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