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Do’s and Don’ts of Powerful Listing Presentations

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By Patty McNease

• DO get to know your client. Find out everything there is to know about each client to personalize your presentation and plan accordingly. Do they have kids? Pets? Every consumer expects something special from a home, so understanding their criteria will help determine what to highlight throughout your presentation. Adding a personal touch will always go a long way with the client.

• DON’T neglect the data. Research the properties, neighborhoods and must-have amenities they have mentioned and find out everything there is to know about them. Utilize housing reports like the Homes.com Local Market Index to substantiate the performance at the local neighborhood level. Include CMA (comparative market analysis) data with Homes.com CMAzing tool to illustrate data on home values. Further, add demographics and local school ratings, sold properties, maps, local points of interest using the Neighborhood Envoy tool. This tool can also calculate the distance from a property to the client’s workplace, school and other places.

• DO follow up and stay in touch. Even if they decide to go with someone else, it’s always the professional thing to do. Based on Homes.com’s recent Housing Trends survey, 73% of consumers reported that they prefer to communicate via email. Staying in touch with them keeps your name on their radar. Add them to your email distribution lists and connect with them on social media sites like Facebook and LinkedIn. Using drip email tools to stay top of mind make the process of staying in touch much easier with sample content and a variety of templates to choose from.

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