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Listing Prep
Powerful Prelisting
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For the Broker: The Listing Presentation
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Listing Facts in an Instant
Top Listing Presentations
Making Your Best Pitch
Step by Step Through the Listing Presentation
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Perfecting Pricing
Countering Objections
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Special Presentations for Special Groups (FSBOs, Relos)
Quiz: Listing
Bright Ideas: Listing
More Resources: Listing
Code of Ethics: Listing
| | LISTING FACTS IN AN INSTANT
If you need some concrete statistics to give you listing presentation a factual punch, read on. What do sellers want from you?
Of course, the answer will be somewhat the same and somewhat different in every case. In general, though, here are some insights from The 2003 NATIONAL ASSOCIATION OF REALTORS® Profile of Home Buyers and Sellers. Knowing what sellers expect can help you clinch the listing.
Method Used to Find Real Estate Agent to Sell a Home (according to recent sellers)
Referred by (or is) a friend, neighbor, or relative
| | 40% |
Used agent previously to buy or sell a house
| | 27 |
Personal contact by agent (telephone, etc.)
| | 7 |
Walked into/called office and agent was on duty
| | 5 |
Visited open house and met agent
| | 4 |
Referred through employer/relocation company
| | 3 |
Newspaper/Yellow Pages/home book ad
| | 3 |
Referred by another real estate broker/agent
| | 3 |
Yard sign
| | 3 |
Direct mail (newsletter, flyer, letter, postcard)
| | 2 |
Internet site
| | 2 |
| Advertising specialty (calendar, magnet, etc.) | | 1 |
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What Sellers Most Want From Real Estate Professionals
Help find a buyer for home
| | 27% |
Help sell the home within a specific time frame
| | 27 |
Help seller to price home competitively
| | 25 |
Tell seller how to fix up home to help sell it for more
| | 7 |
Help with paperwork/inspections/preparing for settlement
| | 7 |
Help with negotiation and dealing with buyers
| | 5 |
Help find homes available for buyer to purchase
| | 3 |
Other
| | 1 |
What are sellers’ biggest concerns when they put their home on the market? The list here can help you figure out what issues to speak to first in your listing presentation. Address sellers’ biggest concerns first, and you'll help them feel like they really "connect" with you.
Methods Real Estate Agent Used to Market Home
Yard sign
| | 75% |
Internet
| | 61 |
Open house
| | 51 |
Newspaper advertisement
| | 48 |
Real estate magazine
| | 34 |
Direct mail (flyers, postcards, etc.)
| | 17 |
Other
| | 11 |
Television
| | 6 |
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Helpful statistics > | |
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