ALISO VIEJO, CA, June 4, 2007 – Many agents today are not taking the time to fully utilize one of the best tools available in the listing game, according to Pat Strong, an Accredited Seller Representative (ASR) instructor with Rhonda Hamilton Learning Services in Texas. “We so frequently fail at showing the customer our true value and one of the problems is that we often never get the chance. But the answer is so simple and it just involves a little planning and taking the time to go the extra mile,” she said. “It’s all about the pre-listing package and setting the stage for the listing appointment. We teach our students the full value of this practice and the potential rewards it generates.” Asked to highlight the ASR course and project goals, Strong listed the following key points:
WHY?
- Time Saver
- Sets you up as a Professional
- Allows sellers to read paperwork at their own pace
- Silent salesperson
- Sets you apart from your competition
WHEN?
- Deliver the before your listing appointment if possible
- Deliver same day if not possible the day before
WHERE?
- Deliver to the sellers’ house
- Deliver to the office if permissible
- Do a trade with someone in your office to deliver for you
- Have a runner service deliver for you
WHAT?
- State disclosures
- Short Bio about you
- Information about your company
- Listing agreement all completed except for Price, Length of Listing and your Brokerage Fee
- Sample of your flyer with a picture of the house
- Homework sheet for the sellers to complete with required warranty, home owner’s title policy, pay-off, survey or any other needed information items
- David Knox’s “Pricing your Property To Sell” DVD
- Staging DVD that may include a sheet on ‘Tips for Staging’
- Popcorn, Diet Drink/Regular Drink with note that says “enjoy your
snack while watching the short video”
- Package in a basket, wrapped box, branding image, or something that represents your area, county or State, etc.
“The benefit to an agent that puts together pre-listing packets is substantial. It clearly sets them above the competition and yet, according to NAR, not many agents are taking the time to use this great marketing tool. Due to sellers not always realizing our value, it is a great way to gain trust, show that you are truly different and then see your entire Value Package at the listing appointment,” according to Strong.
| 
The real estate market has changed. Lenders have tightened their belts and now it’s much harder for people to get a loan to buy a home. Not to mention the fact that more and more people who bought in the last 5 years are now getting into financial hardship and need help. Are you empowered and knowledgeable about this large market and how to serve it?
Enroll now and start becoming a “Master Negotiator” in real estate.
