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Marcus Neces…, Real Estate Pro in 72712

What is the most important piece to your listing appointments right now?

Asked by Marcus Necessary, 72712 Tue Jul 31, 2012

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Finding a diplomatic way to be brutally honest - especially in the case of an unrealistic seller..............and being prepared to walk away from the listing if you can't make any headway with giving the seller a reality check regarding the market.
0 votes Thank Flag Link Fri Aug 3, 2012
Seeing the sellers bookcase.
Seeing Atlas Shrugged or C.S. Lewis reveals the values of the home owner. Speaking the same language is essential.

Then communicate the benefits as they relate to that value structure. Keep the conversation focused on their goals, not their past, until they have fleshed out your strategy. Summarize with, "That is the plan I believe most beneficial in regards to what you have shared. I'm ready to get started."

Annette Lawrence, Broker/Associate
Remax Realtec Group, Palm Harbor, FL
727.420.4041
Let's chat real estate: http://www.RealEstateMadeEZ.us
2 votes Thank Flag Link Wed Aug 1, 2012
That we have ready and qualified buyers. We simply show them the backend of our website and they're sold.
1 vote Thank Flag Link Fri Aug 3, 2012
Bookcase, nice.

Of course, it can be embarrassing when you start a discussion and they haven't read the book!

ME: "What a great book! That's one of my favorites, I must have read it six times!"
THEM: "Oh, that, yeah, I've been meaning to get to it since college."
ME: "Oh, I think you'll like it."
THEM: "Yes, it's always good to get another point of view."

Ears are good. I think that if we are honest in our presentation and don't rely on nonsense, the presentation will sell itself. What we need to do is to understand the client's needs and how selling the house is going to help them achieve that. The greatest listing presentation isn't going to help if the seller has an inflated idea of the value of the property and isn't motivated to sell; some sellers don't care a whit about your presentation if they realize that you're attuned to them and their situation.
1 vote Thank Flag Link Thu Aug 2, 2012
I go into a listing appointment with the keys of a Buyer. Selling a home goes beyond pricing it right for the market to include presenting it in a way that will get the Buyers attention. So I am looking for those potential red flags that will turn buyers offer and make sure I find the best way to share those with the seller during that appointment.
0 votes Thank Flag Link Fri Aug 3, 2012
I would say listening to the needs of the seller along with their expecatations of the real estate professional they are looking to hire! I think it is a great point for us not too be too pushy and always take the time to listen, listen, listen!
0 votes Thank Flag Link Fri Aug 3, 2012
" understand the client's needs and how selling the house is going to help them achieve that."
"you're attuned to them and their situation."

OUTSTANDING!!
How one conveys that understanding will prove important.
Very often we may see C.S. Lewis' character 'Much Afraid' in the background. Being attuned to their situation is essential.

Annette Lawrence, Broker/Associate
Remax Realtec Group, Palm Harbor, Fl
727.420.4041
Let's chat real estate on: http://www.RealEstateMadeEZ.us
0 votes Thank Flag Link Fri Aug 3, 2012
Preparedness. If you are not prepared, nothing else matters.
0 votes Thank Flag Link Wed Aug 1, 2012
I love this answer. Easy way to build a rapport right? Really good point.
0 votes Thank Flag Link Wed Aug 1, 2012
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