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How To Crush Your Listing Appointment

Your listing appointment is the real estate version of a first impression – so make it a memorable {and winning} one! There is a lot of preparation that goes into the listing appointment and we’re here to help you piece it together.

The Basics

You’re going to start off with preparing a CMA, which is short for comparative market analysis. {A comparative market analysis estimates a home’s value based on the recent sales of similar real estate in the area.} Your brokerage or local MLS platform most likely offers a CMA platform you can use to brand this to yourself and pull the information together, such as CloudCMA. The next basic item, and by basic we mean essential, you will need is a marketing plan. Yes, a marketing plan. You need to prove to these potential sellers that you have an actual plan on how you will market their home for sale. This plan will outline the activities you will perform to get their home sold quickly and for the best possible price.

Company Marketing Materials

This next section includes pieces your brokerage most likely provides for you, whether that’s at a fee or not varies per brokerage. A Seller’s Guide is a perfect tool to include in your listing appointment presentation because it usually encompasses all of the tools and resources available for you to market their home. We provide these guides to our agents at no cost and bonus, they have pockets! You can leave this behind with the customer so they can see and feel the quality of what you bring to the table. Interested in seeing what ours looks like? Click here! Next up is something unique to our brokerage, Berkshire Hathaway HomeServices Florida Properties Group. We call them our “6 Step Guides”. These handy-dandy guides help both you and your customer understand the six steps that will guide them from listed to sold – with your help of course! Think of these as your “closer” – something that seals the deal. Another piece we find crucial to add into your listing presentation is something that shows the support behind you. According to a NAR study, 93% of consumers want to work with a brokerage that has everything under one roof. Show them you’ve got that with a flyer that outlines everyone who is on your team to get the job done. We offer a customizable template for our agents to use and incorporate the headshots of their branch administrators, their {non-competing} broker, the marketing team, their Title Agents, Loan Officers, Insurance Agents, and more!

Level Up

Alright, so you have your basics and your extras compiled, but those are items most other agents are going to have too. It’s time to level up and show the value you bring to the table. Creating an epic experience for each and every one of your customers can be overwhelming. That’s why we have mapped out, designed, printed, and compiled what we like to call a “Seller’s Kit” for our agents to purchase and use. We wanted to give our agents a way to celebrate each milestone, whether big or small, when it comes to their real estate journey. The process is already thought out and the pieces are all there. All that’s left is implementation! Provide your sellers with valuable information they can’t just grab from the internet – buyer demand, online buyer activity, and pre-matched buyers who are looking for a home just like theirs! You can do this through a powerful tool we offer to our agents called Buyside. We suggest you print out a BMA {Buyer Market Analysis} and bring this along on your listing presentation. The BMA shows quantifiable data including a buyer heat map and actual matches of buyers working with other agents in our brokerage. How much more likely would a seller be willing to list with you if they know you already have 12 buyers who match their home perfectly? Think match.com but for homes. Remember how we just mentioned that buyers working with our Florida Properties Group agents will appear if they match the criteria of the seller’s home? Well, you can take that feature a step further and let your seller know you will be sending a “Coming Soon” alert to your network of agents. Allowing you to have showings set up once it hits the market. Getting your seller from listed to sold in no time! Bringing your value up even higher seems impossible, but we think you can keep going! Adwerx has partnered with Berkshire Hathaway HomeServices and provides each seller with a targeted web ad to drive traffic to their home’s listing. These ads are shown to potential homebuyers within a 15-mile radius of the listing on social media, premium websites and mobile devices. Just like those pair of shoes you put into your shopping cart on Amazon, your seller’s home will follow them around wherever they browse on the internet!

Luxury Appointments

If you are presenting to a luxury seller, you’re going to want to showcase everything you have to offer in a more refined light. Depending on your brokerage, you may have access to luxury branded marketing materials. We offer a luxury branded kit for our agents to use when meeting with a luxury seller and some additional tips they should consider to provide a legendary customer experience. There you have it. You now have the elements you’ll need to put together the perfect listing appointment presentation to win those listings! If you want to learn more about what we offer, we should talk!
Christie Clark

Christie Clark

Christie is a spicy red-head (naturally) with a heart-warming smile and a magnetic personality. She’s patient with people and brilliant in her skill. Christie has this talent for making everything she touches just better. As our Creative Design Strategist, Christie uses her talents for design and creativity to make sure the world gets to see us in a really special way. Christie is pure creative genius packaged in a sweet, loyal and bold teammate.

The Perfect Listing Appointment

Your listing appointment is the real estate version of a first impression – so make it a memorable {and winning} one! There is a lot of preparation that goes into the listing appointment and we’re here to help you piece it together.

Ready to get your hands on a copy? Just provide us with your email address below.

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