Want to take a listing?

By
Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

 I'm writing this post today at the request of Cynthia Sloop. She left this comment on my "peeps" post, the other day: EDITED FOR LENGTH.

"You mentioned that you educated your sellers at the listing appointment about the inspection. Being a little green still, I can't say I've heard anyone, in the company I work for, talk about doing this at a listing appointment. I guess maybe there's fear that the listing may be lost if we get into that section. So I guess I'd love it if sometime you could talk more about how you present this in your listing presentation."

So Cynthia, this post is for you.

First, I want to let you know that my listing presentation may be a little different than most. I've never had any training and I've never been on a listing presentation with anyone. I haven't read the book and I didn't listen to the tapes. My presentation was learned by 13 years of trial and error.

To me, the most important part of the listing presentation, is the phone interview, prior to me meeting with the potential Seller. By the way, the Seller is not interviewing me, I am interviewing them. When a potential Seller calls me, I always chit chat for a few minutes, get the address of their property, their phone number and tell them I will call them back in a few minutes when I can give them my full attention. What I am doing is delaying the conversation to give me time to research their property. It only takes a few minutes but I want to find out as much as I can before I call them back.

When I call them back, normally within about 15 minutes, I already know how much they paid for the property, how long they've owned it and what range the value should fall in. I've sold a lot of properties in my market, so my rough estimate of value will be within $5,000 to $10,000 with out even seeing the property. Now what I need to know from them is:

  • Why are you selling?
  • How much do you owe?
  • Where are you moving to?
  • What do you feel your house is worth and why?

If the answers to these questions are satisfactory, I make an appointment to meet with them. This is what I say, "OK so let's set a time to get together so I can look at your property. Once I've seen it I will be able to give you a precise estimate of where we need to price your house to get it sold. What's your schedule like? You don't get home until 6 pm during the week? Sorry I don't do evening appointments. I'm a morning guy and I want to be 100% when we get together. Are you off on Saturday? Great, let's get together Saturday at 11. That will give me time to get all my information together, so when we meet, we can get your house on the market right away. See you then. Oh, before I forget what's your E-mail address? I want to send you some info so you can read up on me and also see how I handle my marketing and how your property will be displayed on my website".

Now folks, as you can tell, I have already taken their listing in my mind. I will send them an e-mail as I told them I would and they can do their own research on my services. I do not need to rehash this with them when we meet. I have also already pre-qualified them and know that they have a property I will be able to price right and get sold.

When I do meet with them, it is really just to get to know them a little better and to go over pricing with them. I do not go over marketing or any of that stuff. Once I have given them my pricing strategy I immediately start talking about how showings will work, how we negotiate offers together, the possibility of Buyers asking for closing costs, inspection and repair issues, prequalification letters, the closing process etc... What I am doing is keeping them focused on selling and closing NOT whether or not to list with me. My strategy, cocky or not, is that I am the one deciding whether or not I want to list their property not vice versa. I have a lot of confidence in my ability to sell their house and I want them to "feel" this from me. I do not beg for listings. I do not fear losing the listing. My job is to give them the truth about the market and what it will take to get their house sold. If for some reason they do not want to list with me, at the price I have recommended, then there are no hard feelings. I wish them luck and I leave.

I leave them knowing that they can call me anytime, whether it's to list at a later date or if they just have questions. I am there for them when they are ready to take my advice. I never burn my bridges.

My goodness! This post is getting way to long and I'm not sure I answered Cynthia's question, so below are some links, to some other posts that I have written, that will expand on my technique a little more. I hope this helps someone get a listing this weekend. Go get ‘em!!!

Broker Bryant's tips:

  • Always be 100% honest about pricing.
  • Tell Sellers what they need to know NOT what they want to hear.
  • Be genuine. Folks can tell when you are faking.
  • Concentrate on what they are trying to achieve NOT how good you are.
  • The listing presentation is about them NOT you.
  • Listen. Listen. Listen. Listen.

Got any tips for me? Hey click on the Poinciana Home button up top. It'll be fun!! Cut your speakers on first.

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 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Comments (72)

Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Bob, I too am a trial and error type of guy. I seem to learn better that way. I hope Cyndi can use some of this stuff in her biz.

Desiree, Great minds must think alike:)

Mar 24, 2007 12:24 AM
Brian Brumpton
Keller Williams Boise - Boise, ID
Boise Idaho Real Estate
Great advice Bryant, I especially like that you have already mentally taken the listing in your mind before you show up.  Visualization is huge for building confidence and presenting with it as well. 
Mar 24, 2007 04:06 AM
Anonymous
Anonymous

Bryant - I love your "style"! Thanks for taking the time to share - Jack & I approach listings in a similar way and it's amazing how when you don't want any listings that don't meet "your" critieria and you "interview" the seller - they are almost begging you to take it. 

We definitely turn down more lisitng than we take because we explain to potential clients that we're into "selling" homes not "listing" homes. While we've only been realtors for 2 years, we've been business consultants for over 50 years combined and those same listening, refining requirements and negotiating skills have helped us do well fairly quickly in our own community.  

We've found it's even more important in this market for us to really know the sellers motivation - because if they don't have to sell - odds are they don't have the stomach for this market. I was reviewing the Clearwater Beach condo market last night and was reminded that less than 1/3 of 1% is selling each month. If sellers dont HAVE to sell - we let them know this isn't the market to "see what they can get" or "try" -

Thanks for always being willing to share - have a great day!      

Mar 24, 2007 06:04 AM
#55
Charles Parrish
Auction Brokers & Investors United - Baltimore, MD

I agree it is important to find the balance of the existing mortgages and what they think they want for the property.  I always want them to mention price first.

I too have learned from the Trial and Error method, but I called it the Trail and Terror.

Good post,

 

Charles

Mar 24, 2007 11:23 AM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Brian, visualizing definitely works for taking listings. Now if I can just figure out how to make it work on paying my taxes I'll be a happy camper:)

Charles, I think I like "trial and terror" better:) Been there done that.

Hey who's that not logged in? In this market, you are right, if they don't need to sell they need to sit on the sidelines for awhile. It's brutal out there. They will not get lucky.

Mar 24, 2007 12:03 PM
Paul Korodaj
Overland Park Real Estate :: Keller Williams Platinum - Overland Park, KS
Overland Park Real Estate

Brian,

When I sell my house will you be my realtor? LOL.  Thanks for all your very good ideas.  Have a good one.

Mar 25, 2007 09:38 AM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Your welcome Paul.
Mar 25, 2007 09:42 AM
Kristy Gitzlaff
RE/MAX Elite - Paddock Lake, WI
Kenosha & Racine Real Estate Specialist
Thanks for the great advice. When you said,"What I am doing is keeping them focused on selling and closing NOT whether or not to list with me.", really stood out to me. I am going on a listing appointment tomorrow, and will have to keep that in mind.
Mar 26, 2007 03:27 PM
Timothy Butterworth
Taking a break - Portland, OR

As always, your wisdom flows down to the rest of us. Thanks for sharing so much.

Mar 27, 2007 11:30 AM
David Smith
Fillmore Realty - Brooklyn, NY
Bryant,  you are forever the helpful one...I've learned from my other profession (social worker), when you cannot convey your confidence to others, why would you expect them to feel confident in you?  We can go into the psychology of your approach some other time, but I think it's great.  Your knowledge comes across clearly and distinctly, whether it is in what you presented in the above topic or in your writing.  Very engaging dude!!!  I look forward to more of your words of wisdom.
Mar 28, 2007 12:53 PM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Hey David, Thanks for stopping by man. I want to let you know that I am a fan of your writing. Keep at it. I think you have a lot to bring to the table with ActiveRain. I'm looking forward to reading what you write. I think we have a lot in common. Except for the hair do:)
Mar 28, 2007 01:27 PM
David Smith
Fillmore Realty - Brooklyn, NY
Hey Bryant...now that hair thing...if that didn't leave me with a belly laugh, I don't know what will.  Thanks for the feedback and the encouragement.  We can go back and forth complimenting each other and really rack up those points :)  I'll be sure to keep the thoughts coming when the inspiration gets the best of me.  Regards to TLW.
Mar 28, 2007 01:58 PM
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL

Well Gee Guys...

Now I have a reason to comment for a few more points. LOL. These are the easy ones.

I can come in here and tell David thank you for sending his regards :)

David...He cracked me up with that too.

TLW...ROAR!

Mar 29, 2007 07:40 AM
ARDELL DellaLoggia
Better Properties Seattle - Kirkland, WA
You posts are always so well put together.  Were you a teacher before you were an agent?
Mar 29, 2007 06:38 PM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Thanks Ardell, A teacher? No not me. I left school after the 10th grade(GED) and never went back. I'm a graduate of the school of hard knocks. I actually took the most difficult courses and managed to get a masters degree in surviving life:)
Mar 30, 2007 12:13 AM
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL

Darlin'

That was funny and i'm with you on that one. I think I have a few scars on my head from that school :)

Apple. Want a bite? SVVW.

TLW...ROAR!

Mar 30, 2007 12:27 AM
Lenn Harley
Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate - Leesburg, VA
Real Estate Broker - Virginia & Maryland

Funny thing.  I could take your post and substitute buyer for seller and come to the same result.  A sale and a satisfied buyer/client. 

Good real estate practice is good real estate practice.

 

Mar 30, 2007 10:53 AM
Arizona Real Estate Associate Broker
MR Realty - Mesa, AZ
Ok now I am getting closer..... warmer.... warmer...warmer....  aaaaaaaaaahhhhchewwwwwwww
Feb 08, 2008 12:32 PM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Good morning Cnadace. I see you are taking the Broker Bryant listing tour. It was fun following your "trail" on my email this morning. It started my day off with a smile! Thank you.
Feb 08, 2008 10:33 PM
Kevin Wright
San Jose, CA

The most important thing to remember is to listen to the needs of your client. Many agents get carried away and talk about themselves and end up losing the deal. Also, as an agent you need to be well-scripted so you know exactly what to say during your listing presentation. You will be confident and the presentation will flow more smoothly. I have worked with many agents on listing techniques and have found that using a Pre-Listing Package is good way to go, but only if you use it correctly. A lot has change over the years and so has the listing presentation. 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!

May 16, 2011 07:40 AM

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