This Sponsored Content article was provided by Rocket ProSM
Knowing how to make a good first impression can take you far, especially when it comes to your career. While great marketing can pique interest, it’s your first impression that will determine whether you’ve found a new client.
Making a good first impression is precisely what listing appointments are for. These introductory meetings are your opportunity to build trust, demonstrate expertise and hopefully land a client that you’re excited to work with.
Like a job interview or a first date, listing appointments are also a chance to just get to know one another. You’re likely to learn about a seller’s reasons for selling, past experiences or what they’re looking for.
The right approach can lay a solid foundation for an easy and successful listing appointment. Here’s our seven-step checklist to help get you started.
1. Confirm the seller
The last thing you want is to walk into a listing appointment, only to find out that the person you’re meeting doesn’t have the power to sell the home. Confirming that the person you’re meeting with is the rightful owner of the property can save everyone valuable time and energy.
2. Get answers before you meet
Before meeting for a listing appointment, ask the homeowner the following questions:
- Have there been any recent repairs and updates to the property?
- Has square footage of the property changed since it was last sold?
- What does the homeowner believe their home is worth?
- What do they currently owe on the home?
- Are there any liens on the property?
- Why are they selling?
- When do they need to have their home listed?
3. Research other area listings
Familiarize yourself with the local market before your listing appointment. Preview other listings in the neighborhood to get an idea of what others are asking for and how they compare to your client’s home.
4. Confirm HOA guidelines
If the seller’s home is part of an HOA, read the guidelines, and learn what rules and restrictions the neighborhood has. This will not only show the seller you’ve done your homework, but also ensure you have a full picture of the property throughout the selling process.
5. Do a comparative market analysis
Presenting the seller with a comparative market analysis (CMA) tells them that you’re in their corner. A CMA shows that you know what you’re doing and are serious about working together while also serving as a reality check for sellers who may have unrealistic expectations.
6. Create a comprehensive listing presentation
Not only can a clean and eye-catching listing presentation help you organize your thoughts for the meeting, but it’s also likely to help the seller better understand your sales process, the CMA and your recommendations.
7. Paper copies of important documents
Sometimes a hard copy is the easiest way to do business. It can be extremely beneficial to walk out of a listing appointment with a signed listing agreement—or simply sending a prospective client off with a copy of your listing agreement to serve as a reminder of your interest.
Listing appointments aren’t just a chance to make a lasting first impression on a prospective client, they’re also an opportunity to build a new relationship, introduce yourself, display your knowledge and, hopefully, walk away with a new client.
For more information and advice, explore the Rocket ProSM Insight Learning Center at rocketproinsight.com/learn for the latest real estate and housing updates.
Photo: iStock.com/EmirMemedovski
