From the NAR Profile of Home Buyers and Sellers, 2013

What Seller Most Want From Real Estate Agents

Stats from the NAR Profile of Home Buyers and Sellers 2013

What can a new agent do to overcome the lack of a reputation in real estate?

Prospect for listings
Prepare for the appointment
Listing appointment
Market and manage the listing
Contract negotiations
Prepare for closing
Follow up - ask for referrals

One-step or two-step?

Preparation is the same!

Details of one- vs. two-step appointment.

Agents should use the format they are most comfortable with.

What do you take with you?

What steps do you take to get ready roe the appointment?
Research the property
Interview the seller
Prepare the marketing plan/presentation
Prepare the CMA

Build rapport by asking questions and finding commonalities.

Tour the property with the seller.

Take pictures, if possible.

What things will you do to get the property sold? Think beyond putting it in the MLS and sticking a sign in the yard.

Elements of the pricing presentation:

CMA
Trendgraphix
Market Statistics
Seller net sheet

Common objections:

Price
Length of listing agreement
Commission
Yard sign
Advertising

Seller package on rDocs contains all listing paperwork.

Seller signs listing agreement, MLS worksheet.

Go over showing instructions for CSS.

Considerations:
Photos
Video Tour
Sharing on social media
Print marketing on Brand Builder