 PM
Geoff Grist
Mosman Neutral Bay Realty, Sydney Australia - Sydney, AU
Author of Sold Above Market book

Hi Cheryl, your slides are amazing, I would have never thought of that. The new product I mentioned is an Australian system called Locked On, you can see it at http://www.lockedonhq.com/

Mar 26, 2011 12:56 PM
Mona Gersky
MoonDancer Realty, Dillsboro,NC - Sylva, NC
GRI,IMSD-Taking the mystery out of real estate.

Hello Geoff, this was interesting and I feel a little outclassed and impressed by my colleagues.  I definitely will be stepping up the presentation (a Little).  We've been pretty successful taking our Working With Real Estate Agents brochure, a pad and pen, our camera, genuine interest and the schedule of what we will do for them and when.

Our listing statistics started improving when we made a determination of what the house listing price should be and did not bow down to the seller's desire for us to price higher.  There are worse things than not getting overpriced listings

.

Mar 26, 2011 03:54 PM
Gail Robinson
William Raveis Real Estate - Southport, CT
CRS, GRI, e-PRO Fairfield County, CT

Geoff - I use an iPad presentation (PowerPoint converted to PDF file) that is 44 pages long.  It has more than paid for itself.  I don't walk in with a bulky binder.  I pull it out of my pocketbook and show them exactly why they need to list with me vs. other agents, statistics, my track record, and my plan for marketing their home.  I don't know why other agents aren't doing this, but it blows their socks off.  If you were hiring an agent to market your home, wouldn't you want one who demonstrated they were Internet savvy and had a plan for marketing your property when they walked in the door? 

Mar 26, 2011 04:50 PM
Cara Marcelle Mancuso
Long Realty - Dove Mountain, Marana AZ - Tucson, AZ
Call a Marana neighbor, I'm THERE! LONG REALTY

Very interesting post and comment trail.  I think you are in the ballpark with your personality and style - just need to fine-tune it with your marketing plan and neighborhood statistics.  The greatest presentation in the world won't sell them if the personality isn't there.

Mar 26, 2011 06:34 PM
Dagny Eason
Dagny's Real Estate - Wilton, CT
Fairfield County CT, CDPE Homes For Sale and Condo

Geoff- Thanks so much for the card!!!    You definitely help us remember who you are!

I am of the school of one appointment, start by explaining and showing examples of what I do to market.    Build a rapport with the client.  If we click, I go into the pricing with them as a team (seller and I.)  We go through the comps together, and I tell them my job is to guide them as a team through the process, and my expertise is always there to guide and help.   I find they usually love this process, and will pick an appropriate starting point.   They are involved all of the way, and love it.   If you click, they will sign.

Mar 27, 2011 02:14 AM
Robert Courtney
Lihue, HI
Century 21 All Islands, RA, CDPE, MCRE, CIAS

Sounds to me what you are doing works for you.  We have agents on our island that are so up to date and knowledgeable about the real estate in the area they work it is second nature.  They talk to clients with confidence and assurance.  They are the leaders on our island.  I am new, so I use current CMA information as a visual.  I use brochures for my brokerage firm to help sell our experience.  I do use interviews for potential clients whether listing or showing properties.

Mar 27, 2011 02:21 AM
Pam Ruckriegel
Louisville Real Estate Pros - 502-435-5524 - Louisville, KY
Negotiating the Best Deal for You!

Geoff, I have done it both ways, with a binder with lots of fancy slicks and with a pad of paper.  Both got results.  I think you have to determine the personality of your client and figure out what is going to work with them.  I use the consultative approach in that I am there to answer questions, so I let them ask all the questions of me and drive the presentation themselves.  As someone up above mentioned, I use "you" alot.  Let them do alot of the talking.   I have some slicks with me I can pull out with supporting numbers, etc., if needed.

Mar 27, 2011 03:46 AM
Dottie Kesterson
Cleveland, GA

Geoff, Really like your question here. I also got good information .  # 16 Tammy from Tennessee. Sounds a lot like myself . Be yourself not all personalities can work together. I do let the clients know the market, but with the media they have a good idea what is selling in the area. I use my adds, Current CMA I'll have with me if need to show and tell. I also carry my camera, and my sign it shows" Hey I'm really when you are." This lets them know I am serious. I keep a smile and let them if I can help them I"m here for you. Again its about them not you.

I don't always get the listing  and have found I may be the one who comes back and does the selling. I love that, keeps me smiling!!

Dottie kesterson (Savage Real Estate ) North Ga.

Mar 27, 2011 06:50 AM
Geoff Grist
Mosman Neutral Bay Realty, Sydney Australia - Sydney, AU
Author of Sold Above Market book

All great feedback, thank you everyone who has contributed

Mar 27, 2011 10:10 AM
Karen Feltman
Cedar Rapids/Iowa City, IA KW Legacy Group - Cedar Rapids, IA
Relocation Specialist in Cedar Rapids, Iowa
I think that we all need to refresh our listing presentation from time to time, it is really dependent on the price range of the house and the seller though. I have a nice presentation folder and a great netbook PowerPoint depending on the client. I agree that it is all about them. I also use a pre-listing packet to give them samples of marketing, a bio of me, some statistics and staging tips too.
Mar 28, 2011 09:40 AM
Liane Thomas, Top Listing Agent
Professional Realty Services® - Corona, CA
Bringing you Home!

I have a kit I put together and leave with the homeowner that includes who we are and what we do. It also includes a full cma. Separately I carry a binder with samples of my marketing and my "after the sale" surveys that I do not leave. 

Mar 28, 2011 04:58 PM
Elisa Uribe Realtor #01427070
Golden Gate Sotheby's International - Oakland, CA
Opening the Doors to California Homes -East Bay

I love what Fernando says about having four listing presentations depending on the age of the seller and Fernando's comment about the ipad. I've heard of other agents doing this too. What a great topic to post. Most of my listings are from clients I have a relationship with, like you, I need to brush up on the untapped market of those that don't know about me. Thanks for getting the wheels turning.

Mar 29, 2011 09:35 AM
Dennis Neal
RE/MAX, Big Bear - Big Bear Lake, CA
Your Home Sold in 21 Days or We Sell It For Free

Visit Mikeferry.com and look at his free downloads. We have been using parts of the Mike Ferry System for years with great success.

Mar 31, 2011 08:05 AM
Geoff Grist
Mosman Neutral Bay Realty, Sydney Australia - Sydney, AU
Author of Sold Above Market book

Thanks everyone, Gail would you be kind enough to share your PDF with me? plus I will check out Mick Ferry and see what he does. Have a great Easter everyone.

Apr 21, 2011 01:54 PM