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Effective Listing Presentation Tips for Winning Appointments

Mastering the art of listing presentations is crucial for real estate success. In this guide, we explore key strategies for winning appointments with sellers. Learn when and how to suggest necessary repairs while navigating the preferences of different sellers. Understand that some may rely on your expertise for recommendations, while others may wish to sell as-is. Our tailored approach empowers you to build trust, communicate effectively, and ultimately secure more listings.

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Effective Listing Presentation Tips for Winning Appointments

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  1. LISTING PRESTATION TIPS

    WINNING APPOINTMENTS
  2. Winning Appointments Understanding when to and how to suggest a Seller make repairs Some sellers want you to make suggestions and some sellers want you to say it is OK to sell in the homes current condition
  3. Recommendation If this were my house I would…
  4. Connecting Try and find the reason the Seller decided to buy the house and share your enthusiasm
  5. Preparation For Value Know what the Zillow.com value of the property is before you get there. Through Tempo you can also check the value estimator through the assessor page
  6. Educating The Seller Take Your Time and Speak Slowly Explain the Process of Selling a Home Explain Seller Requirements
  7. Know Your Path Know your presentation have an agenda and path
  8. Path Example Ask for a place to set your items down (a table and chairs) Ask For a tour of the house Sit down and explain how you are going to proceed with the appointment
  9. START>>>Your Path For The Evaluation Tell Them the agenda of the presentation Tell them about your experience Tell them about your company
  10. START>>>Your Path For The Evaluation Cover what you do to represent their interests (disclosures, the offer process, the escrow process) Marketing Market value of your home
  11. Process Once the home is listed the marketing process begins (Talk about marketing) Listen to Buyer feedback and correspond with you to share the feedback Receive an offer , counter on term that would be to your advantage, negotiate your position Explain your involvement with the disclosure process and filling out paperwork
  12. Process Once the buyer and seller have come to an agreement the escrow is opened I meet with you and fill out the disclosure paperwork The buyer traditionally has 17 days from acceptance for inspections, I lower the number of days to 10, the inspections are a buyer contingency
  13. Process Although the California Purchase Contract specifies AS-IS, the Buyer has the right to inspect and can still ask for repairs, although you are not contractually obligated The buyers lender sends out an appraiser, the buyer traditionally has 17 for the loan contingency
  14. Process The average escrow period is 30-45 days, although it is negotiable The seller has to comply with retrofit requirements prior to the close of escrow (explain retrofit items)
  15. Process During Escrow, you have signed escrow instructions and the deed, at the scheduled close and once escrow has received the balance of the funds from the Buyer and Buyers lender, the escrow company has the deed recorded and the escrow is closed.
  16. Discussing Home Value Discuss Home Value Have two versions of comparables, one in the are and one in the zip code
  17. Commission & Costs Explaining Selling Office Commission and how the fees are shared
  18. What Would You Like To See If You Were Interviewing a Real Estate Agent? Professional Thorough Precise
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