10 Easy Steps To Better Listing Appointments.

By
Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

florida realtor training

Hi folks. Here are some tips that may help you with your listing presentations.

1. Pre-qualify the Sellers on the phone prior to meeting with them. This includes finding out their reason for selling, mortgage balance, how long they have lived in the house and details about the home. Do not under any circumstances discuss pricing or commission on the phone. If this comes up the answer is "I have to see your house in order to give you an accurate opinion of value" and "Commissions vary greatly from company to company. We can discuss this once we get together. Right now, I want to concentrate on how much money I can put in your pocket. That's' really the only figure that matters to you, right?"

2. Prepare your CMA based on public records and the information they have already given you. You should be able to come within a few thousand dollars of true market value, subject to verifying the condition of the house.

3. E-mail them this information in advance if they are able to receive it. Do not give them your price opinion or commission rate. Just comps, marketing info and such.

4. Prepare the listing agreement, MLS data sheets and disclosures in advance with your commission and all other information except price. Make copies. This should not be hand written. If it's typed they are less likely to question or change things. Like my commission.

5. Day of presentation arrive exactly on time. Not five minutes early and not five minutes late. This is very important. You want them to know immediately that you do what you say, when you say.

6. The first thing I do is let them show me the house if they want or I look on my own. You can even take notes on a pad or talk into a recorder. They like that. This takes about 5 minutes.

7. Then guide them to the dining room or kitchen table. No breakfast bars and no coffee tables. A big table, with them sitting side by side across from you. And start out with chit chat. Get to know them. Listen to what they are telling you. You are fishing for their hot buttons. This takes anywhere from 10 to 15 minutes.

8. Then I start my presentation by telling them a little about how I do business and what they can expect by working with me. I am trying to hit on their hot buttons at this point. Win their trust. This takes about 10 minutes.

9. Next I get into pricing, going over my analysis, what happens when we get an offer, pre-qualifying buyers, possible closing issues, inspections and answering any questions they may have. Notice how I'm already talking as if I have the listing and the house is already under contract. About 20 to 30 minutes.

10. Then I hit them with the close "I'll need a key today. I have my sign in the car and a lock box in my briefcase. Here, you guys sign here and here and while you are doing that I'm going to take some pictures and get my measurements, so I can get you up and running today." Then fill in the price and slide over the paperwork and two pens and get up and start cutting on lights and taking pictures. I do not explain contracts to customers. I am not an Attorney and that is not my job. I may give them a brief summary limited to: here's the price, here's the length of the agreement and here's where I get paid. Also, here's the Property Disclosure Statement with a self addressed stamped envelope, complete it and mail it back to me.

By the time I am done taking photos and measurements they have finished signing everything, including their copies, and have placed a key on the table. 30 minutes.

I thank them and tell them I am hurrying back to my office to edit photos and get them in the MLS, so they are up and running before the morning's hot sheets hit the system. Put on my lock box, stick a sign in the yard. And I'm out of there in 90 minutes. Next!

Usually, I will even call them on the way back to my office(home) to tell them how excited I am. And of course they will be hearing from me often.

Oh, by the way, I truly am excited. I love helping Sellers sell their homes. I want to do everything I can to get this done for them.

So that's it. Broker Bryant's, 90 minute, one visit listing presentation. 

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***I am NOT an Attorney nor do I play one on TV. Click the button below for my Bio.

The BIO for Bryant Tutas

 

 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Comments (6)

William J. Archambault, Jr.
The Real Estate Investment Institute - Houston, TX

Bryant,

Definably audacious, but it works for me. I like it!

Bill

Aug 03, 2013 10:21 PM
Ritu Desai
Samson Properties - Ashburn, VA
Virginia Realtor-Fairfax/Loudoun/PW-703-625-4949

Bryant, I had pretty very similar expect last step..most home seller in Northern Virginia like to talk over rather than sign listing agreement on the stop. But following up truly helps.

Aug 03, 2013 10:46 PM
Michelle Gibson
Hansen Real Estate Group Inc. - Wellington, FL
REALTOR

BB - This is excellent advice and all it really takes is confidence.

Aug 04, 2013 12:54 AM
Greg Nino
RE/MAX Compass, formerly RE/MAX WHP - Houston, TX
Houston, Texas

BB,

 

Good stuff. ESPECIALLY discussing the potential proceeds by finding out their mortgage balance. Early on I'd sit down with someone and spend my time only to find out they're upside down! Arggg!

Aug 04, 2013 03:44 AM
Andrea Swiedler
Berkshire Hathaway HomeServices New England Properties - New Milford, CT
Realtor, Southern Litchfield County CT

BB, all great advice. What more needs to be said!

Aug 04, 2013 06:00 AM
Beth and Richard Witt
Long Island Cash Home Buyer - Center Moriches, NY
Long Island Cash Home Buyer 516-330-6940

Do not under any circumstances discuss pricing or commission on the phone. If this comes up the answer is "I have to see your house in order to give you an accurate opinion of value" and "Commissions vary greatly from company to company. We can discuss this once we get together. Right now, I want to concentrate on how much money I can put in your pocket. That's' really the only figure that matters to you, right?"

Could not agree more with this bit of advice... Happy Day

Sep 06, 2013 09:52 PM