Listing presentations are taxing, but the real work begins after the agreement is signed. Explain to your salespeople that they need to get sellers involved in the process for the good of the deal.
The customizable Sellers' Homework Checklist (left) is a tool that participants can take with them to their next successful listing. Give them this list, which includes items they should ask sellers to compile once the listing is signed. To help the selling process move forward more easily, tell salespeople to suggest that the sellers gather the following information within one week after the listing is signed.
Ask participants if there are other documents or activities that they ask their sellers to compile or complete soon after listing. Encourage them to use the blank spots on the form to personalize the checklist for each of their listings.