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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



  SALES MEETING TOOL KIT: BETTER LISTING PRESENTATIONS
 

Component 1: Facilitator Talking Points

Component 2: Agenda

Component 3: Activity 1, Selling the Benefits of You

Component 4: Activity 1, Selling the Benefits of You Idea Sheet

Component 5: Activity 2, Constructing a Listing Presentation

Component 6: Handout 1, Listing Presentation Tips

Component 7: Activity 3, Thinking on Your Feet

Component 8: Activity 3, Thinking on Your Feet Idea Sheet

Component 9: Handout 2, Pricing Pointers

Component 10: Handout 3, Sellers’ Homework Checklist

Component 11: More Resources 		  Component 9: Handout 2, Pricing Pointers

Setting a realistic selling price for a listing is often a major stumbling block. Try these tips to help the process go more smoothly.

· Have a price range in mind for the home before you go to the listing presentation.

· Use the other properties in your comparable market analysis as a starting point for a realistic price range.

· Weigh the house’s condition when selecting a price.

· Provide a summary of pricing trends in the neighborhood over the last six months.

· Review your city’s general economic forecast for the next several months to see how it might affect demand.

· Consider any new construction that might affect supply in the area over the next six months.

· Take sellers’ urgency into account.

· Ask for a built-in price reduction up front.

· Know when to say “no.” If the sellers refuse to set a listing price you consider realistic, be prepared to walk away from the listing.

Component 10: Handout 3, Sellers' Homework Checklist >