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- Convince seller
that agent is capable (or most capable) person to market property.
- Convince seller
that agent is enthusiastic about selling property.
- Convince seller
that agent is knowledgeable about all the processes involved in selling
property - marketing, counseling, negotiating, the detail work to
complete all of the elements of the sale well.
- Convince seller
that agent can properly price property.
- Convince seller
that the agent's company is the best real estate company to list with.
- Provide information
about the selling process.
- Provide insight
on the marketing process and elements:
a. "For
Sale" sign
b. lock box
c. MLS database/pool of agents
d. open house
e. classified and home guide advertising
f. showings
- Explain the tradeoffs
in pricing.
- Show empathy
with the seller's concerns, i.e., "I know this is very important
to you".
- Promise loyalty
and good service.
- Explain the listing
contract/agreement:
• type (exclusive)
• commission rate
• length of time
- Explain home
warranties, disclosures.
- Explain financing
alternatives to offer.
- Provide references:
people, companies.
- Explain special
services for vacant property.
- Explain the benefits
of pre-appraisal.
- Present:
a. marketing plan
b. performance warranty
c. computerized marketing activities
- Present information
on company's track record:
a. number of homes sold
b. homes sold DOM company MLS
c. homes sold list price/sale price company MLS
d. experience of agents
e. percent of homes sold in MLS vs. other companies
f. years in business
g. $ volume of homes sold
- Present information
on individual agents' productivity:
a. number of homes sold
b. homes sold DOM company MLS
c. homes sold list price/sale price company MLS
d. experience of agents
e. percent of homes sold in MLS vs. other companies
f. years in business
g. $ volume of homes sold
- Explain how MLS
works and its importance.
- Explain how prospective
buyers are qualified and screened.
- Provide seller
with information about agents' qualifications, both personal and professional.
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