Are you eager to gain an advantage during your next listing appointment? In the competitive world of real estate, securing a successful listing can mean a significant boost in your income. To increase your chances of winning the business, I have compiled a comprehensive listing appointment checklist that has helped me achieve a success rate of over 90%. By incorporating these strategies into your next listing, you'll make a lasting impression and attract more business.
1. Gather Important Details Over the Phone
Before conducting a thorough comparative market analysis (CMA), it's essential to ask relevant questions upfront. While you can find some information online, make sure to inquire about recent repairs, square footage changes, additional titleholders, and other crucial details. Understanding these factors will not only prepare you for the listing appointment but also aid in completing your CMA effectively.
2. Conduct a Comparative Market Analysis
Once you have gathered as much information as possible about the property, it's time to analyze the market. You don't need to be a finance major to accomplish this task; numerous resources are available to assist you. For more in-depth guidance on conducting a CMA, refer to my post on the subject.
3. Familiarize Yourself with the Neighborhood
If you're new to real estate or haven't dealt with properties in the neighborhood where the listing appointment is scheduled, consider "previewing" active listings. This exercise allows you to gain insights into the pricing strategies of other sellers in the area. Additionally, it helps to be well-informed about the neighborhood and current listings, enabling you to address specific points of interest, such as the competition and market trends, during the appointment.
4. Seek Valuation from Three Other Agents
To gain further insight and confidence in your valuation process, ask three other agents to provide their opinion on the property's value. These "independent" third-party assessments can strengthen your credibility during the listing presentation.
5. Consult Agents Who Recently Sold Homes in the Area
Reach out to agents who have recently sold properties in the same neighborhood. Their experience and knowledge can provide invaluable information on showing traffic, negative feedback, and effective marketing strategies. Most agents are open and willing to share their insights, so don't hesitate to make those calls.
6. Deliver a Pre-Listing Package
Enhance the client experience by surprising the seller with a real estate pre-listing package. Include your marketing booklet, a copy of your CMA, and a page outlining the home selling process. This package serves two purposes: it showcases your preparedness and ensures that both parties are on the same page during the appointment, saving time and creating a smoother interaction.
7. Create a "Buzz" on Social Media
Generate excitement and interest in the upcoming listing by posting a teaser on social media. Engage your audience by asking who would like to be added to a list for exclusive details about the property. By doing this, you can showcase the demand and build anticipation even before the official listing goes live.
8. Prepare an Effective Listing Presentation
Keep your listing presentation concise and straightforward. Utilize Google Slides or a similar tool to create a quick and informative slideshow. Following Guy Kawasaki's "10/20/30 Rule of Powerpoint," aim for ten slides with a 20-point font, which should take approximately 30 minutes to present. This duration allows room for questions and interaction, making it an ideal format for a listing appointment.
9. Bring Physical Copies of Required Documents
While technology has its advantages, there's something special about getting a seller to physically sign a document in your presence, particularly the listing agreement. Requesting physical signatures can add a sense of reliability and commitment for sellers. Consider having the seller fill out the seller disclosure form while you gather additional information necessary for the MLS listing.
10. Contact HOA for Rules and Restrictions
To be fully prepared for the listing appointment, contact the homeowners association (HOA) to gather any specific rules or restrictions related to the property. Understanding these guidelines will enable you to discuss the necessary processes and requirements with the seller confidently.
11. Bring Sign and Lockbox for Prompt Installation
Always carry a yard sign and lockbox with you during the listing appointment. Once the listing agreement is signed, you can promptly install them. Installing the lockbox early allows for convenient access for photographers, contractors, and other authorized parties. If the listing is scheduled to go live within a week, you can also install the yard sign to generate initial interest in the property.
12. Capture Media Content at the Appointment
Before leaving the listing appointment, request permission from the seller to take photos and videos of the property for pre-listing purposes. Assure the seller that these media assets will not be used until they provide their approval. This extra effort demonstrates your dedication to promoting the property and can leave a lasting impression on the seller.
13. Send a Thank-You Letter
Prioritize sending a handwritten thank-you letter to the seller before leaving for the listing appointment. Mailing it in advance ensures that the seller receives it shortly after the appointment. This small gesture can make a significant impact, especially since many agents overlook this extra step. The appreciation expressed in the letter may just be what sets you apart from the competition.
In conclusion, I hope that incorporating my listing appointment checklist into your routine will give you a competitive edge. These tips, accumulated throughout my real estate career, have consistently yielded positive results. I'm curious to learn about your own listing appointment checklist or your favorite items from my list that you plan to implement. Feel free to share your thoughts in the comments below!
