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Get Sellers Excited Before You Even Make Your Listing Presentation

The “Listing Presentation” as we know it is no longer enough. Take a more compelling approach that inspires sellers and truly sets yourself apart.

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The primary goals of your initial Seller Intake phone calls are to schedule a 15-minute walkthrough meeting, followed by a Seller Strategy Meeting (this is where you'll give your listing presentation).

👉 Download the Seller Questionnaire

The walkthrough appointment is strictly designed to learn more about the home, confirm details from the intake call, and continue building a relationship with the sellers in-person. It allows you to break the ice and helps your actual Seller Strategy Meeting (listing presentation) feel more relaxed and conversational.

While other listings will be presenting the same general marketing plans and overview of their process, you'll come prepared with the info you need to present a tailored plan and real-world pricing info to help them make informed decisions.

This proactive approach showcases your commitment to delivering a personalized, high-touch experience that sellers truly value.

Before the Walkthrough:

•  Look up the home in public records on the County Assessor website. Confirm basic property information and note any discrepancies based on what the seller told you about the home in your intake call.

•  Check the MLS for any previous sales. Look through photos to get an idea of layout and check previous listing description for any special features.

•  Look up neighborhood attractions and mention them during your walkthrough to build rapport.

•  Email your database to let them know you're going on a listing appointment. Tell them you can't share too many details yet, but homes in the neighborhood typically sell around $X. Ask them to reply if they want more details.

•  Create a similar social post to tease the home.

•  Create a pre-listing packet with a Moving To-Do Checklist, Community Report, and a Seller's Roadmap. Providing this info during the walkthrough helps set the stage for your actual listing presentation at the Seller Strategy Meeting.

•  When you get to the home, tell the seller about the initial interest you generated in their home.

During the Walkthrough:

•  Always ask if the seller wants you to remove your shoes before stepping inside.

•  If they have a dog, acknowledge it immediately as a way to start building rapport.

•  Compliment the home and show appreciation. Reserve all judgement.

•  Ask if you can take photos so you can refer back to them later (you can then include these in your listing presentation as an added touch of personalization).

•  Take detailed notes. You'll want to refer to them later when prepping for your presentation.

•  Refrain from discussing price or terms. They'll be eager to discuss details, but let them know that you will cover all of that at the seller strategy meeting.

•  Verify their preferred method of contact.

•  Give them the pre-listing packet you prepared before the walkthrough so they have something to look over before the Seller Strategy Meeting.

•  Before you leave, confirm the date and time of the seller strategy meeting and make sure all decision makers will be present

Now that you've held the intake phone call and finished the walkthrough, it's time to prep for your actual listing appointment!

👉  Next Step: The Seller Strategy Meeting

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