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Do you do the "Two Step"?

By Audrey June-Forshey

Real Estate Agent with RE/MAX Realty Services

March 09, 2008 05:56 AM

Do you do the two step?

Over the years I have gone back and forth as to whether I was being more effective in doing a one appointment listing appointment or a two step style listing appointment.?

I feel the one step is just that, one time to make your impression on the sellers. You have to be everything at that appointment. You have to be the listener, the teller of get your stuff out of the house person, and you have to sell your services as to why your are the end all get all agent of the world and they should go with you.

That is a long appointment and sometimes I think you start to lose the seller's attention. The phone rings, the kids need help with their homework, life just happens. So I switched to a two step listing appointment. Don't get me wrong, I have done my fair share of one step appointments, but if I don't already have some sort of relationship with the potential seller, I try for the two step.

So here is how I do it. When I get a call from someone who wants to potentially list their home with me, I have an interview form and ask my standard questions. You know, how long, how much, why the hard info you need. Then I explain to the potential client that my process is a two step listing appointment. I tell them so that I have the best information for them I would like to do 2 things for my first appointment. I want to drop off my "prelisting package" . This is so they can read over my goals, what I am about, how great me and my company are etc. This will save me time at the main appointment. I wont have to sit there and talk about myself, I am there to talk about them and how I can help them. It's about them, not me. The other thing I want to do with the seller is have them show me the house in detail so I can be as accurate as possible on the Market Analysis. This also gives you a chance to build a rapport with the seller in a more causal setting.

When I am finished with the first appointment, I do ask if I can be the last agent if they are interviewing. Some agents will want to be first and seal the deal, but if they are good consumers and used to read old "Bob's" article, they know they need to interview 3 agents. So I like to be last if possible.

I don't get every listing and yes, this is more time consuming, but I feel this has been more effective for me.

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Rate A Home - Saugatuck, MI

Audrey, either way is better then the three step, where it's one step forward and two steps back. Grin

Mar 09, 2008 06:03 AM

Michele Lundgren

Keller Williams Realty West Bloomfield Market Center - Royal Oak, MI

Royal Oak Realtor, Oakland, Wayne and Macomb Counties

Dear Audrey,

We have an agent in our office who does a two-step! He love it and is very successful at getting the listing. I think it's a good idea and I will try to "step it up" and use it more often!

Mar 09, 2008 06:06 AM

Andrew Mooers | 207.532.6573

MOOERS REALTY - Houlton, ME

Northern Maine Real Estate-Aroostook County Broker

It is nice when you can do the process in one fell swoop...you can only make so much time and if you prepare going in with data, forms started, it is nice not to have to go back for anything! Good post and every market is different...where have I heard that before?

Mar 09, 2008 06:23 AM

Roland Woodworth

Blue Cord Realty - Clarksville, TN

Blue Cord Realty

I have seen it both ways....Which is best..... Depends on the situation. I like to get in and come out with the listing. If I need to come back for photos.... that's fine.

Mar 09, 2008 06:30 AM

Michael Setunsky

Woodbridge, VA

Your Commercial Real Estate Link to Northern VA

Audrey, I don't know if this would work for residential real estate, but I use it for commercial real estate all the time. I do a two step approach. The first step is a proposal process. I submit a proposal to a prospective seller that tells them about my company, the type of listing, term and fee structure, and a marketing strategy. I give them an opportunity to review the proposal and I follow up with a phone call. When the seller agrees to meet me for an appointment, we iron out the details for price, etc. and in most cases sign the listing agreement. Do I get a response from every seller? No, but the one's who do call know what to expect from me and my chances of closing them for the listing is very good. I guess this is a two step process with a one step appointment. This approach works for me and saves a lot of time for both the prospective seller and me.

Good Post!

Mar 09, 2008 06:41 AM

Audrey June-Forshey

RE/MAX Realty Services - Darnestown, MD

GRI, Gaithersburg, MD

Duane, Ha Ha I didn't even think of that!

Michele, Good luck. I don't do it EVERY time, but most times it is successful

Andrew, True, saving time is good but sometimes I feel it is important to use this process.

Roland, I agree each situation is different

Michael, that is very similar to my appointment. My prelisting package has many details for the client to review, they know about me when I get there - I don't have waste time talking about all my "accolades" we can get right to business!! Thanks for stopping by.

Mar 09, 2008 06:59 AM

Bryant Tutas

Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL

Selling Florida one home at a time

Audrey, I have always been a one step 90 minute lister. 90 minutes, paper work done, photos taken, sign in the ground and lock box on the door. BUT....I have been in my market for 14 years and the houses are very very similar. The oldest were built in 1973 and most were built by two or three different builders. It's very easy to arrive at value.

Now having said that, I just started soliciting business in another town and I am having difficulties doing it in one step because the properties are so different. So I've been going over to preview the properties and take pictures then I get back with them with my pricing. I don't like it. I much prefer the one step. I'm sure once I am more familar with my new market I'll get back to doing the one step.

Mar 09, 2008 07:02 AM

Daniel J. Brudnok, REALTOR

Berkshire Hathaway Home Services Fox & Roach, REALTORS - Exton - PA License #RS-225179-L / Delaware License #RS-0025038 - Downingtown, PA

SRES, e-PRO,ABR,GREEN,CSP

Audrey,

I have always done a one step.....now with my move, I have seen the benefit of the two step.....and the pre-listing package my sponsor gave me is out of this world......It leave the nuts and bolts to do when I get there.

Mar 09, 2008 07:11 AM

Audrey June-Forshey

RE/MAX Realty Services - Darnestown, MD

GRI, Gaithersburg, MD

Broker Bryant, If I am famliar with the person and the neighborhood I can get away with the one step, but Iusually do the two step.

Dan, I really like my prelisting package too. I think I am going to change up the graphics and layout but the information is really good. Then when I get to the house for the main appointment we get down to brass tax.

Mar 09, 2008 07:20 AM

Celeste "SALLY" Cheeseman

Liberty Homes - Mililani, HI

(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

I am one to not stick to one or two step... Most times it will have to fit the circumstances and situations.... especially if they are interviewing many agents...no time for two or three stepping....Not so much about the "me" thing anyway...it's what I can do for them... Currently, I have been representing more buyers in this market :)

Mar 09, 2008 08:24 AM

Richard Parr

ADT Security Services - Slidell, LA

Home Security Specialist - Greater New Orleans, Louisiana

I am a two-stepper. I found that it works best for ME! There are advantages and disadvantages to either way. We all have different styles and you should do what works best for YOU.

Mar 09, 2008 11:45 AM

Audrey June-Forshey

RE/MAX Realty Services - Darnestown, MD

GRI, Gaithersburg, MD

Sally, I think different markets work in different ways. Hear me I do one steppers too, but think I get a lot out of the two step.

Richard, I agree. I like giving my pre list package early so the seller can go through it prior to the appointment.

Mar 09, 2008 12:12 PM

Rebecca Levinson, Real Estate Marketing and Online Advertising Consultant

Real Skillz-Clear Marketing for Your Real Estate Vision - Lake Geneva, WI

This is interesting Audrey, I have never heard of a two-step. I would normally stay away from such terminology, just reminds me of line dances, and all that jazz. But I know you have skills and am sure you dance your way to success.

Mar 10, 2008 03:18 PM

Universal Funding Partners

Universal Funding Partners - Scranton, PA

I know this won't be completely relevant, because it's coming from the mortgage side of the real estate industry, but here goes.

When I first interact with a prospect, I do a sort of three step. The first step is a phone call. I'd much rather do my initial application over the phone. I want to show my prospect that I won't waste his time and that I'm primarily interested in collecting his information and hearing his story.

The second step is another phone call to present my Loan Proposal. The prospect is now getting what they wanted; hard facts and relevant information. I'll review the loan and costs with them over the phone.

The third step is the meeting. I go over their credit report with them in detail. I give them hints to get their scores higher if possible. We go over the Good Faith Estimate line by line to show where the fees are being paid. This is where I would sell myself, but at this point it's not really necessary. The attention to detail is usually enough to win over a prospect and create a client.

I guess some aspects can be carried over to the Real Estate Brokerage side of things. If you establish rapport and share information before you get out there, you can cut down on the length of your appointment. Organize a series of contacts with the prospect that keep building on eachother. Make your prospects look forward to your next contact.

Hope I helped.

Mar 12, 2008 01:33 PM

Audrey June-Forshey

RE/MAX Realty Services - Darnestown, MD

GRI, Gaithersburg, MD

Kevin, from your side of the transaction I think that sounds great. I have trouble getting lenders to call people even once!!

Mar 12, 2008 01:47 PM

Universal Funding Partners

Universal Funding Partners - Scranton, PA

Geez... I'm sorry to hear that. You would think that in this day and age, lenders would be bending over backwards. Not calling a good lead is like crumbling up good money and throwing it in the trash.

More than that though, it's an easy way to destroy a potentially profitable relationship. So... it's like taking a sledgehammer to your personal money printing press. Or taking a chainsaw to the money tree in your back yard. Analogies are fun.

Well, you know where I am. I'd be glad to help your clients even though I'm not local.

Mar 12, 2008 01:55 PM

Audrey June-Forshey

RE/MAX Realty Services - Darnestown, MD

GRI, Gaithersburg, MD

Thanks Kevin!! The worst part is that is a reflection on me. The problem is my idea of Right now and their idea of right now are two different things!! It has been a battle the last couple of years. I have let go of the business relationship, even though we are very close friends.

Mar 12, 2008 02:00 PM

Gary J. Rocks

Juba Team Realty - Jefferson Township, NJ

Audrey

Another great article! I prefer the two step but sometimes I get the green light feeling from the Seller and go for it and then I don't leave until I have their commitment in writing.

Mar 15, 2008 03:37 AM

Matt Moxhay

Prudential Fox & Roach - Moorestown, NJ

Moorestown Real Estate

For referrals and people I know, I do the 1-step approach. However, if I've yet to meet the prospect, I'll set up the 2-step approach but have all the information I need at the first meeting if they are ready to list right there. That being said, I seem to have more success with the 1-step, but that can be attributed to the fact that those people already know me or have been referred to me. I do need to get better with the 2-step approach and refine my pre-listing package. Thanks.

Apr 11, 2008 07:24 AM