Creating a successful listing presentation is a critical part of selling a home. It's an opportunity to showcase your expertise, outline the value of the services you provide, and demonstrate why you're the best agent for the job.
Before you meet with the seller, it's essential to plan your presentation. Start by researching the area, the home, and the seller's goals. This will help you create a presentation that speaks directly to the seller and their needs.
The first step in preparing your listing presentation is to research the property. You should know the overarching area, the neighborhood, local schools, and the average market value of the home. This information will help you determine the best pricing strategy for the property. You should also look into the competition in the area and understand what other realtors offer to their clients.
Have a marketing strategy prepared to present to the seller of the home. You should describe how your system will help sell the house promptly and for the most profit, which platforms the home will be showcased on, a general rundown of how your open houses are held, print materials you have used for previous listings, details for if you include staging and/or professional photography for the home, etc.
Prepare to set appropriate expectations on timing with your seller. Lay out the average home selling timeline from listing to closing. Include every step the seller should expect to encounter and if there are any essential details they should be aware of for each step. Inform them of the average timing of a home tour so they know how long they'll have to leave each time another agent shows the house to their clients. If municipal requirements must be met at a specific step in the process, prepare them for this, too.
Use full transparency when it comes time to give the seller pricing recommendations. Outline the research you performed to reach a conclusion on the price range you are suggesting. Describe any correlations between how long a home is active on the market versus how much it is listed for originally. Include the statistics of the price homes are listed at initially, as opposed to what they close for in the end.
While it's not the most fun part of a listing presentation, it is imperative you thoroughly review the commission details and listing agreement with the seller. When everyone understands a situation thoroughly and has appropriate expectations, you set a situation up for success.
Throughout your presentation, take time and care to explain each step in detail and answer any questions the seller may have. Demonstrate your expertise and knowledge of the area and highlight how you will help the seller achieve their goals.
Remember, you're presenting to the seller why you're the best agent for the job. Be confident and friendly and provide a clear path to success.