An Agent Edge For Winning The Listing Prior To The Appointment.

Wade Webb on August 23, 2023

agents edge winning listing prior to appointmentWant an edge for winning the listing prior to the appointment?

Does it make sense to show sellers how you go above and beyond even before you meet? Would you care to learn a small sampling of what will set you apart from the competition? So many real estate agents today are missing the greatest tool for creating a raving fan and telling your story… It’s called the Pre Seller-Package!

So, Wade why would you implement this type of program into your business? I thought you’d never ask… Here are 6 benefits:

  • Makes the listing appointment easier.
  • Makes getting the signature easier (this alone should be worth it)
  • Builds your credibility as a realtor quicker.
  • Builds the rapport earlier.
  • Qualifies the client earlier than later.
  • Creates a lingering experience for the seller before you meet.

I love the idea of sending the prelisting package via courier, with your assistant or better yet, deliver it by hand yourself to the seller prior to your listing appointment and WOWing and awing them before your actual listing appointment. Who doesn’t like surprises at their door? Most realtors struggle with what they put in the package. AND… How should the package be presented? Here are some ideas to help you get started.

1.) Biography… Info on you
2.) Resume
3.) Info/stats on you and your company track record
4.) Samples of your marketing plan – all things you do
5.) Personal handwritten note or letter
6.) Testimonials
7.) Statistics and Reports
8.) Personal Guarantee – easy out listing agreement.
9.) Checklists
10.) Step-by-step process for listing with you and your company
11.) DVD’s – by trainer David Knox “How to Choose an Agent” “Preparing Your Home to Sell” “Pricing Your Home to Sell.”
12.) Popcorn and Pop (why not?)
13.) You can then package all this up into a gift basket or place all the items in a nice, branded vinyl envelope. Create a branded gift box or my personal favorite is Jack Cotton’s prelisting hard cover bound book with glossy paper, which is just first class. I recommend something that will impress your potential client upon arrival.

What do you think this type of package would do to your closing ratio for listing appointments? Or what would it do to your advocacy and sharing with others why they would choose you and your service? I challenge you… Dare to be different and rise above the competition without even saying a word.

Strength and courage,
Wade

Powerful Pre Listing Appointment Questionnaire

Wade Webb on February 28, 2018

Pre listing QuestionareWe are now coming into the time of year where we all really want to build our listing inventory up for when our spring markets begin to hit. One of the simplest and most powerful strategies I use to eliminate my competition and to get the inside track on a listing appointment is to use a pre listing appointment questionnaire. This simple strategy is a fantastic way to impress the prospective seller by connecting with them in advance of our appointment. By confirming the appointment date and time it shows them we were really on the ball with our service as an agent, sets us apart from competitors and helps us create a superior experience for them even before we take their listing.

Now the other secret I used was my executive assistants, not myself would make these pre listing appointment calls and then ask the sellers the question “While we have you on the phone would you mind just answering a few questions that would help us serve you better and enhance our marketing plan for your home?” They would almost every time freely share four pages of information about their property, finances, situation, timing, motivation and more to my assistants even they would not be as comfortable if it were me asking the same questions. Imagine if you had pages of intel on the seller, their property, their finances before you even arrived to the listing appointment? What would that mean to you? Here are some of my favorite questions that really help my business and my listing effectiveness.

1.) How did you hear about me? Love this question for two golden reasons. A) The ability to track and measure my business. What is working? B) If it’s because of a referral then I get to reward that behavior and the referrer.

2.) Why do you want to sell? If we answer all your questions to your satisfaction will you list your property when we meet with you? These are the most important questions in determining their motivation. What are they running from or running to? No pain or no gain then no listing for Wade and no testing the market.

3.) Who else are you interviewing? When are you meeting with them? This is so good to be able to jump on to the MLS data and research the numbers and performance of the agents I am competing with and also prepare our value proposition of the brokerage vs. their brokerage in the listing appointment. Also decide if you’re going first or taking the chance to go last?

4.) Who will be present at the appointment? Always want to remind them of the importance for meeting with all parties on title but also all other decision makers.

5.) How much is owing on the property? Always helpful to know where they sit financially.

6.) What price do you want to ask for your property? Amazes me how many will freely share with my assistant who is not the agent what they want for their home.

7.) What criteria will you use in hiring an agent? Nothing better than knowing what they expect, want and need in an agent.

8.) May we ask you to wait to make a decision before you meet with us? Always protect yourself from other exceptional agents taking the listing before you do.

9.) Tell me the highlights about your property? Let them tell you their property story and share with you about the pride in their home.

10.) We will be delivering or have already delivered our informed home seller pre appointment package and can we ask you to review this prior to our meeting? This is a powerful way to win the listing before even seeing them but also helps make the listing appointment time that much shorter if they have reviewed it all.

So there you have a sampling of a pre listing appointment questionnaire and a better understanding of its effectiveness. Every time my executive assistants completed these in great detail for me and I went to the appointment and successfully won the listing I would place a crisp $100 bill on their desk as a bonus for their exceptional work. Funny how they were always filled out with so much information every time!! I hope this strategy is something you will use to really take your listings in 2018 to another level and crush it!

Click here to download the full 4 page pre listing appointment questionnaire.

Strength and courage,
Wade

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