Listing Presentations Are Not A Slam-Dunk Today


I’ve always used a two step presentation for my CMA presentations.  The sellers expect to get that extra service and attention.

Via Barbara Todaro (RE/MAX Executive Realty in Franklin, Ma):

It seems that we have a run on “listing blogs” this week.  Today, I read one by Tanya Nouwens titled “A Big Part Of ‘List’ ing Is Listening” and this post described a listing session given by Jared James, a real estate coach.  A good CMA can certainly be accomplished with a one step presentation, but the problem is that sellers today expect more than one step and they deserve more.  One step, to an agent who knows his market and can recite values as one could recite the alphabet, is not a sham.  But it’s not acceptable today.

The sellers fully expect an agent to return after researching the current values of similar properties and formally presenting their findings.  They want to see a detailed analysis with colored photos and specific features listed and compared.  Today’s listing presentation demands a two step process.  The agent that gives a “slam dunk” and a one shot presentation is likely to lose that listing opportunity. 

The competition is fierce and the majority of listing agents today will give a two visit appearance.  It’s expected and it’s usually required because of the volatility of the market and the fact that the sellers know their numbers are not up to past values.  There are too many adjustments to calculate accurately off the top of your head or scratch out a few figures on a piece of paper at the kitchen table.  Sellers expect more and are demanding to receive it or “on to the next agent.”




               “The #1 Team in Franklin’s #1 Office”




About susanmorrison

After living in Walpole, MA for many years, our family was transferred to the west coast when I was a senior in high school. In 1983, I graduated from Mission San Jose High School in Fremont, California. I am also a 1987 graduate of Providence College with a major in liberal arts and a minor in business administration. I bring to the table many years of sales experience beginning with thirteen years in Corporate Sales at Delta Air Lines. I'm the mother of three children and I'm very active within the Franklin, MA community. I am also a cancer survivor and support the American Cancer Society Charities.

My husband and I have built five homes and I've lived in a variety of other locations including Toronto Canada, Irving Texas and my current home in Franklin, MA. As a result of all my moving around, I came to the conclusion that I was an expert at moving...why not become an expert on the other side of the table? I earned my real estate license in 2004 and believe that I have found my true niche'. I can empathize with my clients on a variety of levels; whether they are buying or selling. And, like so many other good realtors out there, I believe that possessing good communication skills is one of the many keys to success.

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