Be prepared, is one of the Boy Scouts mottos. Over the years it has been shortened to B.-P. In the Scouts it means being prepared in mind and body to do your duty.
As a Realtor, it is important to B.-P. in any situation to full fill your duties as a Licensed professional Realtor.
Over the years I have found being prepared can mean the difference in getting the listing or the seller choosing someone else. There are many ways to be prepared for a listing presentation, these are only a few that have worked for me.
One of the most important for me is to send over prior to the first meeting with the sellers my Pre-Listing Questionnaire. In it I can determine how motivated they are to sell, what they owe, if they are willing to put money into staging, how many other Realtors they are interviewing, if there are any are friends or church members they would feel obligated to work with, and what their current financial state is.
Once I was referred to a family from a past client who was a builder, I had sold several of his homes over the years, including his personal home. I “assumed” I had the listing and didn’t send my pre-listing presentation. I found out later after I didn’t get the listing that the other side of the family also had a Realtor friend and since they lived locally that is who they went with.
I could have found all of this out if I had sent the pre-listing questionnaire and not “assumed” because it was referred I had the listing.
Before I meet with the potential sellers I also send over my Marketing Plan. I asked them to check out everywhere their house will be seen, and read my blogs. When I am in their home, I can spend all my time getting to know THEM and not talking about me.
I do ask them if they reviewed the marketing plan and have any questions. Most do not. However, I always point out two things that they may have overlooked: 1) I don’t do print advertising 2) I don’t do Open Houses.
My favorite quote
Here is my favorite quote I put in the Electronic Listing Presentation from Consumer Reports in 1990.
“ Beware that some devious agents will at first suggest a very handsome price. Then, after they have the listing and the house hasn’t sold they’ll come back a with a pitch to lower the price.”
Know the Area
Most sellers are familiar to some extent on their neighborhood, subdivision or community. To be prepared we need to know it too. The past sales, the current inventory, and the absorption rate.
One of the recent things I have added to my Pre-listing presentation is all the social media sites I engage in. Why? I think it is important they know you are in relationships with agents all over the country. That you are out there and that being out there engaging can bring in buyers for their home.
It goes without saying here on AG that a FaceBook page and Twitter Local has brought connections into your that can help in selling their home.
Being prepared can be the difference in the sellers choosing you or someone else. What do you do that shows you’re prepared to get that listing?