You have prepared for the real estate listing appointment and show up armed with marketing information, market stats, comparables and most importantly why the seller should list with you.
You nailed the appointment and leave feeling pretty confident you will get the listing. You don’t feel you need to send a thank you for the appointment just yet because you got this listing, plus by the time you send a thank you for the appointment you will have a listing agreement in hand, right? Then you get busy and don’t even think about sending a quick email thanking the seller.
A couple of days go by you get that call the seller is listing with you. Woo Hoo! So, now you are ready to get started, you’re excited and ready to get the show on the road. But, still have not sent a thank you because now you have the listing and your focused on marketing it.
Whether you have a team or you’re a single agent when it comes to listing a home, condo, rental, lot, commercial property you need to remember you are putting your stamp on how you market this property. Your #1 secret is to exceed your seller’s expectations by delivering an outstanding marketing package, but communication with your seller is equally important.
Here are a few tips to keep in mind when building your listing presentation
- How will you communicate with them? Schedule a weekly call to discuss activity?
- What will they receive from you once the property is live? Reports, stats, showing feedback, etc.
- Introduce the seller to your team
- Who is the marketing coordinator
- Who is the transaction coordinator
- Who is your assistant
- Explain each team member’s role
- Explain your marketing strategy for their property
- Discuss your Social Media Strategy
- The Direct Market Strategy
- Where will this listing syndicate and which programs will you control and enhance
- Open House Strategy
- Comparables, Active, UC and Sold
- DOM stats
- What homes have you sold in the area
- Specifics to those sales
While moving through your listing presentation it is always a good idea to have them take you on a tour of the home, talk about the neighborhood, talk about the schools, why are they selling, are they buying the area and would they look to you to help them find a home once this one sells and anything else that is important to the home, the situation and the area.
Keep in mind when you are on this listing appointment you are not there just to give information on how you will market the property, but also to build a relationship with the seller. Even if you don’t get the listing you will leave an impression that will last a lifetime and hopefully lead to referrals.
So, now you have the listing, you have delivered everything you have promised and now you are moving on to the next listing, but wait….before you do that make sure you can service your current client.
- Send your client a Thank You for listing with you
- Send a Thank You to the referral – if they are a referral
- Add them to your CRM
- Add them to your Seller drip campaign
- Follow them on social media and post a note on their timeline
While all may be wonderful and happy at the beginning of the relationship, you have to continue to make the listing and the seller feel like your top priority throughout the listing. Stay in communication with you seller and discuss all activity or lack of activity with them. Keep current on the latest market statistics relevant to the value of the listing and update your seller when something sells that might affect their value. If it is time to talk about a price reduction, have your facts just like you did when you discussed the property prior to listing. Don’t recommend a price reduction because it hasn’t sold, recommend a price reduction because the market supports a different price. You probably have a 6 month listing agreement on the property, so you need to make the commitment to stay with the listing mentally for the duration and the last month of the listing is the most crucial to nurturing the relationship if you hope to continue it any further. Don’t just nurture the relationship to get an extension on the listing. Nurture it for the long haul to build a relationship that could flourish for years to come.
Depending on your market, you will have several tasks to manage while the property is active, so if you are not fully invested in seeing it through then do yourself a favor – don’t take the listing – the seller deserves your attention for the full term of the listing not just at the beginning. Throughout the listing, sit down at a minimum of every 30 days and evaluate:
- Why it has not sold
- What can you do to give a little life – besides asking the seller to reduce it
- Discuss a strategy to re-list the property
- Discuss the seller’s immediate goals and long-term goals to help them decide how to move forward
- Create a strong social media strategy
- Call the agents who showed the property to determine if there is still an interest from the buyer
- Send an e-blast to your database
- Do another blog on the property
- Have another Open House
When you are focusing on becoming a powerful listing agent you need to have a strategy not just for when the listing is new, but also when it has hit that 3 month mark and the last 30 day push.
Communicating with your clients is crucial. You might be helping your client sell their home and then turn around and buy a home, so make that effort and invest in the relationship as it will come back to you in so many positive ways.
But, the most important thing to remember is from the minute you get that appointment your community is watching you to see how you market, communicate and relate to the seller.
It is worth the time and effort to create a powerful listing presentation, pre-listing checklist, listing checklist including the 3 and 5 month strategy and then once the listing expires and they do not renew the listing with you or just take it off the market what is the strategy to stay in touch?
Set the goal to be a powerhouse listing agent in 2018, but also make the commitment to be a power-house communicator.
Click here to download my great FREEBIE – Real Estate Listing Checklist – this checklist will help you be better organized to market your next listing to ensure you don’t miss a step. Remember this is a generic checklist so you will want to customize it to your business.
Are you realizing you need to tighten up your listing strategy? Here at Kim Hughes & Company we are the listing strategy experts. We will show you how to become a powerhouse listing agent so schedule a 20 minute complimentary call with Kim today and let’s get you organized and create some amazing strategies for your business.