Chapter 5: Listing Presentations Summary

Pricing a Property methods:

• Appraisal
• Competitive market analysis
  • Properties currently for sale. Gives a clear picture of the asking prices buyers are seeing for similar homes. Asking price is not always a good indicator of the actual selling price of a property.
  • Recently sold property (Include similar properties that have sold within the past three to six months).
  • Expired properties not sold. More recent expiration date, more reliable data. Most often a property fails to sell because of overpricing. 

The Estimated Seller's Proceeds form estimates the amount a seller will net from the sale of the property. 

The Listing Presentation Manual is a support piece to use as reinforcement for what you are saying to the prospective client.

For sellers, the Listing Presentation Manual must address:

• Benefits of listing a home with an agent.
  • Advice on getting the home ready for sale.
  • Advertising and promotion activities paid for by agents.
  • Qualification of all prospective buyers.
• Why that listing should be with you and your company.

For buyers:

• Explanation of the different types of agency and what seller agents do for their clients. How the buyer's agent gets paid his or her fee.
• Should cover your skills and expertise as well as your firm's.