Active Rain survey winners: How I stand out at a listing presentation

Somehow I totally missed this contest but great job Lyn Sims, Jennifer Mackay and @debe (why can't I tag you Debe Maxwell!!!) -Kasey

Most of my business comes from the referrals I receive. I still connect at the open houses.

One question at the open house of this home worked: "Can you trust me with your lifestyle upgrade?"

Meeting this person for listing appointment - apart from helping him buy.

CONTEST ENTRY: Listening is an art - and is most important. However, sometimes, it is a good idea to share the information - and it does help.

I have my 'numbers' ready - the stats include median price, market action index from AltosResearch and details from the market snapshot.

Most of the time, the myth is broken when we share that not all homes are selling over asking price - and the proof is in sharing the details.

This usually wins me the listing.

And of course, the ultimate statement seals the deal.

"You can trust me"! Works all the time.

CONTEST ENTRY

I do all the things the other agents have mentioned here at my listing presentations.  I provide the market reports that show the absorption rate, so seller's know who long their home could be on the market.  I also show them my single property website how their listing will appear on a mobile device and show them a sample of how it works when a buyer submits an inquiry; how this comes to my phone, the special ring tone and text tones so I know it's a lead so that I act quickly to connect with potential buyers for their home.  What makes me different from other agents is; I care about getting their home sold.  They are not just another listing.  And, I always answer my phone. 

I am always looking for new tips and ways to better myself at the listing presentation.  

Well, thank you so much, Kasey, for sending me here!  I don't know how I missed this but, didn't even know they had used my write-up either!  Thanks for letting me know...and kudos to Lyn Sims and Jennifer Mackay! 

Good luck with all the winners and all the future winners and everything else with love and light!

Great winners!  I think knowing your audience and listening are key factors in every listing presentation!!!

Sending a pre-listing package has always been key for me. Their are not many doing that and the sellers do like it. Have everything ready to go just in case they are ready as well.

Congratulations to your three winners - and to all the other agents who set themselves above the crowd with superior presentations and service.

Hi Donna. New agent. What would you put in a pre listing package that would not be too much information? I like the idea and that way they also have your information.

Contest Entry:

First and foremost, if I have the opportunity to perform a listing presentation I'd better be darn sure I am prepared! It is important to remember that there is SO much information available to the general public when it comes to real estate, you'd better offer them something they couldn't otherwise and easily get on their own.  Put yourself in their shoes and present the information you would want to know as a prospective seller.  Don't just say you are an "area expert"...prove it!  Pre-plan your listing appointment and be ready to answer the anticipated questions that would most likely be asked.  And for Pete's sake, if you don't know the answer to a question just say so!  Nothing is a bigger turn off than somebody trying to BS their way through an interview, which after all, is what this is.  Be sincere, honest and straightforward with what you say. And last, but very importantly, don't just "hear", but actually "listen"!

CONTEST ENTRY

    Be sure to read the "prequel" in the closing sentences of this comment.

     How do I "stand out" when I am competing with several other Brokers who are trying to get a listing?  Why do Sellers choose me over the other Agents?

     I use what some would the "Dale Carnegie" method of engaging a potential client.  Starting not with their property, but with their name:  

      "The Public Record shows John Doe and Jane Doe as the owner of this house.  Is that your correct legal name?  Do you like to be called John, or do you prefer to be addressed as Dr. Doe or Mr. Doe?"

    I LISTEN to their answer, and make a hand-written note of their name, and repeat it back to them.

   Then, more about them:  "The record shows that you bought this house in 1999, for X dollars.  Tell me about that time, when you bought the house."

  Again, I LISTEN.  I make more hand-written notes.

   Then, more about them, this time what they want to achieve:

    "You said you want to sell the house, that is obvious, but tell me what you want to do, what you are trying to achieve, what your plans are..."

  I LISTEN some more.  I take some more hand-written notes.

    "Now, could you show me your house?"

  I LISTEN and ask questions while they give me the Tour, both inside the house and in the yard.

   "John and Jane, you know that every credible Real Estate Broker is going to take professional photos, and put your house on Zillow and Realtor.com and other websites.  Everyone will put you in the MLS.  Those things are a given; I am no exception.  Let me share with you, on this Listing Agreement, how we will address the commission, what if I sell the house and no other company is involved (do you still have to pay the entire commission?)  And, what if you change your mind?  Several companies will charge you a significant fee; you can see it here on this line on the Listing Contract.  Some companies won't let you back out at all.  Let me tell you what my company does."

    Then we agree on the price.  Now I hand them the pen. 

    "When I get back to my desk, I will start the wheels turning to get your house sold. I will call my photographer, I will upload everything else to the MLS (it will go live as soon as the photos come in, probably tomorrow or the day after tomorrow).   Thank you!"

    Let me add a "prequel" to my comments above:

 I arrive on time.  A few minutes early.

 I arrive impeccably dressed, and well-groomed.  I park in front of their house, not in the driveway.

  I have with me a still camera, a video camera, and a laptop with a wireless hotspot.  I have all of the recent comps, neighborhood data, etc. both printed out AND opened in windows on the laptop.  I also have windows open for their property as it shows (now) on Zillow, Realtor.com, and Trulia.  

    I have an HP 12C financial calculator.  I have a folder with all of the necessary forms and disclosures (we can do it online with Form Simplicity, but what if they are tech-challenged, or what if the Internet goes down?).  I have a couple of blank legal pads (one for me, one for them) with ballpoint pens (all with my company name on them).  I have tape measures, both laser and old-fashioned metal. There is a sign in my trunk, and a lockbox.  I have all of the TOOLS necessary. 

   WHEN I ARRIVE, after pleasantries are exchanged, I lay the Lockbox and the forms folder on the table.  I set down the legal pads, and the pens.  I put a mostly-completed LISTING CONTRACT on the table in plain sight.

 Then the Listening Session begins!

Contest Entry:

I approach the sellers as being their trusted adviser. I'm not there to tell them what to do, but to advise them in the best approach to take, the most likely price that the home will sell for, the most effective things they can do to present the home in the best possible light and with each recommendation, I ask them if that makes sense. Of course that is after I ask lots of questions to find out what their motivation is and what their expectations and past experience is, which I incorporate into my recommendations. If everything makes sense to them, there is no reason for them not to work with me. 

1.  We come prepared with a 3-ring listing binder with all the basic information they might like to access after the appointment.  Front and center is an attractive picture of their home basked in a blue sky;

2.  We focus on them and all their objectives of selling;

3.  We discuss Agency and offer a discount if we act as Dual Agents;

4.  We 'put skin in the game" by paying for an appraisal to confirm our price recommendation provided they agree to hire us and list their home no higher than 3% above appraised value and undertake inspections and address major repairs prior to listing;

5.  We show them our typical virtual  tour which takes hours to prepare but usually sells the home;

6.  We are the consistent point of contact so they are not bounced around.

We walk away with every listing and sell them on average in 39 days.

Debe had excellent tips I had not thought of--letting the client feel they are directing them--and then her statements regardng overpricing--thank you!  Will use this !

Contest Entry:

I can start by saying that before I even walk into a Listing Presentation I feel confident in what our company offers sellers. I 100% believe that we are the best, and that no one else in our area compares. That confidence is key, and it showcases your worth and professionalism to potential clients. I also find that confidence can be contagious- it empowers sellers to feel certain that they are making the right decision. 

I am also able to have such confidence because our company works as a team. We communicate, share, and help one another. I am always proud to highlight some of the great details of what makes our team stand out:

1. JDREG has an entire team that will be working for you. Over 35 people will be looking out for your specific needs! This is very different than most real estate brokerages in our area. Each team member has become highly specialized in their area of expertise within our company. Rather than having the usual 1 or 2 people that constantly have to juggle many tasks and calls, each person has gotten very good at keeping only one ball in the air, day after day. This creates an effective system that sells homes.  

2. At JDREG, there are 20+ Buyers Specialists that will focus on your home – we sell 15-20% of our own listings, and most agents sell 1-3%.  

3.     We offer unique features that you will not find anywhere else. We launched our successful Coming Soon program over 2 years ago, and we create custom videos and social media posts daily. We take marketing seriously, and we strive to always find the perfect balance between staying on the cutting edge of new techniques and utilizing the tried and true methods that are proven to sell houses.

A personal touch will always go a long way! We strive to let our clients know that they are taken care of. When you love your job- it shows!

CONTEST ENTRY -  There is one thing that definitely sets me apart.  After going through the entire listing presentation that includes comps; how I will market their home; and how long i think it will take to sell I share my unique appraisal knowledge. 

After hosting 3 sets of appraiser courses, I relay how appraisers think and how we will work to get top dollar for their home during the appraisal process.  

Steps include:

Asking them for every improvement made to their home during the last ten years.  This list is itemized by room and with the dollars spent. 

If there are additional features that need to be photographed to highlight an upgrade.  These are captioned in photos and relayed in the public remarks.  

I meet with the appraiser to relay my unique knowledge of the home, producing copies of the contract, disclosures, comps and any data needed as it relates to upgrades and green features.  

Since I specialize in homes with solar panels and green features, I relay my unique knowledge as an instructor, public speaker and certified EcoBroker and NAR GREEN designee to them.  

Due to that extra training I have access to more marketing sites if their home has green features and solar panels.  I focus on marketing those features in a unique way and of course I blog about the home.  

Discovering features and benefits and marketing those unique features will help sell the home for more money.  

So I focus on gaining as much value for their home as possible and using PVValue.com to value solar panels, adding that value to a sales price for OWNED solar panels only.  

I refer them to testomonials on my website www.relocatingtoscottsdale.com displaying reviews from other agents that I've helped with this technique. 

Can graduations to all the winners and positivity to all the ones you didn't win. We are all winners!

re:  comment #31 above -   I would be honored for you to use my remarks, thank you.

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