- When setting your appointment, ask what price they have in mind and timetable.
- Before you get on the road, prepare yourself. Have a Presentation cover page with a picture of their house, there name and the address, presented by you and National logo.
- Print your CMA pages all in color; others will do fine in black and white. Your main discussion should be: OK: what price did you have in mind? Let’s see what the comparables are doing.
- Print a listing agreement ready for signature and put in your National Realty notebook.
- Dress for success. Possibly wear a small National Realty logo sweater or shirt. (Take your own shirt to Dulles Town Center mall – Stitching Station. ( costs about $12)
- Be on Time. Park nearby if necessary and prepare your paperwork.
- Smile at front door. Be confident and friendly.
- First ask for tour of house and find common denominators. Build friendship.
- Compliment their gorgeous home because they love their home like a child.
- Sit down around kitchen or dining room table, not living room couch.
- Open a little about yourself. Negotiation is my strongest asset.
- Discuss your team, 150 agents and you are partner with Keith a 25-year veteran.
- Wear your logo shirt and take your National Realty notebook with your CMA inside.
- Ask questions about where they are moving, why and time frame.
- Regardless of where they are moving, tell them you will get them an agent for that area.
- Open the pricing discussion with your CMA.
- CMA should help us on pricing. Price is limited by competition, market and appraisal.
- Show real conviction that you are a hard worker.
- Show, but do not itemize the seller flow chart of work you have to do.
- Tell them you will be implementing a STRONG Marketing campaign.
- A thorough but quick marketing presentation is better than a long, drawn out one.
- Price it right or expect very low offers as it sits too long, based on the days on market.
- If it has to be too high, say we’ll see how it goes at that price and look at it later.
- Our Listing commission policy is 6% due to the massive amount of marketing. 3% to your company and 3% to the other brokerage. But if they object to that you can make it 5%. total.
- You need strong marketing to get more than one buyer. List it just under what you think is fair and watch the feeding frenzy. Multiple offers can be gotten if you take this approach.
- You can always hold tight to your price, so do NOT price high for negotiation room.
- Strongest reasons to select you are:
- You will do a demographic study to determine where the buyers are and hit them w/ direct mail.
- You will do a door-to-door campaign in their neighborhood and direct mail them as well.
- You will open a prospecting campaign to multiple data bases.