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|  Listing Prep Powerful Prelisting Advanced tip Advanced tip For the Broker: The Listing Presentation Advanced tip Listing Facts in an Instant Top Listing Presentations Making Your Best Pitch Step by Step Through the Listing Presentation Advanced tip Perfecting Pricing Countering Objections Advanced tip Special Presentations for Special Groups (FSBOs, Relos) Quiz: Listing Bright Ideas: Listing More Resources: Listing Code of Ethics: Listing | THE LISTING PRESENTATION Creating a Top Comparable Market Analysis (CMA) The comparable market analysis serves two major purposes during the listing: 1. To establish your knowledge of the market in the prospects’ mind. 2. To lay the groundwork for setting a realistic selling price for the property. It should include:
For the Advanced Salesperson What to Do When You Have Too Few Comps Determine the average percentage of increase in local market prices in the past year and increase older comparables by that amount. Do a separate analysis using replacement costs for the property and factoring in the value of land in the area. Helpful statistics, next page > | |