You must have wondered why certain agents can come up with so many real estate listings. This may be because of skills, reputation, effectiveness, personality, commitment, results, referrals, etc. And you must have wondered why you didn’t get a specific listing, but someone else did. It is important to become more adversarial, provide homeowners with the information they should receive, and provide the best possible informed decision. There are 6 components to include in a listing presentation.
1.COMPETETIVE MARKET ANALYSIS (CMA)
A professionally prepared agent should not just advertise the properties sold but instead use comparable properties to provide a price range. To achieve that, one should follow a procedure similar to but with lesser detail by bank appraisers. What features the house has, which you can compare the other houses to, what others possess is not. Compare based on size, location, features, rooms, style, condition, etc.
2. SUGGESTED LISTING PRICE
A homeowner must set the price he wishes his house to be listed at. It is incumbent upon a real estate professional to present information clearly and help him make the wisest decision. Listing and selling prices are different, but the listing price often impacts how many potential buyers view the home and how competitive you might be. Therefore, it is helpful if the agent provides a range and reviews the positive and negative when especially concerning marketing and shows, each price might affect.
3. WHY YOU?
Why should someone choose you to represent their best interests, which is the single largest financial asset for many people? Be careful to explain in positive terms what you offer and avoid accusations, blame others or express negatives. Review your approach and why it matters.
4. MARKETING PLAN
What is your marketing plan, and why is it. What kind of approach would be more suitable for a particular kind of property. Review the homeowner’s as well as the agent’s responsibilities.
5. STRATEGIES
Identify a niche market that will be more identifiable to the market and will be more attractive. How will you go after the segment of the market and still pursue a broader market? You need to ensure that the owner, client, and agent all remain on the same page.
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6. MEETING OF THE MINDS BETWEEN THE AGENT AND HOMEOWNER
The information should be informative on a technical and strategic level while also getting to know you. Don’t rush over any aspect of the house and explain fully and carefully a frank discussion on what some fear the most; the dreaded Commission discussion. A listing presentation doesn’t have to just be a selling experience but also an opportunity for a homeowner to learn which agent is best for him and why. The client deserves a thorough review of all these 6 components.