Listing Presentations

RE/MAX Elite and the Clermont financial group. If you absolutely, positively want to postion yourself to be successful in today's market!

let's talk about Listing Presentations. It's becoming increasingly difficult to get good listings in this market. The good news is, surveys show that consumers realize it's more important than ever to use a professional in a difficult market. What you must convince them of is that it's more important than ever to use a professional like you.

Before you go to a listing presentation, be sure you have a solid marketing plan with client testimonials. And be ready for the tough questions about pricing and commissions. You may even want to practice your responses with a colleague in a role play.

The most important thing to keep in mind is -- You must use every competitive advantage you have. And remember, you're not going into the presentation alone. You're going in with the most powerful real estate brand in the world. Recognize that and use the power of the brand to your advantage. RE/MAX agents sell more houses, and have more experience. Remax.com has more visitors than any of our competitors, and our national TV advertising is equivalent to all our competitors combined. Our brand awareness and experience translates into more exposure for a listing and more buyers.

There are listings and there are sellable. listings. The key is correct pricing. Your client must understand that the market has changed and they have to be realistic. Take them on a tour of comparable homes in their area if you must. It may help them to see their competition. The right price means a quicker sale. Too high and the listing will linger on the market and we all know what serial-reductions mean. If they can't face reality, be honest. Tell them it may be better not to enter the market right now.

As for the dreaded commissionectomy -- Tell your client that when you prepared this presentation for them you calculated the lowest possible commission and if you cut into the co-op commission there likely won't be many showings. Assure them that you are an experienced professional, who's prepared to market the property in several innovative ways and you won't be paid until you sell the property.

The bottom line is trust -- Tell your client what percentage of your business comes from repeat and referral clients. Many of your customers are now your friends, and you would never mislead them and jeopardize your relationship. Most importantly, make sure they understand that you would rather turn them down today, than lie and let them down in the future. If they pick the best agent, with the best company, they will have the best chance of selling their home.