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Listing presentationREALTORS® know that when you walk into a listing appointment, you must be prepared. Prepared with property knowledge. Prepared with concrete market data. Prepared to impress. You must be sure that your listing presentation educates your soon-to-be clients while connecting with them at the same time. And when you are finished with the presentation, you need to leave something behind…something that reminds them why you are the best REALTOR® to get their property sold.

Creating the ultimate listing package requires a few key elements:

  1. Knowledge: It’s always best to walk into a listing appointment prepared. You can search for the property on your MLS to see if there is any history. If you can’t find the property in your MLS, and you have access to public records, you can do a search there to get property information. But what if the seller forgot to mention the Notice of Default they just received during your phone call? No problem. You can access Realtors Property Resource to get distressed information and mortgage data.
  1. Concrete Market Data: Some sellers ‘think’ they know how much their house should sell for. Whether they’ve looked at third party sites online, talked to neighbors, received various postcards and flyers in the mail, as REALTORS®, it often becomes critical to convince sellers otherwise.

But convincing a seller of the right list price isn’t just about the property itself, or the ones around it. It’s about the market. Is it a seller’s market? A buyer’s market? Are there many distressed properties in the area? Better to walk in armed with this information.

  1. Leaving a lasting impression: Now that you have all this concrete data, you need to include it in a custom branded, easy-to-understand report. From data on the property itself, to detailed information about each comparable property, to specific market activity, a comprehensive report is key to leaving that lasting impression.

However, if you arrive at your listing appointment, take a tour of the property and discover the sellers forgot to mention that recent kitchen remodel when you spoke on the phone, you’ll need a way to quickly make an adjustment to your initial list price. So make sure you bring your iPad, laptop or other device so that you can quickly make these adjustments and either print or email them a new report.

Your clients will be captivated if you show up with all this information organized in an impressive report, inspiring them to give you their listing.

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