Once we take a listing, we are duty bound to put forth our best efforts. (See, Realtor manual, Page One). In our attempt to gain the listing, we try to impress the seller with our listing presentation. (See, Realtor manual, Page Two).
Even my pet rock knows the basics. 
So why read on? No reason, really. Thanks for reading my non-blog blog. Good to see you. Take care. Best of luck in your career!
Still here? You curious little devils!
Here's the crux: Creatively handling objections at or before the listing presentation.
For my two remaining readers, the tail wagging the Realtor principle involves the oh-so delicate moments that precedes a client’s decision to hire you. When the consumer has the most leverage hiring a Realtor, the greatest opportunity to showcase negotiation skills and creative solutions present themselves.
I read an interesting blog by Tanya Nourwens. I will probably sell on my own, but would you mind doing a CMA She tells the story of a colleague (mortgage broker) who asked for a CMA, despite his stated intention of going FSBO, and seeking a CMA from another agent, as well. With other work on her plate, she asked readers their thoughts on obliging her colleague. She's from Montreal, but principles affecting listing presentations apply in Orange County, California, too. They're universal.
The blog yielded a broad range of comments: Some thought it was a waste of time. Some advised doing it because the seller may decide to hire you, anyway. Some thought it would create good karma or earn them another referral from the seller. Some suggested charging a fee, or only doing it time permitting. Still, others suggested a short hand CMA without bells and whistles or deeper research.
Of several dozen replies, one suggestion was unique. Alan May’s idea was to bring a newbie along to cut their teeth by giving or watching a presentation. This turning-lemons-into-lemonade idea gained my favor. Alan’s reply was multi-tiered and cited many of the positive approaches summarized in the last paragraph.
I like Alan’s reply on two counts. First, I believe presentations are rarely a waste of time. I query how many have genuinely suffered an opportunity cost, and the expense is scant.
To keep the tail from wagging the Realtor in Tanya's Scenario, I’d:
1. Respect my colleague’s decision to market their listing as a FSBO;
2. Prepare a CMA to the best of my ability.... and the pièces de résistance,
3. Create a listing contract contingent on going non-FSBO!
Do share a story of turning a one-sided situation to your favor, or changing the spin to something favorable. We'd love to hear about it, and consumers probably do, too!
By: Brian L. Sirota, Esq., Counselor at Law/Real Estate Broker
*The Tail Wagging the Realtor* © 2011 Making the Best Listing Presentation
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