The 5 'Ps' of Listing

Like so much else in life, a successful listing presentation begins with preplanning.

  • Prequalify the seller. Before you make an appointment, decide if the seller is serious, and learn more about the property to determine if it fits your target marketing strategy.
  • Prepare the seller. A well-developed prelisting package presents you favorably to a prospect even before your listing appointment.
  • Present yourself. Remember that the most important part of a listing presentation is to differentiate yourself and what you’ll do to sell the house.
  • Price effectively. Unless you can arrive at a reasonable price for the home, the listing will become a burden instead of an opportunity.
  • Press for the agreement. Once you’ve completed your presentation, don’t hesitate to ask for the business.
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