The First Visit Of The Two Step Listing Presentation....The Real Test!

By
Managing Real Estate Broker with RE/MAX Executive Realty
http://actvra.in/Dz8

We never forget a first impression.  They are lasting.  The pre-listing presentation is as important a step in the listing process as the final visit and presentation of the value of the property.  If the personalities of the agent and the homeowner do not mesh, the final presentation is futile.

Real estate agents must be chameleons because we deal with so many different personalities and backgrounds.  Everyone likes to work with people who act as they do and have qualities that are similar to theirs.  We like us!!  It’s important to find a common ground; an area of commonality with thoughts that are similar; and by the time we leave the property, a feeling of harmony.  All of that needs to be accomplished at the first meeting.

The first visit is a preparation for the final visit.  We’re setting the scene and establishing a positive attitude and a common ground.  We’re preparing to create our team before we are granted that authority to begin the process of marketing for that team. 

The agent and the seller must work as a team and the agent is the captain.  If the seller is working against rather than with the agent, there is no team and there will be no listing.  Within the first few minutes of meeting the seller, the agent must identify that personality and become one!!  That's the "first real step" in listing property!!!

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Peter Matyko 08/02/2012 05:34 PM
Topic:
Real Estate Sales and Marketing
Location:
Massachusetts Norfolk County Franklin Top Listing Real Estate Office Re/max Executive Realty
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Rainmaker
1,376,254
Charles Stallions
Charles Stallions Real Estate Services - Pensacola, FL
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.

Wow are you saying you still do a two stepper I have not heard that for years. What happens if the owner is interviewing agents in between. As a listing agent this is very interesting.

Jul 07, 2012 01:38 PM #3
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Charles..... we do a two step and so don't most of the other top listing agents in our area.....sellers expect it....we prepare them for it when we make an appointment for the first visit.... if they say they want a price with one visit, we give it.... but the two step is to our advantage.... we leave a brochure (three ring binder with many different inserts and charts) other agents can't compete with it.... we listen during the first step and make assessments of personality and attitude.... if it's something we don't want, we will finish and then decline on the listing..... we fully expect all listing appointment to have two or three other agents visiting.... on occasion, we're the only ones.... we're #1 in the area for listings, sales and our office is also.... why go with #2 or #10....we do have a degree of confidence and touch of arrogance!!!

Jul 07, 2012 01:44 PM #4
Ambassador
1,100,560
Melissa Zavala
Broadpoint Properties - Escondido, CA
Broker, Escondido Real Estate, San Diego County

I love the metaphor of the chameleon. We need to adapt for sure. It also helps to know when to shut up (I think that you have written about that a few times.)

Jul 07, 2012 02:50 PM #5
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Melissa.....ha....I'm running out of things to write about!!!!!  :0

Jul 07, 2012 03:19 PM #6
Rainer
180,033
Tatyana Makarov
Coldwell Banker Residential Brokerage - South Windsor, CT
Your Greater Hartford Area Realtor

Wow, Barbara, very well said! We like US! You are right.

It is interesting how some owners make you feel during presentation.. I do feel like I am a chameleon sometimes :)

Thanks for sharing,

Tatyana

Jul 07, 2012 04:18 PM #7
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Tatyana.... I'm sure you are a chameleon especially if you're a good listing agent....that's one of the qualities that's required....

Jul 07, 2012 04:21 PM #8
Ambassador
760,455
Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

I agree with you completely Barbara.  It's important that the listing agent be able to work with the seller.  If there is going to be too much friction, many times it's better to walk away.  Many times this is established the very first time you meet someone :)!

Jul 07, 2012 05:08 PM #9
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Brenda...yes, you'll know with that first meeting if you will be able to work well with a potential client....

Jul 07, 2012 05:21 PM #10
Rainmaker
541,032
Eric Michael
Remerica Integrity, Realtors®, Northville, MI - Livonia, MI
Metro Detroit Real Estate Professional 734.564.1519
Barbara, this is so true. I remember thinking during a listing appointment that something just didn't "click" at the first impression. It almost never gets better as time goes on.
Jul 07, 2012 08:02 PM #11
Rainmaker
378,454
Rose King
UTR, Texas Realtors - Friendswood, TX
Friendswood / Pearland Homes

Hello Barbara! Agents have to know a little about psychology and personality traits to be able to adapt to different personalities. I try to adapt as much as I can, but sometimes it's not easy!

Jul 07, 2012 10:20 PM #12
Rainmaker
1,054,324
Conrad Allen
Re/Max Professional Associates - Webster, MA
Webster, Ma, Realtor

Hi Barbara.  You don't get a second chance to make a first impression.

Jul 08, 2012 03:51 AM #13
Rainmaker
862,618
Steve Loynd
Alpine Lakes Real Estate Inc., - Lincoln, NH
800-926-5653, White Mountains NH

Barbara...as an avid golfer, we call the do over a Mulligan...but no one I play with allows a second chance at taking that first shot.

Jul 08, 2012 05:42 AM #14
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Hi Steve.... listing presentations are a one shot deal....

Jul 08, 2012 06:02 AM #15
Rainer
86,593
Bernadine Eberle
Keller Williams Realty - Texas - Plano, TX
Home Sales in Collin County

Hi Barbara, I complete a two step process too.  Not only are they interviewing the agent, we are interviewing them as well to see if there is a good fit.

Jul 08, 2012 06:27 AM #16
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Bernadine..... yes, and that's what I like best about the two step process.... it gives both parties the ability to decide and decline....

Jul 08, 2012 06:33 AM #17
Rainmaker
1,098,159
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

Good Afternoon Barbara, i have to say without a good first presentation, you may not get a second. Have a great Sunday

Jul 08, 2012 09:15 AM #18
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Scott....that's very true..... the first step is very important....

Jul 08, 2012 09:16 AM #19
Rainer
34,828
Linda Schneider
Real Estate Business Coaching - San Diego, CA
Real estate writer, trainer, agent

Very interesting. I love getting a perspective on how other agents do listing appts. and yours sounds very effective. I have also often had that experience where you feel a clash of personalities. Sometimes these days I'll simply point it out and see if we can talk about it openly.

Jul 09, 2012 10:56 AM #20
Rainmaker
2,018,145
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"New Franklin MA Homes"

Linda.... if it's high maintenance and there is going to be an extreme difference in personalities, I'll decline.... it's still a numbers game and we don't need to battle....that takes energy....not a good use of time....

Jul 09, 2012 11:44 AM #21
Rainer
132,161
Laura Murray
Weichert - Silver Spring, MD
Search Montgomery Co., MD for homes www.MDRealEstateOnline.com

Really like being able to see a variety of perspectives from different listing agents.  I know tat there are a variety of opinions on whether to do a 1 or 2 visit listing presentation.

Aug 12, 2012 09:37 AM #22
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Rainmaker
2,018,145

Barbara Todaro

"New Franklin MA Homes"
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