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FUNCTION OF LISTING PRESENTATION |
- Convince seller that agent is capable (or most capable) person to market property.
- Convince seller that agent is enthusiastic about selling property.
- Convince seller that agent is knowledgeable about all the processes involved in selling property - marketing, counseling, negotiating, the detail work to complete all of the elements of the sale well.
- Convince seller that agent can properly price property.
- Convince seller that the agent's company is the best real estate company to list with.
- Provide information about the selling process.
- Provide insight on the marketing process and elements:
a. "For Sale" sign
b. lock box
c. MLS database/pool of agents
d. open house
e. classified and home guide advertising
f. showings
- Explain the tradeoffs in pricing.
- Show empathy with the seller's concerns, i.e., "I know this is very important to you".
- Promise loyalty and good service.
- Explain the listing contract/agreement:
• type (exclusive)
• commission rate
• length of time
- Explain home warranties, disclosures.
- Explain financing alternatives to offer.
- Provide references: people, companies.
- Explain special services for vacant property.
- Explain the benefits of pre-appraisal.
- Present:
a. marketing plan
b. performance warranty
c. computerized marketing activities
- Present information on company's track record:
a. number of homes sold
b. homes sold DOM company MLS
c. homes sold list price/sale price company MLS
d. experience of agents
e. percent of homes sold in MLS vs. other companies
f. years in business
g. $ volume of homes sold
- Present information on individual agents' productivity:
a. number of homes sold
b. homes sold DOM company MLS
c. homes sold list price/sale price company MLS
d. experience of agents
e. percent of homes sold in MLS vs. other companies
f. years in business
g. $ volume of homes sold
- Explain how MLS works and its importance.
- Explain how prospective buyers are qualified and screened.
- Provide seller with information about agents' qualifications, both personal and professional
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I Am a Full-Time Sales Associate With Your Best Interests at Heart
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