There are alot of different things that go into creating a knockout listing presentation. It’s what separates the best from the rest. So… are you separating yourself? If not, don’t worry, keep reading! We’ll dive into what you need to create a winning listing every time!
Before The Appointment- do your research. Take a little time to check Zillow and the county appraiser website. Be sure to pull some comps so that you have a good idea about what the property could be worth. Bring these to show the homeowner.
What to Bring- make sure to bring all the necessary documents such as the listing agreement, addendums (lead paint, HOA, condo, etc.), the seller’s disclosure and comps.
When You Arrive- let them take you on a tour of the house- it’s their way of “selling” it to you. Make a mental note of the major components of the house such as the A/C, roof, electrical, windows and overall condition of the property. This will help you adjust the value of the home based on your comps.
The Listing Presentation- walk the homeowners through your listing presentation on your tablet or laptop. (If you need a presentation template, email Phil at [email protected]).
Points to Cover on the Presentation:
- A snapshot of current listings in the area, what has sold recently and what is under contract.
- Benefits of working together:
- Professional recommendation of pricing- explain how you can help them get the best price for their home
- Professional photography- be sure to note that it’s the #1 thing that gets a house sold
- Staging suggestions- they only get one shot at being a “new” listing, so you’ll ensure that it makes a great first impression
- For sale sign in the yard
- Email marketing campaigns to buyers and brokers
- Open Houses- you’ll set a consistent schedule to get traffic through the door
- Social media campaigns and advertising- you’ll get their listing in front of more people via social media
- Coordination of showings- they won’t have people randomly showing up to see the house, you’ll handle all of it
- Follow-up on showings- you’ll inquire how everything went & get feedback
- Feedback on showings- you’ll analyze this feedback and work towards fixing any problem concerns that arise
- Negotiation on all offers- your professional expertise will help them navigate offers
- Negotiation of home inspection issues- you’ll work to overcome any inspection hurdles
- Review of HUD statement- you’ll be able to explain these documents to them
- CLOSING! You’ll be there to guide them through to the end
Bonus Points to Cover
- Internet marketing campaign
- 98% of homebuyers begin their search online
- When they list with you, their listing will go out to all the local agents and brokers via the MLS (MFRMLS)
- Share with them that their listing will also go out to all the popular home buying websites like Zillow, Realtor.com, Trulia, Homes.com, etc.
Note: You may want to explain to your seller that when their listing hits certain websites, such as Keller Williams or any other local real estate brokerage, it will not be listed with your (the agent) information. This is just the process of the MLS.
- Social Media campaign
- Many connections today are made online via social media making it the perfect platform to share their listing
- Take some time to explain how you will not only post their home, but will also use paid advertising and targeting to get their listing in front of more (qualified) people
- What does it cost?
- This is a great opportunity to explain your commission. For example, at Dalton Wade, we typically do 5% of of the sales price, with 2% going to our seller’s agent (unless they find the buyer directly, then it’s 3%) and 2% going to the buyer’s agent. Be sure to check with your broker for your firm’s arrangements.
- Since price tends to be the most discussed topic at a listing presentation, be sure to take the time to thoroughly go over it with your sellers. Discuss the comps and if what they have in mind is close to what you suggest as the listing price, move forward with the listing. If they are wanting more than your suggested price, explain that price is the #1 reason houses don’t sell and that if it’s not sold in 30 days, a price adjustment may be needed. This way everyone is on the same page.
At Dalton Wade we believe that today’s buyers and sellers need a trusted resource that can guide them through the complex world of real estate and that’s what we provide to our clients- exceptional service.
We also believe that real estate agents deserve to keep 100% of their commissions. Dalton Wade Agents work on 100% commission, pay a $79 monthly membership fee, pay $79 a closed transaction and are paid at closing! If you’d like to learn more about keeping 100% of your commissions, contact us today!