New This Month
Print Article Archives
Reprints / Subscriptions
Editorial Calendar
Media Kit
Popular Features
Architecture Guide
Cost vs. Value Report
Good Neighbor Awards
Handouts for Customers
Top 100 Companies
Take a Quiz
30 under 30
Young Professionals
REALTOR® Emeritus
Architecture Guide
Cost vs. Value Report
Good Neighbor Awards
Handouts for Customers
Top 100 Companies
Take a Quiz
30 under 30
Young Professionals
REALTOR® Emeritus |  |  | | ||
|  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 | BRIGHT IDEAS: LISTING Drive prospects around as part of the listing process; showing comparables demonstrates market knowledge and helps in reaching a reasonable listing price. —Peter Dakin, RE/MAX Parkside Real Estate, Paso Robles, Calif. Hand delivery a marketing package to expires on the day their listing ends, follow with a phone call. But be sure the listing has expired; otherwise you are acting unethically. —Beverly Ekey Langley, Century 21 Finesse Marketing Inc., Severna Park, Md. Try to be the first or the last person the sellers talk to; you’ll stay in their memories better. Take listings in teams—that way its easier to keep up regular contact with sellers. —Marilyn Lunari and Ron Pierce, Carr Real Estate, Upper Darby, Penn. Select a nonstandard price for your listing—$138,734 instead of $139,900. This techniques gives buyers the sense that you have carefully calculated what your price and don’t plan to negotiate. —Alexis Bolin, ERA Old South Properties Pensacola, Fla. Incorporate a time guarantee into your presentation—a marketing plan in 24 hours, a phone call within 30 minutes of receiving an offer. But don’t guarantee how fast you can sell the house. Read and analyze FSBO property ads, then use the type of language and style in making your presentation to them.—Joe Meyer, Lake Grove, N.Y. Consider developing a company intranet where salespeople can post—and sell—new listings the moment they become available. Buyers and vendors could also be given intranet access with appropriate password protection. —Stephen M. Canale, The Competitive Edge, Ypsilanti, Mich. Get a third party—another salesperson or your manager—to preview a house and coach sellers on needed repairs. That way, you aren’t the bad guy. —Stephen Leslie, Columbia, S.C. Make this list grow. Submit your best listing ideas by clicking the feedback button below. More resources, next page > | |