Listing Presentation, Yes or No?

I use a presentation as needed.  If the client has already made up their mind that they want me to list their property, I will go over the services, marketing plan etc....but not give a full blown presentation.

Jamie,  I absolutely use a listing presentation each and every time, and update it for each seller.  I have a prelisting book, and now I have an online listing presentation, thanks to our Makeover2takerover competition. It is amazing! 

I think the listing presentation gives us an opportunity to show them what we are all about, and sets us apart from our competition!

Jamie, we use a listing presentation.  We ask a lot of questions, present the CMA (pricing) and the marketing plan.

I have a listing presentation book that I bring along for ammo.  Most times, I arm myself with knowledge of the property, the recent sales, and a good ear.  I listen to what they want, then give them the truth on the market.  We go from there.  Mostly play it by ear.  Some people want to be loaded down with facts.  Others want someone who listens to them and understands their needs.

Most clients have already made their mind up about me prior to us even meeting. I have never had to do a listing presentation. They all have read my blogs and viewpoints on things.

Jamie,

A Listing Presentation is absolutely imparative in today's market and one that I would not suggest ANY Realtor to walk out the door with.  There are 2 types of presentation materials that you should be bringing  with you. 

1.  Actual presentation materials:  These are the "Fluff" or "Leave Behind" materials that highlight your company, your transactions, your marketing, etc.  This is to build some kind of trust/respect for you and your company.

2.  The "Guts":  This is where I feel alot of agents fall short.  They'll go through and do a CMA with pricing suggestions, etc....  That's all well and good, but what is going to really get you the listing presentation is to have a simple, 1-2 page, bullet point explanation of what you are going to do with services and a timeline.  Expample below.

• Shoot Photos and Virtual home Tour - 1 week of signing
• Write copy for use in MLS and Realtor.com - 1 week of signing
• Property goes live in MLS - 1 week of signing
• Mail Postcards to 100 closest residents about weekend open house - 1 week of signing
• 1st Open House to be held - 1st weekend after signing
• (then you'll go in to explain what will be done during and after open house)
• All viewers of property will be asked to sign in
• Those unaccompanied by agents will be followed up with and information will be shared with Client within 24 hours
• Agents with viewers will be followed up with an information will be shared within 24 hours with client.
• 30 Days Out - repull CMA and study comps to suggest pricing adjustments, etc.

I think you get the drift.  The LAST one is something that is MANDATORY!  Put it in writing that within the first 30 days you will repull comps and study the inventory to suggest if a new pricing strategy is necessary.  You are working in an ever changing market right now, and one that you need to monitor weekly and monthly. 

Hope that this helps.

MAtt

Most agents don't use presentations (better for me). I refuse to go to a home unless my listing presentation is customized to the property I'm going to list. Works 9 out of 10 times.

If you've shown up to the home of someone considering listing, you are already on a "Presentation."  Circumstances will always dictate just what kind of presentation is appropriate at any given moment in time.  There are clients that were ready to list with me before they even called; others need a full blown sales and marketing presentation.

There is a great article on Realtor.com that goes over what makes a great listing presentation and what pitfalls Realtors should avoid when 'selling' to potential clients. I have to say that, on a personal note, we interviewed several Realtors when we were selling our last home. I trully appreciated the one who came prepared with a listing presentation as opposed to those who were just flying by th seatof their pants. It shows me as a client that they are willing to go the extra mile.

It depends on the situation but as an agent you need to be well-scripted so you can deliver your listing presentation at any given moment. You will be more confident and convey this in your presentation. I have worked with many agents on listing techniques and have found that using a script with a listing package is helpful, but only if you use it correctly. A lot has change over the years and so has the listing presentation. You should mix things up and stray away from the conventional presentation to seperate yourself from other agents. Many agents are now doing the listing presentation in powerpoint. If you get a chance please check out http://prelistpackage.com They have a lot of useful tools, templates, tips and scripts to make your job much easier during the listing presentation. Thanks for sharing!

Yes it all depends.  Have they already desided to list with me? or is this a competive listing presentation?