How to Begin Your Listing Presentation - the BIG PICTURE

By
Real Estate Broker/Owner with Veritas Prime, LLC dba Veritas Prime Real Estate CT, NY, FL

The Big Picture

 

When you get invited to a sellers’ home for a listing presentation, let’s face it, mostly what they want to hear is how much and how soon. Often if it’s not the spoken words, it’s the impatient body language that betrays them. Well, we’ll get to that, but for them to understand exactly why their home should be priced where you say and why you’ll be the best person to sell it in a reasonable amount of time and at the best price, you need to start from the beginning.

 

Where is that? Start with the BIG PICTURE; do a little homework first:

 

GLOBAL ECONOMY - what’s going on in the world, how is the U.S. dollar faring, how are U.S. exports doing, based on other countries’ economies, are U.S. corporations making money, are businesses hiring or laying off workers?

 

Why is this relevant to Any Town USA? Bring the discussion to your city, town or local community by giving examples of perhaps a local plant or factory closing or a large company decided to re-locate, or to close due to a takeover by a foreign firm, perhaps. Or, if the dollar is cheap vis a vis the Euro or other currencies, there will be more demand for US goods, creating more local jobs, making our economy stronger. Jobs mean earning power, which means ability to purchase homes. Get acknowledgment from your audience that they see where you are going with this, how the big picture might impact the sale of their home.

 

 Similarly, touch on:

 

MORTGAGE INTEREST RATES - might be critical in the home buying process as every point rise in the borrowing rate reduces buying power and every drop improves affordability of a home. Give a brief history of where interest rates have been (for example, Prime rate was as high as 21% in the 70’s and as low as 3% recently for many years after the crash of 2008), where they are now and where you think they might be going. Know your numbers! Read up on it and touch base with your local lender or two to see what the local mortgage rates are at the time of your presentation.

Discuss very briefly how the overall U.S. economy may affect those borrowing rates as the Federal Reserve Bank adjusts rates down to stimulate growth and raises rates to cool down the economy in an attempt to maintain economic stability. Again, the relevance to a seller here is whether the local economy will create a sellers’ market or a buyers’ market based on the local job picture as well as mortgage rate forecasts. Throw in some unemployment statistics, both national and for your state and town. Look it up!

 

To set yourself apart from the competition, don’t wing it - PREPARE! Discuss the BIG PICTURE before you get into the details of your Comparative Market Analysis by showing how it is all interrelated and what impact it might have on a) how quickly your sellers' home will sell (time) and b) for how much (money). Show that you understand time and money.

 

Addressing the BIG PICTURE demonstrates the depth of your understanding of the market and should elevate your clients’ esteem of you and your ability to market and sell their home. In other words, from the get go, show that you know what you’re talking about, but only once you’re comfortable with the subject. Be sure to tailor the discussion to the level of sophistication of your audience. 

 

The BIG PICTURE is only the introduction, don’t dwell on it, you’re just setting the stage for the rest of your professional presentation. There are many other areas that need to be covered before your get the signatures on your listing agreement.

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For Quality Solutions and Intellegent Answers to Your

Real Estate Needs or for Referrals, Consult With Olga

 

   

OLGA SIMONCELLI

Consultant

Real Estate Risk Management

203-482-2009 Cell

consultwitholga@gmail.com 

Visit My Website: www.thegoodrealestateagent.com

Your Local or Global Real Estate Consultant and “green broker. 

Candlewood Lake Real Estate

 

 

 

 

Comments (18)

Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Olga, great post, and we do need to touch on so many factors before listing a home.

Apr 01, 2016 12:48 AM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Joan Cox - thank you Joan. The Big Picture really sets the stage.

Apr 01, 2016 01:03 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Olga - outstanding explanation of developing credibility with your client.

Apr 01, 2016 02:10 AM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Grant Schneider - thank you very much! This is how I start my presentations and it works.

Apr 01, 2016 05:04 AM
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Too many agents tell the sellers what the sellers want to hear and that's when there are price reductions in the future! 

Apr 03, 2016 01:36 AM
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

This is very good advice for listing agents. Have an outstanding week.

Apr 03, 2016 02:31 AM
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Olga

Thanks for sharing an outstanding post.

Good luck and success.

Lou Ludwig

Apr 03, 2016 12:51 PM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Thanks for the tips, Olga.  Though, I must confess that I always hear about the big picture and everyone seems to have their own version of it.

Apr 03, 2016 09:17 PM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Sharon Tara - that's exactly right, it's easier to say what the sellers want to hear

Apr 03, 2016 11:57 PM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Roy Kelley - thank you Roy for your kind encouragement, as always.

Apr 03, 2016 11:58 PM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Lou Ludwig - thank you Lou, appreciate your comments.

Apr 03, 2016 11:58 PM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Gabe Sanders - lol, it's like putting several lawyers in one room? Best to stick to the facts and historical trends.

Apr 03, 2016 11:59 PM
Joe Petrowsky
Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT
Your Mortgage Consultant for Life

The big picture make such good sense and the other is being prepared. So many listings are lost because of folks don't ask enough questions.

Apr 06, 2016 04:45 AM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Joe Petrowsky - well put, thank you.

Apr 06, 2016 05:11 AM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

That's a suggestion I've never seen before - and I certainly see its value. The best part is that once you've made yourself familiar with that big picture, you can use it for all of your listing presentations. 

Of course, it does require you to keep up with current events - at home and around the world. 

Apr 19, 2016 06:46 AM
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Marte - when I started using the Big Picture, it proved very effective. Also it's a good way to keep up with what's going on, as you suggested.

Apr 19, 2016 07:41 AM
Allan Sloley
Sebastian Reigh Group/ Latray Realty - Rochester, NY

As a newer agent, I will take this principle and make it part of my foundation.  Thank you!

Jul 26, 2016 04:42 AM
Peter Mohylsky. Broker -BRIX REALTY
Miramar Beach, Florida - Santa Rosa Beach, FL
BRIX REALTY -DESTIN

I have really never seen the Big Picture but I do begin in starting at the beginning and building a solid foundation.

Jan 08, 2017 11:55 AM