Demonstrate your market knowledge by being prepared for the listing presentation.

By
Real Estate Agent with Keller Williams Real Estate

Recently on a listing presentation I took a comp that was down the block from the customer that in my opinion was not valid. It was of couse significantly higher than my suggested price range. I kept this separate from the package that I presented to the prospective client in anticipation that it would come up. Sure enough it did. I had my laptop fired up and ready to rock and roll and I quickly demonstrated the major differences educationg him on how to increase the value of his home. For both of us it was an opportunity that benefited us mutually! What a WIN-WIN.

The customer was impressed by my knowledge of his neighborhood and how rapidly I was able to show him what he could do to improve the value of his home.

The point of this story is to always anticipate the what ifs. Your potential clients know more about there neighborhood than you do. We may claim to be the neighborhood experts but the truth is that there perception of price in there neighborhood is the greatest opportunity to bridge the gap.

BOY SCOUT'S MOTTO "BE PREPARED"

Comments (4)

Christina Cavins
Irongate Inc. REALTORS - Centerville, OH
www.BuySellOH.com Search Ohio Homes For Sale

Carlos,

AWESOME job! Sounds like you got it priced right and helped your clients increase the value of the home!

Christina

Jul 24, 2008 02:29 PM
Jeffrey DiMuria 321.223.6253 Waves Realty
Waves Realty - Melbourne, FL
Florida Space Coast Homes

This is a nice post. I hate when I do not have enough time to do the job right.

Jul 24, 2008 02:32 PM
Eric Reid
Renaissance Realty Group of Keller Williams Atlanta Partners - Lawrenceville, GA

Recently went on a listing appointment and it seemed everything I said was wrong .. I knew the facts were correct I had studied the market upside and down. .. and still I was wrong.. not until we got all the way to the end.. did I hear the wife say .. man  we did not want to hear "that" but we just hoped somehow we could get more... HAPPY HAPPY me I was not wrong the news was just not wanted.

Eric Reid, Managing Broker Renaissance Realty Group Inc.

Jul 24, 2008 02:38 PM
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Carlos

Being prepared for sting appointment is critical. Customers are looking for experts to help them to resolve their issues. A misstep on the listing appointment will lead to either a missed business opportunity or an over priced list. Either way we lose. In your case both you and the sellers came out as winners.

Good luck and success

Lou Ludwig

Jul 24, 2008 02:40 PM