Listings are always the “holy grail” for real estate agents, but in today’s low-inventory market, they’re even more important than ever! At the realtor.com® Results Summit in Las Vegas on September 18th and 19th, we will be sharing more than 40 ways for real estate agents to stand out at a listing presentation.
To prepare for this exciting session, we asked Active Rain to poll Rainers for their top tactics — and we were blown away by the results! Below are the top three responses, which each garnered 1,500 extra points in addition to their 500-point entry bonus.
Want more points?
Psssssst. It’s not too late to share your top tips! In the comments below, write CONTEST ENTRY, then answer the below question by July 7th. We’ll be sure the moderators give you 500 entry points!
Note: If you already answered this question, we can only offer you additional points if you write in a NEW tactic that you haven’t already shared on this page. Thanks!
Tell us in the comments: How do you make sure you stand out during your listing presentation?
Here are the top three initial entries from Active Rain’s Question:
Panama City, Florida
For me, I:
Listen to their needs
Make note of their past experiences when applicable
Answer their questions honestly
Have prepared comparatives for their review and discussion
Summarize my qualifications
Focus and outline my strengths
Discuss my internet presence
Produce current and past sales and testimonials for their review
and always leave them wanting more of me!
Read more advice and ideas on Jennifer’s blog.
The trick is not to say something stupid. I provide things that other agents do not like, including what is currently going on in that particular town. I do market reports so I sound credible because I am. So it's average price, days on market & percent under contract each month & how that affects the seller.
Then my fabulous list of websites & other “Houdini” type things I do on social media. The home gets in the pack with Z, T & Realtor.com®, not at the bottom of the page.
[I provide] average days on the market for my listings and discuss how I price things 'tight' so there are no price reductions — we go out there priced well and expect great results.
[I also provide] staging advice, room by room.
Read more advice and ideas on Lyn’s blog.
Charlotte, North Carolina
Oh, the easiest, and probably the most 'real' answer is — I'm me! And that's the only part of 'me' that enters the listing presentation equation...
I go with THEIR flow. Do they want to meet at the office or their home? If at their home, do they want to give me the tour first or would they prefer to sit and chat first? Q&A first or last... I go at their pace and in the order that I feel 'directed' by THEM.
I LISTEN and answer THEIR questions. This meeting is NOT about me — it's about THEM. I listen intently — both with my ears and my gut — and make sure that they have every single question answered thoroughly, with the level of detail that they want them answered.
I make this meeting about THEM! Too many agents go into listing appointments bragging about themselves. The sellers don't want to hear that — they want to know what we can do FOR THEM!
I show them how their home will look both online and in print by showing them samples of my current listings' marketing materials. I share with them the marketing plan that will work best for their particular property, including staging suggestions.
Of course, at the point in time that they are ready, we review the comparable properties. If I feel they need better clarification on their competition, I offer to set up a tour of the homes that are currently their competition — either the following day or on the first available day for them.
If they are thinking of over-pricing, I have also begun asking the sellers, "If you were a buyer, taking into consideration your competition, what would you think of your price?" i.e. "Would you pay $50K more for 1,000 less square feet than your competition?"
Read more advice and ideas on Debe’s blog.
Get 500 points by adding your tips in the comments!
Remember, if you have advice on how to stand out at a listing presentation, and you didn't already share it here, be sure to add it in the comments below. Start your comment with CONTEST ENTRY so we know where to award 500 points. (Reminder: the Active Rain moderators have agreed to offer 500 points to each fresh entry in the comments, now through July 7th.)