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!!!

 

close

Re-Bloggged 1 time:

Re-Blogged By Re-Blogged At
  1. Peter Matyko 08/02/2012 05:34 PM
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the umbrella to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
Real Estate Sales and Marketing
Location:
Massachusetts Norfolk County Franklin Top Listing Real Estate Office Re/max Executive Realty
Groups:
Real Estate Rookie
RE/MAX Active Rain Bloggers
Be The Best In Your Field
Active Rain Newbies
Our Success Stories
Tags:
the two step listing presentation

Comments 22 New Comment

Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the airplane to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Show All Comments
Rainmaker
1,322,592
Charles Stallions
800-309-3414 - Pensacola, Pace or Gulf Breeze, Fl.
Charles Stallions Real Estate Services

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.

July 07, 2012 01:38 PM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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!!!

July 07, 2012 01:44 PM
Ambassador
1,089,616
Melissa Zavala
Broker, Escondido Real Estate, San Diego County
Broadpoint Properties

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.)

July 07, 2012 02:50 PM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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

July 07, 2012 03:19 PM
Rainer
180,045
Tatyana Makarov
Your Greater Hartford Area Realtor
Coldwell Banker Residential Brokerage

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

July 07, 2012 04:18 PM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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....

July 07, 2012 04:21 PM
Ambassador
753,887
Brenda Mullen
Your San Antonio TX Real Estate Agent!!
RE/MAX Access

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 :)!

July 07, 2012 05:08 PM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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

July 07, 2012 05:21 PM
Rainmaker
540,110
Eric Michael
Metro Detroit Real Estate Professional 734.564.1519
Remerica Integrity, Realtors®, Northville, MI
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.
July 07, 2012 08:02 PM
Rainmaker
378,148
Rose King
Friendswood / Pearland Homes
UTR, Texas Realtors

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!

July 07, 2012 10:20 PM
Rainmaker
1,000,464
Conrad Allen
Webster, Ma, Realtor
Re/Max Professional Associates

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

July 08, 2012 03:51 AM
Rainmaker
855,957
Steve Loynd
800-926-5653, White Mountains NH
Alpine Lakes Real Estate Inc.,

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.

July 08, 2012 05:42 AM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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

July 08, 2012 06:02 AM
Rainer
82,493
Bernadine Eberle
Home Sales in Collin County
Keller Williams Realty - Texas

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.

July 08, 2012 06:27 AM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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

July 08, 2012 06:33 AM
Rainmaker
1,048,082
Scott Godzyk
One of Manchester NH's Leading Agents
Godzyk Real Estate Services

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

July 08, 2012 09:15 AM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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

July 08, 2012 09:16 AM
Rainer
34,828
Linda Schneider
Real estate writer, trainer, agent
Real Estate Business Coaching

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.

July 09, 2012 10:56 AM
Rainmaker
1,930,451
Barbara Todaro
"New Franklin MA Homes"
RE/MAX Executive Realty

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....

July 09, 2012 11:44 AM
Rainer
131,024
Laura Murray
Search Montgomery Co., MD for homes www.MDRealEstateOnline.com
Weichert

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.

August 12, 2012 09:37 AM
Anonymous
Post a Comment
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the tshirt to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Show All Comments
Rainmaker
1,930,451

Barbara Todaro

"New Franklin MA Homes"
Ask Barbara Todaro a question...
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the clip to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information