BrokerBryant.com: Information To Help You Improve Your Listing presentation

Information To Help You Improve Your Listing presentation

My coffee is cold!Hi folks. Recently I received an email from an agent asking me about Listing Presentations. I've written often on how I handle my presentations. Here are the basics.

First, I want to let you know that my listing presentation may be a little different than most. I've never had any training and I've never been on a listing presentation with anyone. I haven't read the book and I didn't listen to the tapes. My presentation was learned by 15 years of trial and error.

To me, the most important part of the listing presentation, is the phone interview, prior to me meeting with the potential Seller. By the way, the Seller is not interviewing me, I am interviewing them. When a potential Seller calls me, I always chit chat for a few minutes, get the address of their property, their phone number and tell them I will call them back in a few minutes when I can give them my full attention. What I'm doing is delaying the conversation to give me time to research their property. It only takes a few minutes but I want to find out as much as I can before I call them back.

When I call them back, normally within about 15 minutes, I already know how much they paid for the property, how long they've owned it and what range the value should fall in. I've sold a lot of properties in my market, so my rough estimate of value will be within $5,000 to $10,000 with out even seeing the property. Now what I need to know from them is:

  • Why are you selling?
  • How much do you owe?
  • Where are you moving to?
  • What do you feel your house is worth and why?

If the answers to these questions are satisfactory, I make an appointment to meet with them. This is what I say:

  •  "OK so let's set a time to get together so I can look at your property. Once I've seen it I will be able to give you a precise estimate of where we need to price your house to get it sold. What's your schedule like? You don't get home until 6 pm during the week? Sorry I don't do evening appointments. I'm a morning guy and I want to be 100% when we get together. Are you off on Saturday? Great, let's get together Saturday at 11. That will give me time to get all my information together, so when we meet, we can get your house on the market right away. See you then. Oh, before I forget what's your E-mail address? I want to send you some info so you can read up on me and also see how I handle my marketing and how your property will be displayed on my website".

Now folks, as you can tell, I have already taken their listing in my mind. I will send them an e-mail as I told them I would and they can do their own research on my services. I do not need to rehash this with them when we meet. I have also already pre-qualified them and know that they have a property I will be able to price right and get sold.

When I do meet with them, it is really just to get to know them a little better and to go over pricing with them. I do not go over marketing or any of that stuff. Once I have given them my pricing strategy I immediately start talking about how showings will work, how we negotiate offers together, the possibility of Buyers asking for closing costs, inspection and repair issues, prequalification letters, the closing process etc... What I am doing is keeping them focused on selling and closing NOT whether or not to list with me.

My strategy, cocky or not, is that I am the one deciding whether or not I want to list their property not vice versa. I have a lot of confidence in my ability to sell their house and I want them to "feel" this from me. I do not beg for listings. I do not fear losing the listing. My job is to give them the truth about the market and what it will take to get their house sold. If for some reason they do not want to list with me, at the price I have recommended, then there are no hard feelings. I wish them luck and I leave.

I leave them knowing that they can call me anytime, whether it's to list at a later date or if they just have questions. I am there for them when they are ready to take my advice. I never burn my bridges. 

Broker Bryant's tips:

  • Always be 100% honest about pricing.
  • Tell Sellers what they need to know NOT what they want to hear.
  • Be genuine. Folks can tell when you are faking.
  • Concentrate on what they are trying to achieve NOT how good you are.
  • The listing presentation is about them NOT you.
  • Listen. Listen. Listen. Listen.

Got any tips for me?  

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Comment balloon 122 commentsBryant Tutas • May 30 2009 04:28PM

Comments

I do like the low pressure, high on education approach. Excellent. I also like your idea of it being a Listening presentation. Exactly the point. thanks for sharing this!

Posted by Mara Hawks, Inactive-2012 REALTOR - Homes for Sale Auburn Real Estate, AL (First Realty Auburn ) over 10 years ago

BB - this is an excellent approach. There are some valkuable tips here on improving our listing presentations (and the pre-listing). I can definitely make some changes myself.

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) over 10 years ago

BB, I ask two additional questions on my listing appointment.

1. Are you both 100% sure you want to sell?

2. Are you both 100% sure you want to sell with me?

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) over 10 years ago

I;m surprised you never had any training.  Your train yourself version is pretty good and seems to be working.  Are you a brokers asscoiate because I thought if you were a broker you wouldn't be out getting listings you'd be mananging and training real estate agents, yes or no?

Be 100% honest about pricing is difficult but does have to be done, being the bearer or good news is great but if the news isn't so good you really have to be able to be honest.

Posted by Monika Depalo, REAL ESTATE Agent/Stager (GAFF'S REFERRAL'S INC.) over 10 years ago

Hi BB, well, I have to tell you, I get more pointers from you in this area, well ok, in many areas than I have gotten from anyone else in my career. I credit you with my recent string of winnings on the listing presentation! So, hats off to you and thank you!

Posted by Andrea Swiedler, Realtor, Southern Litchfield County CT (Berkshire Hathaway HomeServices New England Properties) over 10 years ago

I have tried methods from other posts you have written about listing presentations and they work.  You are good at what you do.  BB, do you go over a market analysis with them at the listing appointment?  Listening is more important then promoting yourself during the appointment.  Thanks for the great advice!

Posted by Patricia Beck, Colorado Springs Realty (RE/MAX Properties, Inc., GRI, CDPE) over 10 years ago

Thanks for your input, I like your approach by keeping it effective and simple!!! I also agree with pricing, what's the point if it is not going to sell, to have your name on something that doesn't move? Great Tips!!!

Posted by Dianne Hicks (Realty ONE Group) over 10 years ago

Good stuff Bryant. I like the confident approach you have with your listing presentations. 

Posted by Winston Westbrook (Westbrook National Real Estate Co) over 10 years ago

Hi Bryant!
This is great information! The only thing that I wouldn't do is not meet on a weekday evening.  I would way rather keep my weekends to myself than have it interrupted with an appointment. I am already on go-mode during the week.  Also, I got a listing because the other agent insisted on timing the appointments according to her convenience...it ticked off my clients and it is a nice listing.

Posted by Paula Swayne, Realtor-Land Park, East Sac & Curtis Park -Dunniga (Dunnigan, Realtors, Sacramento (916) 425-9715) over 10 years ago

BB.. This is great information.. I'm sure you do well with this plan. Thanks for sharing.

Posted by Roland Woodworth, Q Realty - Power In Real Estate (Q Realty) over 10 years ago

Good solid advice.  You absolutely need to listen to the customer's needs.  If the numbers work and the motivation is there, then and only then is it worth setting up an appointment to list.

Posted by Rob Arnold, Metro Orlando Full Service - Investor Friendly & F (Sand Dollar Realty Group, Inc.) over 10 years ago

So much for sales training!

Sales training is of no value with out people skills. True concerned empathy always trumps mutilation!

Add people skills to a little bit of product knowledge and a healthy dose of self respect while avoiding arrogance works every time. All other skills can be bought, borrowed, or acquired. 

THERE ARE THINGS YOU MUST LEARN, but the most important things are instilled in you when you're very young! You were well prepared.

Bill

Posted by William J. Archambault, Jr. (The Real Estate Investment Institute ) over 10 years ago

Bryant - Great attitidude!  If they don't appreciate you, or don't choose to list with you, it is their loss.  I bet you don't lose many (any?) :)

Posted by Wendy Rulnick, "It's Wendy... It's Sold!" (Rulnick Realty, Inc.) over 10 years ago

Bryant - thanks for agreat post. May I ask, what do you do if during the phone interview, you realize they are not going to be realistic with price? Or they will be difficult to work with, or you don't want the listing for whatever reason? How does that conversation go?

Posted by Linda Ferrara over 10 years ago

Listening well is a true art form that is a must in our business. Confidence always shines through with folks and honesty seals the deal everytime if the client is listening to what's being said.

Posted by Cameron Wilson, The Short Guy - Murrieta,Temecula,Menifee Californ (Labrum Real Estate) over 10 years ago

Hi BB - I too assume they want to list with me and my presentation is simply to let them know what we are going to do together. This is an excellent outline of a great presentation, but the most important part of all is "listen, listen, listen."  And take some notes so you are forced to listen and focus on one question at a time so that you aren't thinking of the next question and fail to pay close attention to the answers.  Good post!

Posted by Susan Neal, Fair Oaks CA & Sacramento Area Real Estate Broker (RE/MAX Gold, Fair Oaks) over 10 years ago

Good advice.  I have accepted a couple of listings I should have said "no" to.  Now, that I am a more seasoned agent, I realize it is a waste of my time and theirs to price it above market value.  BTW, I clicked on your HILARIOUS video and did a search for listyourhouseforcheap.com ...to see if it would come up on the internet. IT DOES!! LOL!! Pulls up your AR blog.  That was so funny. 

Posted by Sonja Patterson, Texas Monthly 5-Star Realtor Recipient for the Hou (Keller Williams - BV) over 10 years ago

All goo stuff, of course it's coming from a pro broker!  I like the assumptive close, it's works for me as well.  But only if it's one we want to take on.

Great post..........easy for agents to follow and learn from the best!

Posted by Anna Banana Kruchten - Phoenix Homes Sales, 603-380-4886 (Phoenix Property Shoppe) over 10 years ago

I agree but want to add that I know I have lost listings because of my honesty:  honesty on pricing, that is.  I just lost a listing because I wouldn't move off my suggested price.  They listed with someone else (I checked the listing:  no photos, spelling errors, etc.) but they made sure to e-mail me that they only signed on for 3 months.  I don't mind being the bridemaid.

Posted by Margaret Goss, Chicago's North Shore & Winnetka Real Estate (Baird & Warner Real Estate) over 10 years ago

I needed to read this today.  I've been working with a potential seller and having a hard time figuring out whether he is motivated.  Upon reflection, he isn't. 

Posted by Erik Hitzelberger, Louisville - Middletown Real Estate (RE/MAX Alliance - Louisville REALTOR-Luxury Homes) over 10 years ago

BB, excellent advice. I also like your confident approach, being genuine and ability to listen. Thank you!

Posted by Lourdes Hoglo REALTOR® Three Village & North Shore Suffolk Co. Long Island (Prudential Douglas Elliman Real Estate) over 10 years ago

 BB ! Not surprised at your success with such an efficient - home grown - approach to getting listings.

Fits your personality, and clearly is an effective way to initiate communication with potential sellers.

Very nice !

Cheers !

Sheldon

Posted by Sheldon Neal, That British Agent Bergen County NJ (Bergen County, NJ - RE/MAX Real Estate Limited) over 10 years ago

Hi Broker Bryant~  I think the real key is making sure they are motivated to sell and that they are going to work with you to sell the house and not against you! Also- you are so right, the listing presentation needs to be focused around the sellers needs, not ours!   

Posted by Vickie McCartney, Broker, Real Estate Agent Owensboro KY (Maverick Realty) over 10 years ago

You mean begging is out of the question? lol. Wonderful pep talk and insight into listing a home....and how we are the experts...not the other way around.

 

Posted by Celeste "SALLY" Cheeseman, (RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE (Liberty Homes) over 10 years ago

Evening BB,  Probably a sign of an experienced agent to be able to walk away from an overpriced listing.  Well Done.

Posted by Bill Gillhespy, Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos (16 Sunview Blvd) over 10 years ago

Sorry I don't do evening appointments. I'm a morning guy and I want to be 100% when we get together.

I'm a morning person, too, but always feel compelled to show up at their leisure. Thanks for giving me the "100%" reason.

Posted by Judy Chapman (Referral Network of Illinois LLC) over 10 years ago

Good approach and it works many times for sure. All the best.

Posted by Bob & Carolin Benjamin, East Phoenix Arizona Homes (Benjamin Realty LLC) over 10 years ago

Bryant - I'm not surprised to see that your approach is solid and professional.  These are terrific tips for any listing agent. 

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) over 10 years ago

Bryant, Your post reminds me that I should use all the blogs I write to my advantage by sending some of the information to the sellers ahead of time. Such a simple but powerful idea. Thanks for sharing what works for you.

Posted by Barb Szabo, CRS, E-pro Realtor, Cleveland Ohio Homes (RE/MAX Trinity Brecksville Ohio) over 10 years ago

Bryant - Your tip about focusing on what to expect when you get an offer and the closing process instead of whether or not they are going to list with you is BRILLIANT!  Or so it seems.  Can't wait to try it.  By the way, your videos are priceless!  ~  Julia

Posted by Julia Horton Fishel, ASKjulia. REAL estate. REAL answers. (Coldwell Banker Residential Real Estate) over 10 years ago

Bryant, this sounds like a WINNER!! Thanks for sharing your listing approach with us.

Posted by Teresa Harris, Denver . Lake Norman . Charlotte (Lake Real Estate, LLC) over 10 years ago

Great Information. This is perfect for what we are going through in this market. Thanks!

Posted by Melissa King, ABR (Rivah Realty, LLC ) over 10 years ago

Hi BB!  You are SO right about many points here--listening is key and honesty about pricing is what so many agents are not doing here in Charlotte.  I don't want to fight for a listing that the sellers are not going to be rational about pricing anyway--right?  Just walk run away from them because they're not going to sell anyway!

Hope you're moved and settled in your new digs!  Enjoy the weekend...

Debe in Charlotte

Posted by Debe Maxwell, CRS, Charlotte Homes for Sale - Charlotte Neighborhoods (www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310) over 10 years ago

Bryant, your confidence shines through. Your approach is right to interview the sellers instead of the other way around.

Sharon

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) over 10 years ago

Hi Bryant -- If anyone read this post who doesn't know a thing about real estate, I believe they would walk away with total confidence in you, total trust in your honesty and you have led them in the right direction to achieve success.

Posted by Chris Olsen, Broker Owner Cleveland Ohio Real Estate (Olsen Ziegler Realty) over 10 years ago

You are not the first agent I've ever spoken to that does this sort of thing. I think part of it is just experience. The sellers can 'sense the vibe' from talking to you. If you're confident, they'll buy into it.

Posted by Christianne O'Malley, Exceptional Service - Delivering Results in Reno! (RE/MAX Realty Affiliates) over 10 years ago

"Cocky" or not, it seems to work very for you, and the sellers will always know where they stand with you.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) over 10 years ago

I also like for them to come to the office then after they list I will preview when I go out with the photographer.

Posted by Charles Stallions, 800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl. (Charles Stallions Real Estate Services ) over 10 years ago

Bryant - I like many of the ideas you presented in this blog posting as well as your older linked postings.  I am going to implement some of them.  Thanks for the info.

Posted by FN LN over 10 years ago

BB- You sweet talking smoothie... You are to Real Estate Salesmanship...what chocolate is to women, a sweet smooth delicious treat!

 

Good luck with your move!

Posted by Allison Stewart, St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904 (St.Cloud Homes ) over 10 years ago

Love the approach, but would you recommend doing that for those of us who have had less than 5 years doing this? Just curious to know.

Posted by William James Walton Sr., Greater Waterbury Real Estate (WEICHERT, REALTORS® - Briotti Group) over 10 years ago

BB,  an excellent listing approach. Thanks for these valuable tips that will help me to improve my listing presentations. Great Post!!

Posted by Rebecca Gaujot, Realtor®, Lewisburg WV, the go to agent for all real estate (Vision Quest Realty) over 10 years ago

Ooops :)

TLW...ROAR!

Posted by "The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW. (President-Tutas Towne Realty, Inc.) over 10 years ago

Bryant, great tips and you should be doing the training.  One of the biggest reasons for your success is confidence.

Posted by Gabe Sanders, Stuart Florida Real Estate (Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales) over 10 years ago

You are STILL THE MAN!

We agree with your strategy 100% my friend.  For the most part, we handle listings the same way.  However, as usual, I've picked up a couple of wonderful tidbits from your post.

We appreciate you and TLW and all you do for the AR community!!  Hope you have a wonderful Sunday afternoon and a fantastic week!

Posted by Tim Fennell, Jacksonville Real Estate (The Legends of Real Estate, REALTORS®) over 10 years ago

Hi BB!

Nancy and I use your approach with ALL sellers.  Early in our real estate careers we took any listing we could get our hands on, but now we're not afraid to walk away.  Having a listing you can't sell doesn't do anything but waste your time and the time of the seller.

The only other tips I would offer are to maintain good eye contact, and don't bring along a cumbersome laptop with a snazzy power point presentation.  We tried that on the very first presentation we ever did and it was a nightmare.

We approach our listing presentations now as more of a counseling session instead of selling ourselves.  After we took your advice about acting like you've already got the listing it helped us tremendously.  Thanks so much for sharing stuff like this.  It really does help! :)

Posted by Kristina Pratt, REALTOR - SFR - GoshenRealtyGroup.com (St. Louis' Illinois Suburbs - RE/MAX Preferred Partners) over 10 years ago

I remember one time you posted on bonding with the sellers when you are there, as the data is already in, that helped me and I quite being all about the numbers until that occured.

Great addition to it.

Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) over 10 years ago

I have operated much the same,firm but polite. I have seldom not got the listing unless I didn't want it. The feed back I get is, we interviewed 3-5 Realtors and you are the only one that looked the place over thoroughly and explained all!

Posted by Rob D. Shepherd, Principal Broker GRI, SRES (Windermere/lane county) over 10 years ago

Bryant: cudo's to you... It's not cocky and/or controlling to make the decision. You're the one that's going to provide the service. Why accept a job you know you can't complete to your standards and satisfaction. That's being a professional...

You make a lot of great points here. Honesty rules, give them the facts... It's about them, not you... and listen... Awesome...

thx... Rene'

Posted by Rene Fabre, Marketing in the Digital Age (First American Title) over 10 years ago

LOL. You learned almost the same way I did, and you work almost the same way I do. And those initial questions are VERY important! They can save you many hours of wasted time.

Posted by Lisa Hill, Daytona Beach Real Estate (Florida Property Experts) over 10 years ago

I like it. I think sellers can tell when an agent is desperate for the listing! I think your experience and confidence shows to them-not cockiness.

Posted by Kristi DeFAzio over 10 years ago

Just bookmarked 'cause I'm too tired to absorb tonight but am certain I want to!

Posted by Irene Kennedy Realtor® in Northwestern NJ (Weichert) over 10 years ago

Very good advice.  Great emphasis on the prior interview process.

Posted by Jim Hale, Eugene Oregon's Best Home Search Website (ACTIONAGENTS.NET) over 10 years ago

Very good and timely post.  I just went through a listing appointment that was a waste of my time because my pre-screen questions we not enough to the point.  They will be in the future.  Thank you for sharing the information.

Posted by Mark Watterson, Utah Real Estate over 10 years ago

Great advice as always. Sometimes it is sticking with the basics that is the best plan of action.

Posted by Brad Snyder (Sierra Vista Realty) over 10 years ago

Hi guys. Sorry I didn't make it back over to this post. I have been crazy busy!!! Dealing in Short sales like I do is proving to be very time consuming work. I like it but it's a hard way to make a lioving.

As always though I greatly appreciate you stopping by. I hope this article has helped someone with their listing presentastion.

Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) over 10 years ago

broker bryant..i always enjoy reading your blog. you're one of the realest most informative guys around...as always, thanks for sharing. this post really decreased my anxiety about listing presentations because eventhough my "conversational presentations" always work for me, i still always felt that i should have something more formal...thanks for the confirmation.

Posted by Dee Neal, Atlanta Area Real Estate (Palmer House Properties) over 10 years ago

broker bryant..i always enjoy reading your blog. you're one of the realest most informative guys around...as always, thanks for sharing. this post really decreased my anxiety about listing presentations because eventhough my "conversational presentations" always work for me, i still always felt that i should have something more formal...thanks for the confirmation.

Posted by Dee Neal, Atlanta Area Real Estate (Palmer House Properties) over 10 years ago

Great advice Bryant... thanks for sharing!

Posted by Tre Pryor, Realtor, e-PRO - Louisville Kentucky (REMAX Champions) over 9 years ago

BB - I read this before and I read it again, and I will likely read it some more. Pretty simple and straightfoward with a focus on the basics. What more needs to be said?

Jeff

Posted by Jeff Dowler, CRS, The Southern California Relocation Dude (Solutions Real Estate ) over 9 years ago

Hi BB, I have been intuitvely following a similar approach.  I think this approach works with the lower price range, which is what is selling in my area right now.  I do find some surprises on pricing though:  I research throughly on line before I see the property.  However, I frequently change my mind up or down depending on condition.

Posted by Margaret Mitchell, Seacoast Maine & NH Real Estate (Coldwell Banker Yorke Realty) over 9 years ago

Broker Bryant, you're up there with Jackie Leavenworth and Jennifer Allen as my three go-to gurus on selling real estate. I only wish I'd found you when I first got started! I'm making up for lost time now.

Cheers,

Robin

Posted by Robin Rogers, CRS, TRC, MRP - Real Estate Investment Adviser (Robin Rogers, Silverbridge Realty, San Antonio, Texas) over 9 years ago

I always like to learn how someone else does it- Leaving without the listing is always tough but usually the right move if the Sellers are not realistic. I have had to learn it is not my failure but the sellers failure to realize what the market is

Posted by Corrie Robinson (ReMax 1st Choice) over 9 years ago

Thanks for re-confirming my belief that a canned presentation is boring - to me and to the people on the other side of the table!  I print out my presentation/marketing plan but NEVER read it to them!  I, too, have a full folder of information so that they know I've done my homework before getting there.  After we've walked through the house the conversation is all about them:  how I need them as partners in this process and how we may need to make changes in our strategies due to this ever changing market.

Posted by Janet Baier over 9 years ago

You have appparently found a way to walk that tightrope between straight talk and empathy. Its a difficult thing to do well, and many of us never really figure it out. You don't get that from formal training; it comes from natural ability and experience.

Posted by Thomas McCombs (Century 21 HomeStar) over 9 years ago

After a few years now, I do take the approach that I am interviewing them - I don't take a listing that isn't priced well and that I don't think I can sell - I owe it to the seller to be 100% behind their home and not waste their time - they are counting on getting it sold. 

Posted by Cathy Tishhouse, Royal Oak Real Estate (RE/MAX Showcase Homes) over 9 years ago

I'm new at selling real estate and feel lucky to have found your blog. I really appreciate your forthcoming insight and experience.

Posted by Tina Parker, CNE, REDM, SRES, CSP Home Staging REALTOR, Halifax (Keller Williams Select Realty) over 9 years ago

great advice. I use a similar strategy and it works for me as well.

Posted by Farida Touma (Real Living Great Lakes Real Estate) over 9 years ago

 I love hearing someone else does things as I do. I'm starting my 6th year and after my 2nd year discovered exactly what you are saying was true. I was thinking I should be a buyers agent because I wasn't getting the listings. Then I changed my approach and started getting them almost every time.

 I tell them I'm not one to show up with a file full of FLUFF when the info in my file is all that matters. Now if you have anything else you want I can always get that for you. I also explain that I don't sell your home we do.

 If you want top dollar you need to condition your home for this. Otherwise we need to price it accordingly which isn't what I would suggest. And when they say they can't make the improvements for whatever reasons I hand them a few handyman names & numbers and explain that a few hundred will save you a few thousand and the house will sell that much faster.

 When I tell other agents my approach they just look at me like I'm nuts. And they just may be right but it's alot better than going nuts and being broke because I have no listings or closings.

 I have to say I learned a couple more tips from reading your post that will help me build!!! 

 THANKS FOR EVERYTHING!!!

 

Posted by Joe Vampola (NPDodge) over 9 years ago

Bryant

Great presentation...it can also be called a listening presentation.  Thanks for the detailed and well written post.

Posted by Ron and Alexandra Seigel, Luxury Real Estate Branding, Marketing & Strategy (Napa Consultants) over 9 years ago

another great post. :) I have sent the link to my agents to follow your advice....KEEP IT COMING! :)

Posted by Nicole Borsey, CDPE | Stamford CT Real Estate (Coldwell Banker Residential Brokerage) over 9 years ago

I'm trying to switch my business from mostly buyers to more sellers this year, so plan to work on my listing presentation. Thanks!

Posted by Joetta Fort, Independent Broker, Homes Denver to Boulder (The DiGiorgio Group) over 9 years ago

Great job on the feature.  I really appreciate your approach.  Keeping ourselves on solid, EQUAL footing with our clients is a must. 

Posted by Jenna Dixon, Empowers You With a Better Real Estate Experience (DRA Homes | Cobb County Real Estate ) over 9 years ago

Great that you do a pre listening interview! We Ninjas have that type of system too. The thought behind asking some of those questions is to only gather information at this stage of the game so you know more about what and who you are dealing with. Great advise! Watch for my blog "Pre Listing Intreview Ninja Style."

 

Posted by Barb Christensen over 9 years ago

BB - Right on point.  I can't say I never used a "Listing Presentation" but as of 2006 or thereabouts it morphed into a conversation with the Seller, ending with "Here are the next steps" if I decided I wanted to work with them, or "Think about what we've discussed and get back to me" if I didn't believe the Seller to be 100% committed at that point.  These days, I never go to the property.  All listing appointments are via GoToMeeting, and one of our team resources goes to the property after the listing docs are signed to place lockbox, sign and panels, and to take photos.

Posted by Tony and Suzanne Marriott, Associate Brokers, Serving Scottsdale, Phoenix and Maricopa County AZ (Haven Express @ Keller Williams Arizona Realty) over 9 years ago

Solid advice. 

I really like the way your so willing to help out other agents.

Posted by Mark Watterson, Utah Real Estate over 9 years ago

Bryant

Right on when you say you are interviewing them, not them interviewing you.

Ty

Posted by Ty Lacroix (Envelope Real Estate Brokerage Inc) over 9 years ago

Hooah!

Posted by R Grodin over 9 years ago

Pre qualifying is a must or otherwise one can waste alot of time with potential clients.  Thanks for all the good ponts and for reminding us of them!

Posted by Rusty Wright (KELER WILLIAMS Elite) over 9 years ago

BB - I LOVE this approach and will implement it on my next listng presentation.   I must say that as a newbie, your posts have helped me more than any training I have received (even from my own brokerage).  You're the best and I'm grateful to have found you on AR.

Posted by Lonni McDonough, Realtor - Eagle, ID Real Estate; 208-949-3845 (Coldwell Banker Tomlinson Group ) over 9 years ago

Bryant,  I like your approach to listing presentations, I find myself using much of the same type methods.

I got a call yesterday from a seller who during the initial phone visit stated that they were "not taking below X amount for their property regardless", and that they were "not in any hurry to sell", they actually said that "they were not in a hurry to sell" a few times.

I tried some seller education on market trends and pricing, but honestly, they may end up working with someone else.

Posted by Dean Curtis (Coldwell Banker Kittitas Valley Realty) over 9 years ago

BB - A great Sunday morning service (your post here)....thank  you!

Posted by Christine Bohn, The Bohn Team, Gainesville FL (RE/MAX Professionals) over 9 years ago

Thanks, good timely tips.

Posted by Jacquie Tolstyka over 9 years ago

EXACTLY how I do my business! We are on the same page...

Posted by Megan Gebhardt (Realty Executives Nevada's Choice) over 9 years ago

BB, I like your approach.  It took me 5 years in the business before I realized it was all about THEM and not ME.

Posted by Richard T. Dolbeare, R(B), ABR, CRS...Hawaii Multi-Island Specialist (eXp Realty) over 9 years ago

Great post man!

Posted by Nogui Aramburo, Real Estate Professional in the Raleigh Area (Linda Craft & Team, REALTORS®) over 9 years ago

Many years ago after the telephone interview, I was all set to visit the townhome to tell the owner what they needed to do to prepare for showing.

I recommended a complete kitchen remodel (about $30k) and to remove the awful floor to ceiling stone facia on the fireplace and replace it with marble and a mahogany mantle and posts. When all was completed, I visited the townhome to view the results. Amazing tansformation and told the seller this will add about $60k to the price of their townhome, now the new asking price was $640k.

They also loved the new kitchen and new fireplace so much, they decided to stay and not sell.

My mistake was not asking the question why they wanted to sell. I just assumed they wanted to move to a single family home.

Posted by Peter Rozsa (Cupertino, CA) over 9 years ago

Yet another great post!  Thank you for the "I don't work evenings line". 

Posted by Nora Shaide over 9 years ago

GREAT GREAT tips Broker Bryant.  Love it... will definitely use it too.... Thanks

Posted by Kathy Knight, BROKER, ABR, CRS, GRI, SFR, SRES (Intracoastal Realty Corp) over 9 years ago

Good Stuff !

 

Jim Straughan Sales

Representative Realty Executives Elite Ltd.Brokerage

London & Middlesex Real Estate www.straughan.ca

Posted by Jim Straugan over 9 years ago

Bryant,  Great Stuff....I like your approach to listing presentations.

Posted by Delores over 9 years ago

Love the post. I never felt comfortable with the scripts that make us all sound the same. Your honesty comes across and that's why you get the listings. Good job!

Posted by Jenefer Joseph, Valley Stream Real Estate Agent - Valley Stream Homes For Sale (Jenefer Joseph & Associates-516-642-4435) over 9 years ago

by far your best Ramble yet.

the nugget about not working evenings might have fallen on some deaf ears but its a great way to alert the clients up front that you keep business hours.   something a few more agents should consider.  i started keeping a saner schedule a few years back and it really helps.

Posted by Michael Ford, California+Hawaii+Oregon over 9 years ago

In my historic home market, there is no way I would know the price ahead of time without seeing just what state the house is in. Is it move in?  Is it a fixer upper? If they looked on Trulia and found a price, it would be a joke.  And Trulia doesn't list real estate! Unless it's in a development, it really takes more work.  And yes, more listening.

Posted by Carolyn Roland-Historic Homes For Sale In Delaware and S. Chester County PA, Carolyn Roland, GRI, CRS (Patterson-Schwartz Real Estate) over 9 years ago

BB, good post and good advice about the pre-interview on the phone with the sellers. You have to see what their motivation is to sell and if you want to take the listing.  If the sellers aren't flexible I'm not sure how much success they will have in this market.

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) over 9 years ago

Gotta love the straight shooter

Posted by Deborah Grimaldi, (401) 837-9633 (Albert Realtors) over 9 years ago

Hi BB,  Well, you say you have not had any training but I'm betting you could ( and should ) write your own.  Keep rock'in !

Posted by Bill Gillhespy, Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos (16 Sunview Blvd) over 9 years ago

In my opinion the school of hard knocks has always been the best place to learn the real way of doing things. Great Post with some good points that do work!

Posted by Tony Hager, Broker (United Realty Texas) over 9 years ago

BB,

As usual, you've done a great job of SHARING information in a clear, concise way! Much appreciated!

Posted by Kathy Opatka, Serving Ocean City, MD, & The Delaware Beaches (RE/MAX CROSSROADS) over 9 years ago

I like your approach to the situation.  I think that the confidence you have probably leads to most of your success.

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) over 9 years ago

Wow! This post was raised from the dead!!

Thanks to everyone for stopping by and participating. I hope this post has given you an idea or two to help you in your buisness.

Posted by Bryant Tutas, Selling Florida one home at a time (Tutas Towne Realty, Inc and Garden Views Realty, LLC) over 9 years ago

I agree that the pre-listing is key to getting the listing. This is your Resume and your chance to wow the home owner.

I offer Realtors in the Texas market a no cost service that they can WOW the prospective seller with a listing presentation website that they can build for the homeowner even before they walk in the door.

Check out this sample site and contact me if interested

http://jerry416.mymarketingbook.com/

with a few clicks of the mouse you can have a website for the property on the internet and leave it on their computer to view over and over. Get their attention and their business.

www.jerryholcomb.com

Posted by Jerry Holcomb, Your Go To Mortgage Expert (Residential Bancorp) over 9 years ago

Bryant, I liked your approach last Spring, and it's solid today. It always will be solid because it is based on sound business principles. I'll bet most of your listings sell.

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) over 9 years ago

Kudos on an excellent post, Bryant!!  Great approach!  I will definitely share this with my agents.

Posted by Michelle Fradella-Barfuss, Author of "Top 10 Mistakes Agents Make When Market (Marketing Coach - ERA Brokers Consolidated) over 9 years ago

Bryant, once I quit worrying about whether I was going to get the listing.....it's all about where I want the listing, the listings became easier.  I also know when I walk out of the listing if the sellers are going to cooperate or be difficult to work with.  You presentation is right on.

Posted by Kay Van Kampen, Realtor®, Springfield Mo Real Estate (RE/MAX Broker, RE/MAX) over 9 years ago

BB, thank you. That was good, informative, fresh and honest. Just the way I like it.

Posted by John Arend over 9 years ago

Bryant - Yuo are so right. I to take the attitude that I am getting the listing, and make my discussion be all about them, the property, and the process. It works so well that I sometime forget that competition even exists until one in a blue moon that says that they are talking to others, and I get truly surprised. :)

Posted by Jean-Paul Peron, Carova Beach - Living & Working in 4-Wheel Drive (The Outer Banks Real Estate Copmpany) over 9 years ago

great - short and sweet - do you ever refer the listings you don't want or jsut cut the call and move on?

Posted by Laura Sargent (Carolina One Real Estate) over 9 years ago

Great post.  Thanks for sharing the tips. I agree and try to do just that.

Posted by Roberta Kayne, CRS, ABR, SFR, RRS, Realtor, Re/Max Affiliates (Dublin & Central Ohio Homes) over 9 years ago

Thanks for the informative post. I am in the process of putting together a power point presentation for listing appointments but now I am not real sure. Need to give that some more thought. Take Care

Posted by Anonymous over 9 years ago

Love this post, Bryant.  It is full of how-to information to help anyone who is in this position.  I will implement this in my presentation to give it a try. I average 3 listings at any given time but I do want more. I have even tried your expired letter....a 100-stamp roll later....and stopped.  I know the key is to continue but it began to bore me with no obvious/quick results.

Posted by Latonia Parks, Certified Military Relocation Expert (Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV) over 9 years ago

Great post.  I like the fact that it sounds like you are controlling the conversation by interviewing them.  That is so key right now since most homeowners are not even able to sell their home.  I ask the same questions, and give my honest feedback as to whether or not I think I can sell their home and whether or not I want to take the listing.  I'd rather set those expectations early on than disappoint them later. 

Posted by Ryan Cha, Broker (RC Edwards Realty Dallas/Fort Worth, Texas) over 9 years ago

Bryant, how do you respond when the prospective seller, very nice and agreeable people, inform you during the phone call that they intend to interview at least  agents, etc.?

Curious.

 

Posted by Jeff R. Geoghan, REALTOR, Marketing Manager (Coldwell Banker Residential Brokerage) over 9 years ago

Bryant - Thanks for providing the information.  I recently moved into the sales side after 17 years in lending and find that the great folks on AR are the first stop for research into the various ways to approach the biz.  Thanks again. ~Doug

Posted by Doug Anderson, Bay Area Real Estate Views (Tucker Associates Real Estate Services) over 9 years ago

I love your honest staight forward approach.

Posted by Anonymous over 9 years ago

The best comment in your piece here is, "Concentrate on what they are trying to achieve NOT how good you are."

Most companies train and train to go in proving all the tactics we will deliver if you list with us. Your point is so dead on. I like it!

Posted by Beverly of Bev & Bob Meaux, Where Buying & Selling Works (Keller Williams Suburban Realty) over 9 years ago

What an amazing post!!  So many great ideas... but I really like being in charge... and deciding whether you want to take the listing or not.  Thank you for posting... I will re-blog it!

Posted by Kathy Schowe, La Quinta, California 760-333-8886 (California Lifestyle Realty) over 9 years ago

Great post, thanks for the all of the ideas you present. It is good to hear how the top producers are doing it.

Posted by Paul Hodge (Keller Williams Realty / Lake Norman-Cornelius) over 9 years ago

Bryant, you've got the 'right stuff'.

Posted by Jeff Stone, Seniors Real Estate Specialist (Coldwell Banker Residential Brokerage) over 9 years ago

Great information. I'm going to revise my presentation.

Posted by Bob Sweazy (Prudential A. S. de Movellan Real Estate) over 9 years ago

Thanks for sharing!

Posted by Carly Gonzalez, Carstin Team (eXp Realty) over 9 years ago

this is a great post - thank you for sharing your knowledge based presentation skills, really appreciate it.

 

Posted by MaryBeth Mills Muldowney, Massachusetts Broker Owner (TradeWinds Realty Group LLC) over 3 years ago

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