From Hello to Signed Contract: Nailing Your Listing Appointment | Tiffany & Ashlee

In today’s market, potential clients need to see that you’re willing to go the extra mile for them. Don’t wait until your listing appointment to show them what you’ve got! In this episode of Realestatable, Tiffany, and Ashlee take you through questions to ask sellers, how to prepare for a listing appointment, and what to do once you get there. Show your future clients exactly why you’re the right listing agent for them!  4 Questions for Your Potential Client BEFORE the Appointment Have they talked to anyone else about listing? Are they interviewing other agents, and if so, how many? Do they know what their home is worth? How much are they hoping to sell for? What do they love about their home? (This “non-salesy” question is a great way to get to know your clients and build a relationship!) What is the house’s square footage, and how did they arrive at that number? Do they have access to prior appraisals? Following Up If you’re meeting immediately, send a quick message to confirm the appointment. If she has a few days before meeting with clients, Ashlee will door-drop a handwritten note and a small (practical) gift that might include some cleaning supplies, marketing materials, paint swatches, etc. Send them a list of things to do to prepare them for the listing appointment. Let them know you might talk about painting the house and other changes before you take photos! Prepping for the Appointment Look for comps. Use a prior appraisal if you can. Make like comparisons! Not all nearby homes will be good comps. Come up with a range of prices based on your comps and choose your estimated listing price from within that range AFTER you see the house. Bring a broader range if you don’t know the square footage! Know how much other homes in the neighborhood have been selling for. Prepare clients for the current state of the market and position yourself as the regional expert. On the Day Of the Appointment If you have connections with any local vendors, you can offer recommendations or coupons for a cleaning service, handyman, etc. Bring them a checklist to help your clients prepare the house for photographs. Walk through the house with them and offer specific suggestions as well. “One of the biggest things we pride ourselves on as a team is talking about ‘the difference’. Like, ‘What is the difference in working with you?’ And I think that’s specific to a UVP for us as a team, for individuals within our team, etc. Each person has a difference in working with them… Having some way to present that ‘This is the difference in what you’re going to get when working with me,’ would be key.” – Tiffany Klusacek “I always tell people, ‘Hey, if you’re unsure if this picture should come off the wall, send me a picture and I’ll let you know,’ or ‘If you think this room is 100%, send me a picture and I’ll let you know.’ Always offer to go back before listing photos and say, ‘Hey, let me do another check,’ ‘Do you want me to check in a week?’