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The First Visit Of The Two Step Listing Presentation....The Real Test!

By Barbara Todaro

Services for Real Estate Pros with RE/MAX Executive Realty - Happily Retired 104763

July 07, 2012 04:48 AM

We never forget a first impression. They are lasting. The pre-listing presentation is as important a step in the listing process as the final visit and presentation of the value of the property. If the personalities of the agent and the homeowner do not mesh, the final presentation is futile.

Real estate agents must be chameleons because we deal with so many different personalities and backgrounds. Everyone likes to work with people who act as they do and have qualities that are similar to theirs. We like us!! It’s important to find a common ground; an area of commonality with thoughts that are similar; and by the time we leave the property, a feeling of harmony. All of that needs to be accomplished at the first meeting.

The first visit is a preparation for the final visit. We’re setting the scene and establishing a positive attitude and a common ground. We’re preparing to create our team before we are granted that authority to begin the process of marketing for that team.

The agent and the seller must work as a team and the agent is the captain. If the seller is working against rather than with the agent, there is no team and there will be no listing. Within the first few minutes of meeting the seller, the agent must identify that personality and become one!! That's the "first real step" in listing property!!!

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Charles Stallions

Charles Stallions Real Estate Services - Pensacola, FL

850-476-4494 - Pensacola, Pace or Gulf Breeze, Fl.

Wow are you saying you still do a two stepper I have not heard that for years. What happens if the owner is interviewing agents in between. As a listing agent this is very interesting.

Jul 07, 2012 06:38 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Charles..... we do a two step and so don't most of the other top listing agents in our area.....sellers expect it....we prepare them for it when we make an appointment for the first visit.... if they say they want a price with one visit, we give it.... but the two step is to our advantage.... we leave a brochure (three ring binder with many different inserts and charts) other agents can't compete with it.... we listen during the first step and make assessments of personality and attitude.... if it's something we don't want, we will finish and then decline on the listing..... we fully expect all listing appointment to have two or three other agents visiting.... on occasion, we're the only ones.... we're #1 in the area for listings, sales and our office is also.... why go with #2 or #10....we do have a degree of confidence and touch of arrogance!!!

Jul 07, 2012 06:44 AM

Melissa Zavala

Broadpoint Properties - Escondido, CA

Broker, Escondido Real Estate, San Diego County

I love the metaphor of the chameleon. We need to adapt for sure. It also helps to know when to shut up (I think that you have written about that a few times.)

Jul 07, 2012 07:50 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Melissa.....ha....I'm running out of things to write about!!!!! :0

Jul 07, 2012 08:19 AM

Tatyana Makarov

Century 21 All Points Realty - South Windsor, CT

Your Greater Hartford Area Realtor

Wow, Barbara, very well said! We like US! You are right.

It is interesting how some owners make you feel during presentation.. I do feel like I am a chameleon sometimes :)

Thanks for sharing,

Tatyana

Jul 07, 2012 09:18 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Tatyana.... I'm sure you are a chameleon especially if you're a good listing agent....that's one of the qualities that's required....

Jul 07, 2012 09:21 AM

Brenda Mullen

RE/MAX Associates - San Antonio, TX

Your San Antonio TX Real Estate Agent!!

I agree with you completely Barbara. It's important that the listing agent be able to work with the seller. If there is going to be too much friction, many times it's better to walk away. Many times this is established the very first time you meet someone :)!

Jul 07, 2012 10:08 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Brenda...yes, you'll know with that first meeting if you will be able to work well with a potential client....

Jul 07, 2012 10:21 AM

Eric Michael

Remerica Integrity, Realtors®, Northville, MI - Livonia, MI

Metro Detroit Real Estate Professional 734.564.1519

Barbara, this is so true. I remember thinking during a listing appointment that something just didn't "click" at the first impression. It almost never gets better as time goes on.

Jul 07, 2012 01:02 PM

Rose King

David Tracy Real Estate - Friendswood, TX

Friendswood / Pearland / Houston Bay Area

Hello Barbara! Agents have to know a little about psychology and personality traits to be able to adapt to different personalities. I try to adapt as much as I can, but sometimes it's not easy!

Jul 07, 2012 03:20 PM

Conrad Allen

Re/Max Professional Associates - Webster, MA

Webster, Ma, Realtor

Hi Barbara. You don't get a second chance to make a first impression.

Jul 07, 2012 08:51 PM

Steve Loynd

Alpine Lakes Real Estate Inc., - Lincoln, NH

800-926-5653, White Mountains NH

Barbara...as an avid golfer, we call the do over a Mulligan...but no one I play with allows a second chance at taking that first shot.

Jul 07, 2012 10:42 PM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Hi Steve.... listing presentations are a one shot deal....

Jul 07, 2012 11:02 PM

Bernadine Eberle

Integrity Plus Realty, LLC Texas - Plano, TX

Home Sales in North Texas

Hi Barbara, I complete a two step process too. Not only are they interviewing the agent, we are interviewing them as well to see if there is a good fit.

Jul 07, 2012 11:27 PM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Bernadine..... yes, and that's what I like best about the two step process.... it gives both parties the ability to decide and decline....

Jul 07, 2012 11:33 PM

Scott Godzyk

Godzyk Real Estate Services - Manchester, NH

One of the Manchester NH's area Leading Agents

Good Afternoon Barbara, i have to say without a good first presentation, you may not get a second. Have a great Sunday

Jul 08, 2012 02:15 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Scott....that's very true..... the first step is very important....

Jul 08, 2012 02:16 AM

Linda Schneider

Fast Newsletters - San Diego, CA

Fast Newsletters for Real Estate Agents

Very interesting. I love getting a perspective on how other agents do listing appts. and yours sounds very effective. I have also often had that experience where you feel a clash of personalities. Sometimes these days I'll simply point it out and see if we can talk about it openly.

Jul 09, 2012 03:56 AM

Barbara Todaro

RE/MAX Executive Realty - Happily Retired - Franklin, MA

Previously Affiliated with The Todaro Team

Linda.... if it's high maintenance and there is going to be an extreme difference in personalities, I'll decline.... it's still a numbers game and we don't need to battle....that takes energy....not a good use of time....

Jul 09, 2012 04:44 AM

Laura Murray

Weichert - Silver Spring, MD

Search Montgomery Co., MD for homes www.MDRealEstateOnline.com

Really like being able to see a variety of perspectives from different listing agents. I know tat there are a variety of opinions on whether to do a 1 or 2 visit listing presentation.

Aug 12, 2012 02:37 AM