Pre Listing Presentation Packages

A pre listing presentation package can set the stage for a successful listing presentation.

A comprehensive and well presented package of information will introduce you and your company to the sellers as well as explain how you can help them achieve top dollar for their home and in the quickest time frame.

Prepare a Solid Pre Listing Presentation

By including all the paperwork the seller will need in order to list the property, you are allowing the seller to review the documents in advance and better understand the whole process.

This will save you a tremendous amount of time during your listing appointment and cut down on their questions and concerns.

Real estate listing presentations start before you show up at the house. Here are a few key elements to include in your pre listing presentation:

Cover Letter: Focus on benefits. Explain how your experience and track record helps you sell homes faster and at a better price. (Sellers are busy. They don't have time to read a huge novel on how great you are.)

Include your Mission Statement as well as your service pledge or guarantee if you have one.

Testimonials: Include excerpt quotes from several past clients on one page, along with each client's full name, title, and address. (Be sure to get permission to include them in your pre listing presentation package.) Including any newspaper articles/clips about your accomplishments also helps build credibility.

"How to Create and Deliver a Dynamic Listing Presentation™" How to make sure you get the listing on the 1st appointment: The Listing Presentation Completely Systemized from Beginning to End

Sample Documents and Contracts. Include your Listing Agreement, Agency Agreement, property and other required disclosure forms along with any other forms that will be necessary.

Enclose A Confirmation Letter: Confirm time and date for the face-to-face listing presentation. Ask the seller to assemble important papers like deeds, mortgage documents, tax documents and assements, utility bills, title reports, surveys, condo and townhome declaration documents, and any special assessment information.

Seller's Homework Sheet: Provide a check box questionnaire in your pre listing presentation package so sellers can indicate important features of the house that will help you write your marketing copy. Leave spaces for longer, detailed comments the seller may wish to provide.

Pricing: Include a page on the value of setting the right price and the risks of overpricing. Use recent local market statistics to illustrate prices for comparable properties. This will help sellers to start thinking about pricing realistically.

Include Copies of Your Direct Mail Literature. This gives the Sellers a positive sense that you have a complete direct mail program available and designed to begin marketing their home immediately and professionally.

Do you use real estate hotlines? Show the seller how effective your 800 number call capture system is for selling properties you list for sale.

Pre-sell Your Web Presence. Include copies of your Web site(s), your company website and other websites that you use to enhance your network. List the many places their property will be featured on the Internet. This will help the Seller recognize your extended global marketing strategies and services.

Virtual Tours: Let the Sellers know the benefits of Virtual tours, if you use this resource. You might want to go a step farther and include a copy of a virtual tour disc that features a competitive home with a personalized label, your photo, company and e-mail address. Elaborate for the homeowner, how you use these tour discs to promote properties in addition to printed brochures when providing information to interested buyers or other selling agents.

The impact of using pre-listing presentation packages cannot be over-stated. Have a pre listing presentation that is not only great in content but visually impressive! You may have to spend a few dollars to prepare the package but it's well worth the effort and cost.

Qualify Thoroughly BEFORE the Listing Appointment!

Is their desire to sell greater than their desire for a specific price?

Where are they moving to and why?

What is their time frame for moving? There is an interconnection between motivation and price. The higher the motivation, the more realistic the pricing. Conversely, lower motivation usually translates into higher unrealistic pricing.

Is the Seller interviewing other agents? If so, who?

Since most Sellers think real estate agents are all alike, it is vital to separate yourself from the rest. Prepare a list of benefits that is so compelling, Sellers will immediately see that YOU provide the best opportunity in the marketplace for them to get their home sold.

If you want to get the listing every time, start with a dynamic pre listing presentation package. Step-by-step instructions include:

Dozens of Seller Handouts for the Presentation

Complete Presentation Package (Letter Templates, Seller Surveys, Market Handouts, Seller Resource Handouts (too many Seller Handouts to list)

Listing Prospect Pre-Qualification Interview Forms & Scripts

Dozens of Scripts to Handle the Presentation

Forms & Checklists for the Listing Presentation

Listing Presentation Evaluation Worksheet (Helps You Perfect Your Presentation)

The 2009 Complete Listings Toolkit™

Includes the Exact Listing and Pre-Listing Presentation Package (Ready-to-Print) and Tactics That Dirk Zeller Developed and Used to Sell 150+ Homes a Year!