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Also, during the listing appointment, remember to:

Allow the sellers to show you their property. Take notes. Ask them what they will

miss most. What they tell you may become a great point when advertising the
property.

Tell the seller about YOU and your company. A listing presentation book or Power
Point presentation can be valuable to establish a logical system to guide you

through the process.
Educate the seller about your CMA and why it is so important to list at the proper

price. Explain how their hottest market will be right after their home goes on the

market.
Counsel with the seller about repairs. Discuss “repaired value” vs “as is” value.

Remember: sellers need permits to do any remodeling.
Estimate the seller’s net under a potential offer.

Counsel the seller about completing the seller disclosure of material facts about
the property. Be sure the seller understands that disclosing everything now

protects him or her from future law suits;

Ask for the listing.
Review the Listing Agreement with the seller. Assume the seller will sign the

agreement when you finish.

Review your company’s agency practice.
Get copies of the seller original documents if possible such as deed, title policy,

survey, etc.

Every state has laws as to how the agent does or does not represent the buyer and the

seller in the transaction. Be sure you are well aware of your state laws regarding

representation. Once you know what you can do legally, be sure all parties in the
transaction completely understand whom you are representing. Then be extremely

cautious to never do or say anything that would harm the client you are representing.

Be sure sellers understand how important it is that they disclose everything about the
property on the Seller’s Disclosure form. This is their chance to avoid future law suits.

TX Marketing II: Negotiation Techniques 56