I can sit here and talk all day about how important it is to be prepared in real estate sales, and in particular at the listing presentation. But I won’t… I will just show you how to be prepared.

It’s that simple – download your listing presentation checklist above now because the most prepared agent has a much better chance than the one who has not done their homework.

See the listing presentation can be tough. On the one hand you have built rapport with your potential vendor, enough so that they will be open to you visiting them, so inside you really want to get them a great price.

I run through the listing presentation that got me thousands of listings during my career at my iPad listing presentation demo which you can find out more about here.

And on the surface you really want to price on the high side of the scale because:

a.) you know that they will most likely favour you over someone who says they can only sell their house at a lower price, and
b.) because you like them.

In some cases you know they need a certain amount to be able to move to their next house.

But we really must avoid this temptation and find a little niche in between dream shatterer (giving a price on the lower end of the scale – most likely won’t get the listing) and sky high pricing which will result in a withdrawal six months down the track when you have had no interest. They will then list it with a competitor at the price that you know it should be on the market at, and sell it, and you will look like the chump.

So how do we avoid these scenarios?

Use your listing presentation to prove that you are an expert at pricing homes in your area. Prove that the price you are proposing is the right one for them and will get them happily moved within a certain time period, going by your previous records.

Prove that you have exceptional knowledge of the real estate market in your area. Prove that you are a brilliant negotiator, and that many other people just like them have invited you to be their agent and have been extremely happy with the result.

To make this process more simple, I have created a checklist which you can use to make sure that you are not missing some of these vital elements. When I started in real estate I would just pull together what I could find and present and sometimes I was successful, but other times I would forget one piece of the puzzle in the listing presentation and it would be a disaster. The fact was that I didn’t prove it! If you can say it you need to prove it! All the other agents are saying the same thing, you must be the one to prove it.

Download the listing presentation checklist above and register for my iPad Listing Presentation Demo now.

Thanks for watching today and please leave a comment below and let me know what you think of the checklist. How does it differ to the one you use? Which will you put in place?