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.