Listing Appointment Checklist
To provide your new client with the best first impression and memorable lasting impression, be sure to follow our listing appointment checklist. Your client will feel confident selecting you as their agent when they understand your process of listing and selling their home.
Then, with your expertise and high-quality marketing strategy, you will be sure to win over the most challenging client.
How do you nail a listing appointment?
Being successful starts with a plan. We have created a simple yet effective flow for your listing appointments below. Your next listing appointment will seamlessly flow from your introduction to your follow-up by following the four steps we have laid out for you.
Never again worry about what you will say, how you will present yourself, and if your client will be impressed with you.
Step 1: Introduce Yourself
Don’t shy away from being personable and confident as you introduce yourself and share one to two stories of delighted customers you had the honor of working with recently. As you share their stories, include your own by going through your 8-page Agent Brochure and current Quarterly Sales Portfolio.
Items to have:
- Just Sold Postcard from a past client
- Book-Fold Brochure from a past client (especially if this is a luxury property listing appointment)
- 8-page Agent Brochure
- Current Quarterly Sales Portfolio (for agents with multiple listings and sold properties)
What is typically included in a listing packet?
Each packet should include information highlighting your unique marketing practices and examples of past client experiences. Once you have created your first listing packet, plan on making a few more customized packets based on property value, location, or property type. But, the bones of each listing packet should remain the same.
You will want to impress your client with examples of materials you have used with similar properties. During your presentation, the point you are trying to make is that you are exceptional, and your clients would be hard-pressed to find another agent who could compete with you. You want your client to remember your presentation and judge everyone they interview by it. Raise the bar so high that your competition won’t have a chance.
Step 2: Demonstrate Your Marketing & Selling Strategy
Sellers depend on you to guide them through the often stressful journey of selling their homes. You can help put their minds to rest by sharing how you strategically work for them and sell their home as efficiently as possible. This is your time to “show and tell” how you are the best agent for them.
Items to have:
- Picture of your Sign with Sign Rider and Property Flyer Sign in the yard
- Example: Property Flyer
- Example: Just Listed Postcard
- Example: Welcome Sign for Open Houses
- Example: Social media posts using the Social Share platform
What should be done at a listing appointment?
The purpose of your listing appointment is to impress your client and secure the property listing. Other benefits include learning more about your client’s needs and helping them find their next property. Remember to share a story or two of how you successfully helped people you received as referrals.
During your listing appointment, your goal is to provide enough information to impress your client. Be sure to encourage them to ask questions, so you can effectively defuse their concerns. Have your entire listing packet and presentation organized ahead of time to appear professional.
Remember to go through your presentation several times so that your words flow seamlessly during your presentation. Writing a short script and practicing it has helped agents remain calm during appointments. Each time you give your presentation, you will become more confident.
Step 3: Provide Visuals For Closing Celebration
Bring along two of your favorite closing props and let them choose which one they would like to use at their closing celebration. These props provide positive anticipation and clearly show that you are thinking about their real estate journey from beginning to end.
Item to have:
- Example of two Closing Props
- Example of Moving Announcements
- Example of Gift Tags and gifts you have given before
How do I make more appointments in real estate?
The easiest way to make more appointments in real estate is by following up with the people you already know. Share examples of some fun tips you share with homeowners during a property walkthrough.
Think back to your previous listing appointments and write down the interesting or common questions homeowners asked you. Then share the questions and answers on your social media account, in emails, and in quarterly newsletters. In addition, we have created several different options for you to share with buyers and sellers in our Social Share marketing platform if you can’t think of any. Pick, save and post from 500+ unique fresh designs and captions for every occasion. Stay top-of-mind with your social media followers. and never worry about what to post on social media again! You can begin with a free 14-day trial today!
Be the real estate agent everyone you know comes to for answers about the current market and ways to prepare their home for sale. As your sphere of influence and farm becomes more comfortable with you as their real estate expert, they will naturally begin sending you referrals.
Referrals are your window of opportunity into scheduling walkthrough appointments to provide personalized home value estimates for comparative market analysis (CMA). Homeowners are often curious about their current home value, and receiving the information from a trusted source puts you one step closer to an appointment.
Step 4: After Your Meeting
Be sure to have a Thank You card on hand, already addressed and stamped, ready for you to write a brief personal note about your visit and thank them for their time and how much you look forward to working with them on selling their home. Include your business card in your thank you note and pop it into the mail.
Items to have:
How do I make my listing stand out?
Introducing your unique brand and adding your details to your Yard Sign, Property Flyer Sign, Sign Rider, Property Brochures, and social media graphics help everyone identify this listing to you. If you are using materials with your company branding - and not your own - you are doing a great job advertising for them and building their brand awareness.
To make sure your listing stands out - focus on unique aspects of each property.
Are there different outdoor areas for entertainment? Host a small party, take pictures, and share them on the MLS and all marketing materials to show this unique amenity. You can also include the different types of events that can be hosted at the property and roughly how many people each area can hold. Be sure to include any outdoor furniture, cooking equipment, or entertainment-related items to be sold with the house.
Kitchen Built For A Chef
Is the kitchen built for a chef? Then take pictures with a chef creating a masterpiece in the kitchen for your promotional materials and MLS listing pictures.
Many owners are proud of their historic properties and list them on their local or national historical property registrars. If this is the case for your listing, include this information in your MLS listing and on all marketing materials. This feature is often held in higher regard when given prominence by the listing agent. You can also highlight the property’s best features, including specific architectural features such as column, building style, age, interior fireplaces, stairs, or original built-ins.
How do real estate agents make contacts?
There are several ways you can begin making contacts with potential buyers and sellers. The best choice for you depends on your available time, interest, and budget.
One of the fastest ways to meet people with similar interests is volunteering for local charity events, fundraisers, and community events. If you have some free time available, this option tends to be the cheapest while introducing you to various people who may come to trust you as their real estate expert.
Be sure to ask others why they chose to volunteer and what they do for a living. They will more than likely return the favor, and this is your opportunity to shine! Be confident and happy about your real estate career, but don’t try to sell them with anything. Feel free to exchange information when convenient, but please don’t use any sales pitches. Meeting people at volunteer events needs to be authentic, and your connections will be stronger if you treat others you meet as new friends - not potential clients.
Joining Local Organizations
You can quickly extend your network of potential clients by joining local organizations that fill some needs for you professionally or personally. A few professional groups may include the American Marketing Association, Toastmasters meetings where you learn to speak professionally in public, or a Rotary club. Groups you relate to personally may consist of a newcomers club, a church group, or a running club. An easy way to find local groups is by searching meetup.com.
These may require less time than volunteering but may cost more with monthly or annual membership dues. The most important thing to remember is to select groups you will enjoy or help you grow professionally or personally. This authenticity will help ensure everyone you meet will understand the connection is real, and you will probably enjoy attending much more!
How do real estate agents get leads?
Your reputation and experience as a real estate agent are two things your existing and potential clients value highly. Therefore, making wise decisions that keep your clients safe and provide them with the most successful experience possible will help you build a long and successful career.
To build a strong foundation for your real estate business, you will need a business plan, a marketing budget, and a marketing calendar. Take the time to create a solid strategy to ensure your long-term success. Your plan should include consistent connections with information your recipients find valuable and interesting. These may consist of weekly social media posts, monthly direct mail postcards, quarterly newsletters, biannual door hangers, and drop-by gifts as the occasion arises.
Deciding on frequency and type of connection depends on your budget, niche market, and the stage of your real estate career. Start small and work your way to a complete marketing spread if you are starting out. Begin with social media posts, walking neighborhoods with door hangers where you want to list homes, and an agent introduction postcard.
Suppose you have a basic marketing budget and are ready to invest in your real estate business. In that case, it is time to automate your 12-month direct mail marketing campaign with Elite, purchase a customized Yard Sign, A-Frame Signs for your open houses, and seasonal Sign Riders. It is also important to nurture existing client relationships with drop-by gifts and thank you cards at this stage.
Congratulations on landing your listing appointment! You are well on your way to a very successful career!
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