The Art of Listing
Listing is obtaining a written contract from sellers to market and sell their home. Your first few listings may be non-competitive (family or friends), but soon you’ll have to interview with unknown prospects and compete for their listing business with other sales associates. In order to cinch the listing, you'll need to impress sellers with your marketing skills and your ability to get the job done.
Many experts recommend that you gather information from the sellers prior to a listing appointment. Call the sellers prior to your appointment, and ask them a number of questions that will help you tailor your listing presentation to address their particular needs and concerns. This technique will help you set yourself apart from practitioners who offer a generic presentation. For more on what to ask, check out these 9 Prequalifying Questions in our Listing Tool kit.
Based on the information you collect from your prequalifying conversation, assemble a prelisting packet that is tailored to the needs of the sellers.
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