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Listings Presentations

Listings give agents great opportunities. Listings are working even when you are not.

Your signs bring in buyers. Sellers turn into buyers. Sellers have neighbors and they are

watching. That can bring in more listings. Your relationship with your sellers are longer
term and sometimes more memorable than with buyers.

Good listing agents never take a listing unless they believe in their heart they can sell

this property. Do a good market analysis for the seller. Take into consideration not only

what has recently sold but what is for sale right now. Watch the competition because the
prospective purchasers are watching it. Be prepared to help the seller understand what

the purchasers are seeing.

When you are prospecting and talking with for sale by owners, owners of expired listing,

etc., your primary goal is to get an appointment to see the property, visit with the seller
to learn his or her motivation, and pursue the listing if you find you have a motivated

seller. Don’t be afraid to turn down a listing if you see the seller is not really motivated
and is going to be unreasonable regarding the price. Listings are expensive investments

in time and money for agents. Take listings you believe will sell. Remember the phrase
“I’d rather turn you down now than let you down later.”

Be prepared with all the documents you might need when you go on a listing
appointment. In addition to brochures about you or your company, include a listing

agreement, the seller’s disclosure form, a lead based paint disclosure addendum, and
any other forms commonly needed in your area.

The Listing Appointment

The first step always is to establish rapport with the seller. Getting down to business too

quickly can be a turn off for the seller. Find some common ground, maybe a hobby or a

pet.

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