← F.I.R.E.D UP with Krista Mashore
F.I.R.E.D UP with Krista Mashore
10 Things to Never Do at a Listing Appointment! (Part 1), Ep. (943)
00:09:16
Avoid these 5 of 10 listing presentation mistakes that could cost you valuable listings and thousands of dollars. From preparing the right materials to handling the commission question, Krista shares how she landed 99% of the listings she went on....
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What to never do on a listing presentation. Listen, if you're a real estate agent, you might be making these critical mistakes and I want to keep you from losing the deal. I would get, trust me, 99% of every listing that I went on. Yes, 99%. Not an exaggeration. And stay tuned because even one of these mistakes can cost you thousands of dollars and lose lots of listings. Let's go. Mistake number one, not starting the marketing process of yourself prior to actually going on the appoint. Here's the deal. They're probably interviewing other people and your job is to make sure number one that you actually get interviewed. How do you do that? You do things before you even get there. Let me give you the things that I do before a listing appointment number one, I drop off this box. There is a QR code that goes to a neighborhood funnel that is a funnel of information portal that has everything to do with their specific neighborhood and a market update. I do this before I even get there. Here's a couple of other examples of the boxes that I drop off before the appointment. The second I make the appointment, I will drop this box off. I don't care if I have an appointment later that day, I will drop this box off beforehand because I want to make sure that I'm winning before I arrive. Let's take a look at what's inside of the box. I have a little listing mini presentation packet. This right here is an example of what my listing presentation is. The in written form of course I do this in a video before I even get there. But this is a written form. Everything in here is backed up by statistical data. Obviously I have the comparables in there. Do not put the comparables in the box. The comparables at the home you're going to go over on your own. I do have a 30 day moving checklist. The idea is is I want to educate them like crazy about anything and everything before I even walk through the front door. Here is an example of my marketing plan. Okay, the marketing plan that goes in there. Also I have a seller's guide in here. You're like Krista. I have examples of just listed cards and just sold cards. I drop off a copy of my book the savvy seller. This one is the savvy seller how to sell your home in Deer Ridge. This is the savvy seller how to sell your home in east county. So they're copy of my book. I have a QR code that goes to my book. There's an example of the ten commandments of Buying a home. This is the buying box. I've got all of this stuff right here on this box. The strategies for marketing and pricing your home marketing. Disclosures, negotiations, showings, pricing, timing. You get the point. Before I even get to the appointment, I have already dropped off a plethora of information to make sure that I educate them, add value, and I'm winning before I arrive. Also, make sure that you have a reminder system in your CRM. Send a video text message the day before reminding them about your appointment. Appointment. Do a phone call the day before. Make sure you do a phone call the morning of and also send an email. This is very important. Here's why. Most agents don't even do any of that. Maybe they called in a reminder. Most people don't even do that. You are basically on a job interview. You're showing them what they can expect when they hire you. That right there, my friends, is the number one reason why I landed 99% of the listings that I went on. Here's the ones I would lose. Krista, we like you, but you just talked a little bit too fast and you're a little too hyper for my mother because she's 97 years old. Old. That did happen. Okay, mistake number two. Make sure that you are prepared. Do you know every single home has sold in the past three to four months? Do you know why a home didn't sell? Do you know what the home sold for? Were there any concessions? What were the concessions? Did they have to fix anything up? Was there anything major that went wrong? Right. You have to know as much information as possible. What type of loan did it sell for cash? Was it conventional? Was it fha? Make sure you know as much information. Call the agent within the area of the homes that have sold. Look at the mls. Also make sure that you come with comparables with multiple price points. Here's the deal, everybody. If there are a lot of listings in the area, let's just say there are 50 homes that are active in the area. Okay? Piece them in prices. Let's just say that you think the home is worth around $500,000. Make sure you show them the homes that went from 400 to 450, 450 to 500, 500 to 555, 50 to 600. Show them the number of homes and the type of homes. Make sure you are looking at homes that are exactly comparable to their home within 30 days because they are always going to overprice their home. And be firm. You are in control. He who has the Most conviction wins the debate. Don't let them tell you what to price the home for. You go in there with conviction and back up your information with data. Do not be under prepared. I see that happening all the time. Mistake number three, don't bad mouth other agents. Okay? Here's the thing. Typically when I would go on a listing appointment, I'm always competing with other agents, okay? Because they, they will Google top agents in my area. Don't ever, ever bad mouth other agents. What you do want to do is tell the seller before you even get there to make sure they ask certain questions. How many homes have you sold? Do you work in this area? How long have you been in the business? What is your marketing strategy? Are you spending a certain budget on my home? Do you have professional videography, professional photography? What's your digital marketing strategy like? Are you using social media? How are you using video? Ask the questions because, and tell them to ask these questions if they're hiring other people. Because the other agent most likely won't have the answer. They won't be as thorough as you should come prepared and you should be. And so you won't need to badmouth them. The agent's going to be able to display that they're probably not the best agent. So never ever badmouth another agent. Number four, never ignore the seller's concerns. Now here's the deal. This should have been happening on your prep work. When you're talking to an agent, have you ever listed your home before? Is there anything you're concerned about? Right. Have you ever worked with somebody else? What did you like? What didn't you like? And then when you come to that appointment, be prepared to overcome the concerns that they have. Let me give you an example. A concern that sellers used to always tell me that they had. Krista, we are worried that you are so busy you're not going to have enough time for us. And I can say I can totally understand and respect that because I do sell a lot of homes. And then number one agent in the area and I would bring a plethora of testimonials from other past sellers saying how I had great communication, I was always available, I responded timely. So I need to make sure I know their concerns before I get there and I address them. Also, when you're on the appointment, ask them, Mr. And Mrs. Seller, are there any other concerns that you have? And then address those concerns. And if you don't know the answer to something, make sure that you let them know, hey, listen, let me research that a little Bit more and let me get back to you and make sure you get back to them within a very timely time frame. They're not chasing you, you are going after them. So know their concerns, address them, deal with them and get back into them very, very promptly. And number five, this is a big one also starts when they call you. They're always going to say what's your commission? And you're going to say Mr. Mr. Seller, I'm totally can respect that you want to know what the commission is. That's why it's very important that I sit down with you for 35 minutes and I show you our marketing plan so I can address that. Do not answer the commission question. Don't say you'll do it for less. Don't say you'll negotiate. Put it back on them and just say I respect that. I understand why that is so important to you Mr. Mrs. Seller. Let's meet on Thursday at 2:00 where I can address that and show you exactly what I charge. And why don't get into the commission question on the phone, okay? Show your value. The goal is to give them such great service, such great value before you even get there that the commission question doesn't come up. And if it does, you can simply say Mr. Mrs. Seller, what would you like me not to do? And then just be quiet and leave it in their hands. All right. Be confident because here's the deal. The most costly mistake a seller can make is being so concerned about commission that they overlook that value that the seller that the agent's going to bring. They overlook the experience level the agent's going to bring and that's what's going to cost them thousands of dollars. So make sure that you have a really good comeback with that. I hope you like this. I've got five more tips of what you absolutely should not do on a listing appointments. So watch the next video. Be sure to like and subscribe. I'm Krista. Let me know in the comments what was your favorite do not do tip that I mentioned. Put it in the comments for me and also let me know what next video you would like me to do. I'm Krista mayshore. Sold over 2,300 homes in my career. Top night, top 1% agent for 19 years. Like comment, subscribe and I'll see you. Hey there. If you want to learn how to dominate your market as a real estate agent, how to sell more listings and stand out as the go to obvious choice, sign up for my virtual event. Just go to kristamayshore.com forward/lesslesslistings do me a favor. This is a three day virtual event. I'm going to teach you how to stand out in your marketplace. Go to kristenmayshore.com forward/lessless listings and I will see you there.