4 Prelisting Mistakes to Avoid

  1. Providing too much information. Yes, people want to get to know you, but they don’t want to read a dissertation-length packet about why you’re so great.
  2. Getting there too late. Your competition is nipping at your heels; so don’t delay in delivering your package promptly. Eleanor Mowery-Sheets, Coldwell-Banker—Paula Stringer, Dallas, has her prelisting packet in prospects’ hands within two hours of the initial contact.
  3. Failing to personalize the materials. Be sure to include people’s names and a special paragraph reiterating a statement each made to you during your prequalifying phone call. For example, merge in a special paragraph such as: “Your husband’s new job in Seattle sounds very exciting, and I understand your concern about making the move in time for your children Sean and Tabitha to start school in the fall.”
  4. Asking what other salespeople have said. Such a question only makes you look insecure; you don’t want to compare yourself to others. By asking questions about what others have said about the market and your skills you appear less confident.—Lauren Harper-Haden, Lauren Harper-Haden Seminars, Hoffman Estates, Ill.
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