Got the call from a seller ... they want to place their home on the market and are ready to go. They wonder if you can come over tonight to visit and they are most concerned about "What their home is worth?". Now ... how to proceed? Your next steps depend on the urgency of the appointment, the familiarity of the home,neighborhood and if there will be other agents visiting for the listing opportunity. Your best strategy is what I call your Two Step Visit. This sets you up to be well informed, prepared, accurate, professional and also to position your main appointment at your best strategic placement if there are other agents involved.
TWO STEP TO SUCCESS
When you get that call then Whoa ... put the brakes on. Ask the seller if they wish to have a well researched CMA on their home and that you would like to preview their home first. Explain that this quick walk through enables you to visually appreciate their layout, amenities, etc. and will give you accurate information as you compare their home to others to determine value. It is almost impossible to sit at an appointment and pull out a meaningful CMA. Tell them you want to individualize their analysis and not do a price per foot CMA. You want to provide information that accurately reflects their home and how it will present itself on the market.
On the first appointment, take a pre-listing packet about yourself, company, etc. Do not put your marketing plan in or any material you will be utilizing on the appointment. Walk through the home and thoughtfully take notes. Also note the children's names, animal names, etc. so when you return you can greet little Fluffy by name at the door. Use this time to build a relationship as well. Note all areas of the home that you will use in your analysis. Find out when the other Realtors are lined up and set your second appointment to fall where you wish to be in the interview lineup. Ask them to visit your website and read over the info on the pre-list package.
Now you have all the great information to do an excellent analysis instead of flying by the seat of your pants like a lot of Realtors tend to do. Prepare your reports get your listing presentation together and dazzle them on appointment number two.
The second appointment should be where you continue to demonstrate your professionalism and go over your findings. You can also discuss ideas on staging that you noted from your first appointment. It amazes me how many Realtors just rush for the listing and do so poor in preparation. By doing a two step you will win their respect and listing. Dance all over your competition by your two step process .. you don't even have to be from Texas to put this in your business practice.