Listing Homes for Sale - Part 3 of a 5 Part series

By
Real Estate Agent with Serving the Greater Phoenix and Scottsdale Metropolitan Area BR534744000 & BR540649000

Link to Listing Homes for Sale - Part 1 of a series

Link to Listing Homes for Sale - Part 2 of a series

This series focuses on effective and efficient methods of meeting with Sellers who want to sell Phoenix area Homes and Real Estate, determining whether there is a good fit between the Seller and the prospective Listing Broker, and the technology that is available to streamline the process.

CMA Review and Next Steps 

So now it's decision time:

  1. Does the Seller believe that the marketing plan offered by the Listing Broker meets their needs?
  2. Is the Seller willing to list the home for sale at a price that is supported by the current market?
  3. Is the Seller agreeable to the professional services fee?

If those three stars are in alignment, you have a great new listing!

So - how does the discussion go?

"Mr & Mrs Seller - What I would like to do at this meeting is cover three key areas:

  1. First - my marketing plan.  At the end of that discussion I'm going to ask you if you believe I can effectively market and sell your home.
  2. Second - if we are on the same page regarding the marketing plan, we'll discuss List Price.  List Price should never be the deciding factor in who you choose to represent you - unless the agent who tells you the highest number is willing to buy the property themselves at that price!
  3. Third - if we are still in agreement after the first two steps, we'll discuss professional service fees, activation date of the listing in the MLS, and what needs to take place between now and when the doors open to the public.

Doe that sound like a reasonable approach to you?"

Review your Marketing Plan - highlight the items you believe set you apart from your competition, reflect on past successes that resulted from the same marketing techniques.  Once you have completed that piece of the discussion, stop and ask the Sellers:

"Mr & Mrs Seller - Based on what we've discussed do you believe I can effectively market and sell your home?"

If the answer is an unequivocal "yes" then proceed to the next step.  If not - bullet point the Seller's concerns and address each of them individually:

"Tony - we didn't hear anything about print marketing."

"That's right - we don't do it because market data indicates it is very expensive and provides little or no return on that investment.  We focus on Internet based marketing given that's where the vast majority of the Buyers are looking." 

"Tony - what about Open Houses."

"As I mentioned during the discussion, while Open Houses are excellent ways for Agents to connect with unrepresented Buyers, they rarely (perhaps 1 in 100) result in the sale of the house being held open, and therefore needlessly inconvenience you and more importantly put your property at risk by permitting anonymous strangers to walk through your home.  Providing you understand that, if you insist on them I will have one of our Buyer Specialists hold Open Houses for you." 

The end result of this discussion MUST be full agreement between Seller and Listing Broker regarding what is and what is not going to be part of the marketing effort. 

The next part in this series will cover the List Price Discussion, including sample scripts for different scenarios.  Stay tuned!

**** UPDATED **** Listing Homes for Sale - Part 4 of a series

If you are considering selling a home or real estate in the Phoenix area you owe it to yourself to talk with Haven Express at Keller Williams Realty Professional Partners to determine whether Tony Marriott is the best real estate Broker in the Phoenix and Scottsdale metropolitan area to help you with the sale of your home!

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About the Authors - Updated 2018

If you are considering a Traditional or Short Sale of your home in Phoenix, Scottsdale or any location in Maricopa County Arizona, you owe it to yourself to talk with Haven Express @ Keller Williams Arizona Realty to determine whether Tony and Suzanne Marriott are the best real estate Brokers in the Phoenix and Scottsdale metropolitan area to help you with the Successful Sale of your home.

Tony and Suzanne have personally Listed, Sold and Closed more than a hundred Short Sales with the highest list to close rate in the Phoenix Metro Area!

Tony Marriott - Chief Executive Officer - Haven Express @ Keller Williams Arizona Realty

Suzanne Marriott - Chief Learning Officer - Haven Express @ Keller Williams Arizona Realty

Associate Brokers, REALTORS
Haven Express
Keller Williams Arizona Realty
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Rainer
33,016
Tracy Nicole Hamilton
Elk Grove, CA
Realtor - Elk Grove CA, Sacramento, CA
As with most things in life, I have started at the tail end...LOL!!!  Excellent post, so I am going to go back and read the previous two.
Apr 01, 2007 04:54 AM #1
Ambassador
261,096
Fran Gatti
RE/MAX Integrity - Medford, OR
Managing Principal Broker - RE/MAX Integrity

Me too.  I'm at the tail end, but I'll read everything on this subject.  You give great scripts on how to deal with so many aspects of the listing presentation.

Thanks,

Fran

Apr 01, 2007 05:51 AM #2
Rainmaker
613,877
Sharon Simms
Coastal Properties Group International - Christie's International - Saint Petersburg, FL
St. Petersburg FL - CRS CIPS CLHMS RSPS
As you've pointed out, it's so important to get agreement and to set realistic expectations - on both sides.
Apr 01, 2007 11:32 AM #3
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
Tracy - Thanks for for stopping by and hope it's helpful!
Apr 01, 2007 02:26 PM #4
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
Fran - Scripts really are an essential element - aren't they?
Apr 01, 2007 02:26 PM #5
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
Sharon - Communication breakdown causes so many problems...it's key to be clear up front.
Apr 01, 2007 02:27 PM #6
Ambassador
1,512,047
Renée Donohue~Home Photography
Savvy Home Pix - Allegan, MI
Western Michigan Real Estate Photographer

Tony:  Thanks for this series!  I need to fine tune some things and build my confidence.  I sometimes sell myself short because a lack of.  My appointment to list ratio is rather high (close to 80%) but I am really afraid of making an appointment that isn't a "sure thing".  I am changing my tune as I learn to not fear the appointment.  I cannot wait to see some of the ways you handle objections!

Thanks again! 

Apr 01, 2007 07:05 PM #7
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
Renee - Thanks for stopping by and for the vote of confidence!
Apr 02, 2007 01:39 AM #8
Rainmaker
818,163
Lanre-"THE REAL ESTATE FARMER" Folayan
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES
Great scripts on giving the listing presentation.
Apr 16, 2007 10:39 AM #9
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
Lanre - Thanks for reading!
Apr 17, 2007 07:33 AM #10
Ambassador
261,096
Fran Gatti
RE/MAX Integrity - Medford, OR
Managing Principal Broker - RE/MAX Integrity

I started your series from the beginning.  It is very helpful.

Fran

 

Apr 17, 2007 04:07 PM #11
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty
Fran - Thanks for stopping by - happy to hear it helps!
Apr 18, 2007 02:20 AM #12
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Enjoyed this post and want to read more - try this one - Peacocks and Pickles for Christmas 2015!  Wishing you a prosperous and Happy New Year!

Jan 09, 2016 10:36 PM #13
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Enjoyed this post and want to read more - visit our website  - HavenExpress.com - where all your questions about buying and selling residential real estate in Arizona are addressed!

Jan 24, 2016 12:07 AM #14
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Enjoyed this post and want to read more - visit our website  - HavenExpress.com - where all your questions about buying and selling residential real estate in Arizona are addressed!

Jan 24, 2016 12:07 AM #15
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Planning to sell your home in Scottsdale, Arizona?  Give us a call for a free, no obligation, consultation!  Haven Express

Listed, Sold and Closed 100% of listings taken (dozens of them) since June 2011!

Real Estate.  It's What We Do. Best!

May 22, 2016 12:54 AM #16
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Planning to sell your home in Scottsdale, Arizona?  Give us a call for a free, no obligation, consultation!  Haven Express

Listed, Sold and Closed 100% of listings taken (dozens of them) since June 2011!

Real Estate.  It's What We Do. Best!

May 22, 2016 12:54 AM #17
Rainmaker
3,064,754
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Planning to sell your home in Scottsdale, Arizona?  Give us a call for a free, no obligation, consultation!  Haven Express

Listed, Sold and Closed 100% of listings taken (dozens of them) since June 2011!

Real Estate.  It's What We Do. Best!

May 22, 2016 12:54 AM #18
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