{"id":14115,"date":"2019-04-17T12:10:11","date_gmt":"2019-04-17T18:10:11","guid":{"rendered":"https:\/\/www.virtuance.com\/?p=14115"},"modified":"2019-08-20T09:55:22","modified_gmt":"2019-08-20T15:55:22","slug":"15-things-for-listing-appointment","status":"publish","type":"post","link":"https:\/\/staging.virtuance.com\/member\/blog\/15-things-for-listing-appointment\/","title":{"rendered":"15 things you should bring to your listing appointment"},"content":{"rendered":"

Listing appointments can be intimidating for new real estate agents.<\/span><\/i><\/h2>\n

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Many ask similar questions like \u201cWhat should I bring to the listing appointment?\u201d or \u201cWhat should I include in my listing presentation?\u201d <\/span>To help answer these common questions, we compiled a list of 15 things <\/span>we believe<\/span><\/span> agents should include in their listing appointment presentation package<\/span><\/span>.<\/span><\/p>\n

Let\u2019s dive in:<\/span><\/p>\n

1. A CMA (Comparative Market Analysis)<\/span><\/h2>\n

At the end of the day, your potential client wants to walk away with the most money possible for their home <\/span>(and of course you do too)<\/span><\/i>. Providing a CMA is a good way to set expectations before you\u2019re hired. <\/span><\/p>\n

When you bring a CMA to your listing appointments, you\u2019re showing the sellers that you\u2019re prepared to win. You also show them that you are familiar with their community.<\/span><\/p>\n

To create a CMA that is customized to your listing appointment<\/a><\/span>, find similar homes within the area that have sold. What do they have in common? What features stand out between them? After that, take a look at neighborhood quality, schools, and lot sizes.<\/span><\/p>\n

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Some agents suggest holding off on a CMA until you tour the listing and do your homework. If you fall into this group, we still recommend you offer the homeowners comparables based on lot size, square footage, and neighborhood desirability<\/span><\/a><\/span><\/span>.<\/span><\/span><\/p>\n

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2. Your range of value<\/span><\/h2>\n

The listing appointment is your time to shine! Don\u2019t be shy about what you\u2019re capable of as a seller\u2019s agent. Show the homeowners your prominent successes by discussing your history as an agent. Include your specialties and <\/span>any trainings or certifications<\/span><\/a> you\u2019ve completed.<\/span><\/p>\n

You don\u2019t need to have these in a presentation, but do make sure you add it as a key talking point.<\/span><\/p>\n

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3. A handful of client success stories <\/span><\/h2>\n

Selling your home is an emotional rollercoaster. Homeowners are already nervous and likely overwhelmed by the home selling process. This is a great opportunity to soothe their worries with some client success story time. <\/span><\/p>\n

Instead of casually sharing your previous listing experiences, tell an encouraging story about how you helped a family sell their home<\/a><\/span> for more than they thought possible. <\/span><\/p>\n

Along with your success stories, share real estate photos that you believe helped increase showings and sell the home faster.<\/span><\/p>\n

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4. Multiple net sheets<\/span><\/h2>\n

With an expense net sheet in hand, continue on this path of easing the home buyers\u2019 biggest selling fears. The net sheet will show sellers an approximate amount of what they will walk away with at close. <\/span><\/p>\n

Better yet, provide your prospects with multiple net sheets. This strategy will help them visualize different outcomes and create a \u201cflex\u201d room when viewing offers. <\/span><\/p>\n

By the way, the preparedness you took to bring in more than one net sheet is guaranteed to impress.<\/span><\/p>\n

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5. Your USP (Unique Selling Proposition)<\/span><\/h2>\n

According to the 2018 NAR Member Report, there are <\/span>1.3 million realtors<\/span><\/a> in the United States (up 6% from 2017). <\/span>Competition between agents is more fierce than ever with an increase in REALTORs and a decrease in house inventory nationwide<\/span><\/span>.<\/span><\/p>\n

To give you an idea of the <\/span>number of agents<\/span><\/a> in a major city, take a look at these stats: <\/span><\/p>\n