Getting to Know You, Getting to Know All About You (Part 2 - Pre-Listing Package)

By
Real Estate Agent with Solutions Real Estate CalBRE Lic #01490977

 Now that you have gotten to know the prospective seller a bit, another important piece of this process before the actual meeting, and one in which you have the opportunity to showcase yourself and provide a competitive advantage, is to provide the prospect with a pre-listing package.

A pre-listing package gives you a chance to share information (so they get to know YOU), provide an overview of services, tease them with how you market, or whatever else you feel may address questions (and potential objections) the seller may have in advance. Drop it off at the house, or overnight it, depending on your time constraints. And you can organize it all on-line so sellers can download it from your website (as an option) or email it.

Not only is it an opportunity to impress the prospect before you meet, but this will likely save some time by answering preliminary questions.

And since not many agents do this, you set yourself apart.

Some thoughts on things you can include (by no means a complete list or even the best one, so please share what YOU do) in no particular order:

  • Information about you and the company
  • A list of questions you like to ask, or need information about
  • A questionnaire of "what is important to you in a listing agent"
  • Brief discussion of professional fees (a.k.a. commission) and how you are paid
  • Are there unique questionnaires to obtain information that you use in your marketing (e.g., things the seller likes about the home, about the neighborhood, neighborhood amenities)
  • An overview of your marketing without giving away your trade secrets in advance (why not use a virtual tour to introduce them to things a seller should know - see tour below)
  • Questions to ask any REALTOR (and of course you will provide the right answers for your situation)
  • Success stories
  • Any videos you like to use, such as how to price your home to sell (The David Knox series is very popular). How about some popcorn, too?
  • You could WOW them with a mock-up of a virtual tour in advance on a CD (or show this during your listing presentation - after all you took pictures in advance, right?). You can create a great Real Estate Shows tour in a few minutes, then modify it with interior photos once you have the listing to use in your marketing!
  • Sample paperwork they will need to sign (especially for first time sellers), such as the listing agreement and standard disclosures.
  • Provide a sample of other Internet marketing you have done - perhaps a link to a blog of another home you listed and sold, or a sample web commercial.
  • Suggest to sellers that they Google you (unless you really don't have much of an Internet presence - but as a member of AR that is not a problem, right?).
  • Let them know about your blog(s) - but perhaps that's how they found you!

Now that you have set yourself up for a terrific listing presentation, you can get to work on your analysis.

Do you work with buyers, too? Look for details on what you need to know.

Here's a sample tour of things a seller might need to know.

 

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Rainmaker
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David L. Britt
Platinum Realty, LLC - Olathe, KS
MBA
Jeff, very nicely done and great information!  I give out my pre-listing package 24-48 hours prior to my meeting and require the selles to read it before meeting with them.  If they don't read it, then reschedule.
Jun 25, 2007 11:12 PM #15
Rainmaker
182,924
Irina Netchaev
Pasadena Views Real Estate Team, Inc. - Pasadena, CA
Pasadena CA Real Estate
Jeff, I couldn't agree more.  I always send out a Pre Listing package to my potential sellers prior to the meeting.  Great show by the  way!  :-)
Jun 25, 2007 11:14 PM #16
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

Thanks, Irina. Anything else you use that you want to share? Oh, and thanks for the compliment. I may make some changes but it's a start.

Jeff

Jun 25, 2007 11:20 PM #17
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

David - thank you for stopping by and for the compliment. Anything that you would add to the list? Do you ever get comments from people when you meet with them?

Jeff

Jun 25, 2007 11:23 PM #18
Rainmaker
536,478
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker-Owner,CRS,CDPE,GRI,SRES, Brea,CA, Orange Co

Jeff,

Thanks for your response.  I'm with you about leaving the book. That and my detailed marketing plan are two things I consider proprietary. They are only left if I get the listing right then. Like David, I try to have my pre-list book normally delivered 2 days prior to our meeting. It has their name right on the front and it's called my Sellers Guide & Communication Organizer. If possible, it also has photo of their home on the front.

Thanks for sharing all the great info.

Jun 27, 2007 02:33 AM #19
Rainmaker
95,494
David L. Britt
Platinum Realty, LLC - Olathe, KS
MBA
Jeff, great post and one I believe in strongly.  I have a pre-lsting packet that I provide to my prospects 24-48 hours prior to the listing and call them the day of the appointment to find out if they have read it.  If not, we reschedule.
Jul 14, 2007 09:22 PM #20
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

David - thanks for your comments. Sounds like a good approach - do you find that they read it most of the time?

Jeff

Jul 16, 2007 01:54 PM #21
Rainer
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Gaines Westmoreland III
Myers Team Realty - Loganville, GA

great post-I really like the web commercial.  I use several of the items you listed, but one thing I like to include is a state of the market report.  In my market homes are selling very slow, it is a buyers market.  I like to include a report to let them know how many homes they will be competing against.  This helps when trying to price at a different price then what they were thinking. I also like a sheet the gets there personal info like (b-day, any anniversary, pet names, and kid names).  I am not very good with names so this helps.

Jul 16, 2007 03:10 PM #22
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

Gaines - thanks for the comments and the compliment. I cover the market as well when I go through the listing presentation. Getting the personal information is a great idea.

Jeff

Jul 16, 2007 03:14 PM #23
Rainmaker
95,494
David L. Britt
Platinum Realty, LLC - Olathe, KS
MBA
Jeff, all the time or we reschedule.
Jul 16, 2007 05:38 PM #24
Rainer
77,557
David Slavin
RE/MAX Grand - Katy, TX
CDPE, ABR, SRES RE/MAX Grand
Jeff, Great tips!  I use a prelist pkg and they work great.  Just have to get them in the sellers hands a day or two before the listing appt.
Jul 17, 2007 10:31 AM #25
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

Thanks for your comments and the compliment, David.  Glad you agree!

Jeff

Jul 17, 2007 12:23 PM #26
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David M. Childress
Howard Hanna Real Estate Services - Akron, OH
I would love to be your Realtor® in Akron Ohio!

God Bless America!Thank you, thank you, thank you!!!!!! We agents can never learn enough, as our world is changing daily!

Is it difficult to make a movie? I really see this is the way to go! To WOW them is the only way to set ourselves apart, I love AR!    Thank you for a great post!  Regards, DavidC

 

Jul 20, 2007 10:36 PM #27
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

David C. - thank you for the high praise. Glad you found this useful and informative. I appreciate your comments.

Jeff

Jul 21, 2007 01:18 AM #28
Rainmaker
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Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel
Great information. I used to leave the information and comps when I went on listing appointments.  I do not leave it any more.
Jul 21, 2007 06:22 AM #29
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

Thanks, Gita, I appreciate the compliment and the comments.

Jeff

Jul 21, 2007 08:38 AM #30
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Tracy Santrock
Fonville Morisey/Santrock Realty Group, Inc. - Cary, NC
Raleigh - Cary Realtor

Great video.  did you do it yourself? I'm still on the fence about pre-listing packages..

 

Also, I presume you show your clients the video? Do you really bring a flow-chart w/you?

Oct 03, 2007 03:46 PM #31
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Jeff Dowler CRS
Solutions Real Estate - Carlsbad, CA
Carlsbad CA Homes for Sale (760) 840-1360

Tracy - Thanks. Yes I did do it. It is simple, using Real Estate Shows (which I use for all my virtual tours, etc.). Cost effective, easy to use, and tremendous utility. I share the flow chart with both buyers and sellers so they can visually see the major steps. It's especially helpful, I think, for first time buyers and sellers, and those relocating to the area. And I email when appropriate.

Jeff

Oct 03, 2007 05:39 PM #32
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Tracy Santrock
Fonville Morisey/Santrock Realty Group, Inc. - Cary, NC
Raleigh - Cary Realtor
Cool - thanks for the feedback Jeff.  I'll have to check out our very own Real Estate Shows
Oct 03, 2007 05:47 PM #33
Rainmaker
316,776
Leslie Prest
Leslie Prest, Prest Realty, Sales and Rentals in Payson, AZ - Payson, AZ
Owner, Assoc. Broker, Prest Realty, Payson,
Very good ideas, thanks for posting. I hadn't thought of using the REShows in that way.
Oct 08, 2007 06:11 PM #34
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