Listing Appointment Guide
Brett Ratkowski
Last Update 2 jaar geleden
- Send "Pre-Listing Appointment Email" listed on the previous page.
- Run a CMA "Current Market Analysis Report". Utilize the "Statistical CMA in MLS" along with our Cloud CMA program. Take the "MLS Numbers" off the "Statistical CMA Report" & plug into the Cloud CMA Program (as outlined step by step in the Online Training). Print the "Statistical Report" & then "SAVE" a full color PDF Cloud CMA Report on your IPad/Tablet.
- Create the simpliHŌM Listing Package which will include your "CLOUD CMA Report" that is located within REAL TRACs, Home Seller's Guide (How To Prep Your Home For Sale Guide, your Statistical CMA Report, & Blank Listing Paperwork (Contract & Listing Worksheet, Listing Agreement, Property Condition Disclosure, Disclaimer Notice, Confirmation of Agency, Lead based paint if applicable, 5 Year Storage Document & RESPA Disclosure and any other documentation that may be necessary. Feel free to reach out to Support Staff prior to a Listing Appointment if needed for a list of needed documents for that specific property).
- When you arrive at the Listing Appointment, you should have all items listed above along with your Listing Presentation on your iPad or Computer/Tablet.
- Pull up to the property 15 minutes early. Spend 3 minutes on visualization (Picture your sign in the front yard. This is your listing and you must visualize it and have that positive attitude and energy from the second you pull up to the house). This gives you 2 minutes to collect your belongings and knock on the front door. Knock on the door 10minutes early. This is extremely important. This shows you are a true professional, that you respect the Seller's time and shows you are responsible, efficient and timely.
- Knock on the door, introduce yourself, look the seller in the eye & shake their hand; this shows confidence. Then state to the seller "I am going to set my belongings at the kitchen table as this is where we are going to meet, then I will have you give me a tour of your home, is this OK with you?" They will say yes. Set your items down, grab your notepad & ask again for the tour.
- Before starting the tour ask the seller
"What are the main features of the home that sold you on this property? This is very important as the same features are more than likely what the reason the next buyer will buy it as well."
Ask them to show you any special features, updates they have done etc... This time should be filled with taking a lot of notes, this is your opportunity to really get to know the seller, their family, their interests and passions, and a great opportunity to connect. Take notes of family hobbies, sports or activities their kids are involved in etc … - Tour ends, go back to the kitchen table.
- Inform the seller that you will first be discussing the services you provide, your marketing plan to expose their home to the most amount of Buyers & get them top dollar for their home. After that we will discuss the current market, comparables and price. Then we can go over any questions or concerns you have. Ask
"Does that sound good to you?"
They will say yes. - Before you start the listing presentation, explain to them the “#1 MISTAKE Home Sellers Make When Choosing a Realtor & The Only 2 Reasons They Should Choose a Realtor." (Reference Online Listing Presentation Training For Live Video Training On This Script & Many Others on HOMhq.com)
- Conduct your "Step By Step Listing Presentation" on your IPad/Computer.
- Present CMA.
- Assumption Close.
- lf Secured: go over the "How To Prep Your Home For Sale Guide".
- Immediately turn in all initial listing paperwork to the Support Staff Team (see required initial documents, timeframes & expectations in the Listing Manual Document).
IF THE LISTING IS NOT SECURED:
- Thank you email as soon as you are back at the office
- 2-day follow up call and email.
- 5-day follow up call and email.
- 12-day follow up call and email.
- 26-day follow up call and email.
If there’s still no answer, follow the regular "Seller Lead Follow Up" (Email Drips, Monday
Motivation Message, Monthly Video Market Updates, Holiday Emails).
*Calls and emails are to get an update. Once you have a solid update from the Seller you can
stop calls and/or emails.
Call Scripts:
Initial Call:
"Hi this is (your name) with simpliHŌM, 1st I wanted to thank you for allowing me the opportunity to meet with you! I wanted to follow up to see if you have any additional questions and see if you are ready to move forward with getting your home listed on the market?"
If there’s no answer, leave a voicemail with:
"Hi this is (your name) with simpliHŌM, 1st I wanted to thank you for allowing me the opportunity to meet with you! I wanted to follow up to see if you have any additional questions and see if you are ready to move forward with getting your home listed on the market? Please give me a call back when you have a free moment and have an amazing day!"
Follow Up Calls:
"Hi this is (your name) with simpliHŌM again, I wanted to follow up to see ifyou have any additional questions and see if you are ready to move forward with getting your home listed on the market?"
If there’s no answer, leave a voicemail with:
"Hi this is (your name) with simpliHŌM again, I wanted to follow up to see if you have any additional questions and see if you are ready to move forward with getting your home listed on the market? Please give me a call back when you have a free moment and have an amazing day!"
Email 1 (day 1)
"Thank you so much for allowing me the opportunity to meet with you for a listing interview! It was an absolute pleasure meeting you and I greatly appreciate you spending the time with me! If there is anything you need please feel free to contact me anytime! Thanks again and I greatly look forward to working together soon!"
Email 2 (Day 2)
"I hope you are having an amazing day! I wanted to check in to see if you have any additional questions and/or if there is anything you need?"
Email 3 (Day 5)
"Just wanted to check in to see if you are ready to move forward with listing your home? I am ready when you are and please feel free to reach out anytime if there is anything you need!"
Email 4 (Day 12)
"I hope you are having an amazing day! I haven't heard back and just wanted to check in to see if you have any questions and see where you stand on getting your home listed for sale?"
Email 5 (Day 26)
"Thank you again for giving me the opportunity to meet with you in regards to listing your home! Again it was an absolute pleasure meeting you! If you ever need anything, I am always here to help! Have an amazing day!"
Required Initial Listing Documents:
- Contract & Listing Worksheet
- Fully filled in and executed Listing Agreement
- Fully filled in and executed Property Condition Disclosure
- Disclaimer Notice
- Confirmation of Agency
- Lead based paint if applicable
- 5 Year Storage Document & RESPA Disclosure
*IMPORTANT: Do NOT be sloppy/careless with your paperwork! This is critical for a few
reasons:
#1: Every time you need to reach out to your "Client" for a missed document, initial, signature, etc .. you slowly lose their trust/confidence in their ability.
#2: The "Support Staff' is not able to fully support you without the necessary documentation.
#3: Our Broker and MR have required documents in place with required signatures/initials to ensure you are looking out for your Clients best interest as well as your own personal liability