Training & Business Development: Set the Stage and Set Yourself Apart

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RISMEDIA, June 6, 2007-Many agents today are not taking the time to fully utilize one of the best? tools available in the listing game, the pre-listing package, according to Pat Strong, an Accredited Seller Representative (ASR®) instructor with Rhonda Hamilton Learning Services in Texas.

“We so frequently fail at showing the customer our true value and one of the problems is that we often never get the chance. But the answer is so simple and it just involves a little planning and taking the time to go the extra mile,” she said. “It’s all about the pre-listing package and setting the stage for the listing appointment. We teach our students the full value of this practice and the potential rewards it generates.”

Highlighting the ASR course and project goals, Strong listed the following key points to keep in mind when creating and distributing a pre-listing package:

Why:
- It works as a time saver
- Helps to set yourself up as a professional
- Allows sellers to read paperwork at their own pace
- Acts as a silent salesperson
- Sets yourself apart from your competition

When:
- Deliver the pre-listing package before your listing appointment if possible;
- Otherwise, deliver the same day as the listing appointment

Where:
- Deliver the package directly to the sellers’ house
- Another option is to deliver to their office if permissible
- Do a trade with someone in your office to deliver for you
- Have a courier service deliver for you

What:
- In the pre-listing package be sure to state disclosures
- Include a short bio about you
- Include information about your company
- The listing agreement should be all completed except for price, length of listing and your brokerage fee
- Sample of your flyer with a picture of the house
- Homework sheet for the sellers to complete with required warranty, home owner’s title policy, pay-off, survey or any other needed information items
- David Knox’s “Pricing your Property To Sell” DVD
- Staging DVD that may include a sheet on ‘Tips for Staging’
- Popcorn, Diet Drink/Regular Drink with note that says “enjoy your snack while watching the short video”
- Package in a basket, wrapped box, branding image, or something that represents your area, county or state, etc.

“The benefit to an agent that puts together pre-listing packets is substantial. It clearly sets them above the competition and yet, according to NAR, not many agents are taking the time to use this great marketing tool. Due to sellers not always realizing our value, it is a great way to gain trust, show that you are truly different and then see your entire Value Package at the listing appointment,” says Strong.

To learn more about the Accredited Seller Agency Representative (ASR®), visit www.SellerAgency.com, or sample the online course at www.RealtyUonline.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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