Listing Appointment

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. Bring along a Sold sign.
Print a listing agreement ready for signature and put in National Realty notebook.
Dress for success. Possibly wear a small National Realty logo sweater or shirt.
Be on Time. Park nearby if necessary and prepare your paperwork.
Smile at front door. Be confident. Look in their eyes. Hold your mannerism similar to theirs.
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. You will need paper space.
Ask questions to begin: why and where moving? React to their answers by going deeper.
Open a little about yourself. I’ve been in sales for ___ years. Negotiation is my strongest asset.
Discuss your team, 90 agents, two owners, Keith 25 years, Paul 20 years, Hanna, your processor.
Go back to “About them.” Find out their time frame and motivation to sell.
They will be moving elsewhere. Remember, you can help them anywhere in the country.
Open the pricing discussion with your CMA. What price did they have in mind?
CMA should help us on pricing. Price is limited by competition, market and appraisal.
Show real conviction in your discussion of the hard worker you will be to get the job done.
Show, but do not itemize the seller flow chart of work you have to do.
STRONG Marketing is critical. Your Plan and Negotiation skills are key!
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%. 3% to your company and 3% to the other brokerage.
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 can highlight them at the top of the Internet search engines. We are at the Top!
You will highlight them at the top of frequent real estate web search phrases.
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.
You will do frequent open houses.
You will advertise to all Realtors in the area.