● I make my listing kits and keep them stored and add the CMA when I need to go to one. Cuts the time to prep for last minute. ● Comps. docs, tax records, reviewing all the pics of comps, providing those full pics of comps to sellers in advance to compare to their home's condition, updates, upgrades and amenities. ● I start off with a seller questionnaire to anticipate sellers expectations. Prepare a CMA with great detail on the pricing. Use ToolKit CMA to create a customized market analysis that
can be presented on the SurfacePro and emailed afterwards. ● Rehearse according to their specific CMA and motivation.
● It depends on the type of lead it is and if I am using a 2 step or 1 step system. Typically I will pull up info on the home and the home owner. I will also look on my MLS to start to run some basic comps to get a rough idea as to potential list price. If it is a two step I will bring them a copy of what I will be doing for marketing as well as info about me. Then I will prepare a more thorough CMA and come back the second time and present my plan along with the pricing. ● Look at market extensive. Prepare graphs explaining my point of view. Look at home in great detail. ● I have a prepared presentation that I add a detailed CMA and a lot of data points/trending data to. Q2: How do you structure your listing appointments? For example, do you view the home first and focus on building rapport before sitting down and going over what you’re going to do to sell the home. ● View home, build rapport throughout, match their body language, engage them at all times, listen listen listen. ● Tour the house, have them walk and talk me through it, listen and build rapport, and then sit down and go through my presentation. ● Structure appointment as clients needs are developed. ● When I can, I prefer to do multiple visits, but always closing. If the seller will sign the listing agreement on the first visit, I'll work on getting the right price while we prepare the home for the listing date.
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