Normally, I wouldn’t prepare to run such a long-term, daily blog series, but I’d rather spread out the information than overload you on a single day.
So, if you like what you see in today’s blog post, stay tuned for more!
Your pre-listing package checklist is very important to the entire listing presentation. We will cover some of the forms that you might choose to include for your package and eventual implementation.
The potential seller can mail, hand deliver, email, or complete the forms via a seller section on your website before the meeting. Tell him/her that completion of these forms is important and explain that completing the documentation will allow you to achieve his/her goals.
Please be aware of your need to have these forms back before the presentation so you can properly prepare and plan for your meeting with them.
You should follow up one more time prior to the presentation making certain that there are no more questions, that you are still the last to be interviewed, that all decision makers will be present, and that the following documents have been read, completed, and returned prior to the actual face-to-face.
- Cover Letter with forms explanation
- Client Reference Sheet
- Track Record
- “If Sheet”
- “Words of Wisdom”
- “What Are You Concerned About”
- Transfer Disclosure Statement
- Agency Forms
- Credentials, Magnetic Card, and Business Card
- Walter’s Biography/Résumé
- Testimonials (“Wonderful Words”)
- Walter’s Team
- Call Immediately 800 Letter
- Pricing Technology
- Agent Interview Questions
- Test Our Search Engine Strategy
Toward the end of my active selling career, my reputation of doing a good job and meeting the client’s goals was well-known, and I found that I did not need to supply as much extensive background. If I were just starting in the business, I would try to get as much information as possible into the hands of a seller prior to a presentation.
At some point, some of your pre-confirmation packages might become too large, actually de-motivating potential sellers from completing and submitting prior to the presentation.
The Past Client Reference Sheet was emailed to the potential seller for him/her to call or emailed prior to the appointment. This listed my best clients, and if contacted, they would result in a response that was phenomenal. These clients were true believers in my practices, my business, and my abilities. In fact, they did a great job of making the listing presentation for me!
Many of you might be just starting in the business and might not have a substantial list. Don’t worry – three or four will do just as well. If you are new to the area and brand new to the business, you might have to rely upon your manager’s or owner’s past clients to get this going prior to your own successes. This was one of the most effective pre-listing presentation documents that I utilized. Most people were impressed that it was included and never even bothered to contact anyone on the list.
Past Client Reference Sheet
CLIENT: TELEPHONE: EMAIL:
- Scott Landis
- Mr. & Mrs. Kanji Mochidome
- Donald Budai
- Herbert Grotsky
- Shelly Shafron
- Peter Feibleman
- Jim Milner
- Lee Ballard
- Mr. & Mrs. Roger Dawson
- Mr. & Mrs. Robert Gillespie
- Mr. & Mrs. Phillippe Guiral
- Mr. & Mrs. Gregory Keller
- Neil Cashman
- Mr. & Mrs. Craig Spievak
- Myrna Terris
- Tom Lunnen
- Mr. & Mrs. Milo Brown
- John Litsis
- Mr. & Mrs. Bob Lake
- Leslie Bott
- Carl Taylor
- Mr. & Mrs. John McKinney
- Vince Bianco
- Mr. & Mrs. Ken Lamphear
- Mr. & Mrs. Robert Aitken
- Susan Sherman
- Mr. & Mrs. Jack Henz
- Carl Nalbone
- Michael McAdams
Feel free to call or email any of my past clients. Please ask them about the success that Walter Sanford’s strategies brought them regarding the goals of selling of their properties.
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