Many agents go on listing appointments with little more than a CMA in hand, if that. They forgo a thoughtful, comprehensive marketing plan, and carelessly explain services with an assembly line mentality.
With realtors like these working in the market, it shouldn’t surprise you that the National Association of Realtors has reported approximately 7% of all real estate agents accounting for 93% of total sales. These elite agents recognize the importance of each and every client, and success starts well before closing day.
Here are 3 mistakes you could be making at your listing appointment:
You didn’t do your pre-meeting homework
Before you even set foot on the property, you need to recognize if the person who set the appointment is the rightful owner of the property. It sounds simple, but it’ll spare you from a wasteful meeting time and time again. Agents that succeed from the get-go aren’t shy; they’ll learn about all liens on the property, including but not limited to mortgage liens.
If the seller believes that he or she has one mortgage and will be netting significant cash at closing yet the property profile shows three such liens, a 5-star realtor will educate their client immediately at the listing appointment.
You’re not selling yourself, first
Real estate is all about showcasing your specialties. Develop a list of marketing tools you will use to promote the property, then offer a unique strategy in either print or digital form.
A trusted real estate agent never assumes that something has been explained to their sellers, so stand out from the competition by simply showing them what you do to achieve maximum exposure in the market. Most importantly, offer up a referral services list. You know the wide array of services they’ll need to access from start to finish, including services related to the transaction such as lenders, title, loan officers, building inspectors, and movers. Market them as part of your Power Team!
You’re not giving your seller homework
It’s all in the details, and the best agents think of everything. Make the most of your listing appointment by requiring your seller to compile information you’ll need before you even meet. Thorough agents anticipate the questions of future buyers, so ask for critical details like a list of any work that has been done on the property. It’s also smart to ask for the last 12 months of utility bills so as to understand the energy costs associated with maintenance.
Your job is to help your clients navigate the complex world of real estate. We ensure home sellers know which agents are among the elite few who get the job done; learn more about partnership opportunities by contacting firstname.lastname@example.org