One of my recent posts was “Graph This” and some of the responses were very interesting.There were a few commenters who relayed that they don’t prepare a presentation.There are no materials and brochures that remain at the property from these agents.
In my area, we are expected by homeowners to do a two visit presentation.The majority of the agents do a two visit presentation.The first visit is to see the property for the first time; make written notes on the details of the property; make MENTAL NOTES on the homeowner.It’s a time to LISTEN.It’s a chance to sum up what and who you’ll be dealing with.It’s the hour that you have to decide if you want the listing or not.
The two step process takes extra time, but it’s the best way to make good business decisions about the home and the owner of the home.The first brochure that we leave on this visit is a reflection of our ability to market; a reflection of our production, and we use e neighborhood which is a reflection of a 50 home radius of the subject property.People like to see the charts of the demographics.It’s easy to read with very colorful pie charts.
The second visit is the actual CMA presentation.The brochure that we use is CMA Toolkit.We have great positive response from those receiving it.This is show time, and by now they have digested all of the information in the first brochure.We do not have to talk about us.It’s all about them and their home.
It’s surprising to me that agents today can work as we did decades ago.In the late ‘70’s, I remember when a listing appointment consisted of visiting the home with a photocopy of a comparable or two from the MLS Book.I would put a price on the home; they’d sign a one sheet MLS listing agreement and they’d give me a key to put in a lockbox or keep in the office.Life was easy.The competition was minimal.Those were the good ‘ole days.Now we need to compete.
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