A (0:00)

What to bring on a listing presentation. I also did one on how to do a listing presentation and what to do before a listing presentation. So they should be somewhere on around these videos. Okay, so first of all, I've already dropped off this box. There's a video that talks to you all about what's inside these box, but I drop these, this box off before I get there. And then I still actually will take some of the materials that were in the box and I make sure I put it in there. So first you want to. Do you want to have a tax roll? The tax roll will talk about how many bedrooms, bathrooms, how many car, garage it is, the year it was built, all the square footage, anything and everything about the home. What you want to do is you want to pull that out. What I typically like to do when a seller calls me is I quickly will pull it up and I'll just ask them a few questions. Hey, Mr. Mrs. Seller, I want to be prepared for our appointment together. Do you mind if I just verify a few things from the TAPS roll? And before they're telling me, I'm actually asking them information so they see that I'm qualified, qualified. I'm on my feet. And I quickly was able to find the information about their home. So as soon as somebody calls you, you're going to say, hey, great, can I get your address? Perfect. And then go to your computer, look it up, pull up the tax roll, bring the tax roll with you to the listing appointment to verify everything. And you're going to want to do this as well because oftentimes the MLS will pull data from the tax roll. It will automatically put it on there. And if it's inaccurate, you need to make those changes before you put it on to the mls And I bring it with me and I just ask them, hey, how many bedrooms, how many bathrooms? And I change things. I also use that tax roll and that information when I'm doing my flyers, when I'm doing the marketing for it and putting everything else on there. Second thing I do is I bring comparables, right? So you are going to want to go to your mls, you're going to want to pull comparables, and you're going to want to try to pull homes that are in the past 90 days if possible. If that doesn't exist, you're going to have to go back further. Obviously, I would honestly pull everything that's happened in the past 90 days. And here's why. Or even in the past six months. Because. Because people will say, oh, this person's house sold for this much money. But oftentimes their house is, you know, 2,000 square feet with a three bedroom, two bath. And the house that sold was 5,000 square feet, a six bedroom, a four bath. And they're trying to compare it to theirs. So make sure you've got comparables of all the homes in the neighborhood. Bring your, your laptop with you so you can pull up the MLS as well in case they ask there's something you don't have on there. You're going to want to pull up comparables that are I like to typically do in certain price ranges. So if, if you think the home is worth 500,000, I would pull up homes from 400 to 450. From 450 to 500. From 500 to 550. From 550 to 600. Okay. And the reason being is you want to show them how many homes are for sale in that given price range. So that when you're thinking about pricing, if there's 50 homes in one category, right between 450 and 500, but there's only 12 homes from, let's just say for 25 to 450, you want to try to price in that price price range, even though it's a little bit less because there's less competition, most likely their home will get, will also get sold for more. Also, when you're thinking about pricing, if you are going into a, if you think it's worth 809-800-9000 or 200-9000, tell them you're going to list it for 199 or 799 so that you're in that lower search. As soon as you go into a higher search, you're going to be lowering the amount of people that can actually qualify. So explain that and how by doing that, you'll get more eyes on the property, which means you'll probably get multiple offers and more money depending on the market that you're in. Also, um, I have called other agents from around the, the listings around the area. If there's anything active, I've called the list, the agents I have gone through, any active homes that are on the market, I've been in there and I've seen them. I want to make sure that they know that I know their competition. I've been in it and I can compare. Right. Also, anything that is sold in the past 90 days, I typically try to call the agent, get small talk, get as much information as I can from them so that I bring that information with me to the listing appointment as well. Also I bring examples of my just listing cards and my just sold cards. Now if you've sol other homes in that area, you want to bring examples of those flyers. So for example, if I this is a house, Westwood Circle in Oakley. If I'm going and I know that I've sold another house in Oakley in that neighborhood, I'm going to bring example just listed and just sold cards and flyers from that same neighborhood so I can show them that I'm an expert in the neighborhood. I've sold houses before, I know their area. So I'm going to show not tell anytime you can on a listing appointment. So I'm going to show them examples of other homes in the area that I sold. These are examples of my just listed cards. Mr. Mrs. Seller, we will send these to approximately 500 people in your area and there will be a QR code on that flyer which drives them to your specific website. The reason this is important is because you want to be able to show them that you are marketing their home to their neighbors. Because often my neighbors know people and they want their friends and family to live close to them. So they will help be little mini advocates to market the home. So I've got samples of this Also you'll notice that I've got samples of in here of us versus them. I show I sold this same exact house for $156,000 more. I've got a QR code here that goes directly to a market update of their city and or of their neighborhood because I have both. And then I show them that I have other homes that are pending. This is says just listed pending pending. Just sold pending. So they can see that I am busy and I have other homes in the area to sell. If you don't have those, don't worry about it. When you do keep them. Okay, here's more examples that I bring. I'll just show them. I want them to see that I'm busy and notice these are high quality, they're glossy. I want them to see. This is what I'm sending out. Again, here's another example of a home. So I'm bringing examples of just listed and just sold cards. I'm also bringing examples of my of the flyers. Okay? So I want them to see and show that I actually do full page brochures. I let them see the example of it, okay? So they can actually see it and fill the actual quality of it. They can also see how we're using professional photography and how nice that we showcase other people's properties. Again, the exact same thing. All the features are on here. I have the text message writer on here. That text message writer. I let them know that when somebody texts that there'll be a text writer on their sign. This texting writer takes them to their own individual property website. When they text this number, I actually get notified the phone number that actually inquired about it. So I then can call the buyer immediately. And no one better to talk about the house than me because I know more about it than their agent, most likely. Right? So I bring examples of this also. I will bring examples of this is something that I've sent to Oakley and Brentwood, an area that I go to. I will bring this because I want them to realize, oh, that's the girl that sent me this. Right. I do something called a location domination. It's both digital and paper that I will send out to areas, different communities. And I want them to realize, hey, that was that same girl. Again, this showcases that I've got. I'm busy, I'm doing business. And back here we talk about homebot, right? And more ways for me to be able to stand out. Here's another example. Sold for over 92,000 over, over list price in there. Seeing my marketing inside of this again too. I'm going over what's happening in the whole city. This is showing that I'm busy. I've got other listings on the market. I'm showing again, us versus them how I sold this home for more than this, the exact same home. And I was able to do that through my advanced digital marketing strategies. This goes in there as well. Also, I have the seller homework. I call this excellent success work. What's in this is. It's an. It asks questions like, hey, I need to get two keys. I asked them their family members, birthdays, anniversaries, all of that. I asked about showing instructions, timing. I literally have them take this and go through every single room in the house and do their disclosure work. Right where they're looking at, you know, anything that's been repaired, replaced, modified, added, fixed or changed, I will have them write it down here. I want to know the type of flooring. Is it hardwood or is it laminate? I explain them how important is I know this information because I can use all of the information in their seller success work to be able to market the property as well as to make sure that I don't market something incorrectly or post it on the multiple listing service incorrectly. Because then when somebody can get sued, right? I don't want to say that, you know, there's 2,000 square feet of hardwood floor when it's actually laminate floor because they can sue me if I do that. So I need to be very, very careful. Also, I let them know that all the information they give, I'm going to be able to market to get higher search engine optimization, higher SEO, to get more buyers on the property. And I can do, you know, geographic targeting, I can do retargeting, I can run Facebook ad campaigns with all the information that they're giving me. So I'm going after the specific things that buyers are looking for. Also I have in there a seller's guide. So there are examples of. Here's another example of some. This is not the floss when it's for you guys, but examples of, you know, of my listing flyer that I have here. I also have a sample of my marketing plan. Again, I bring this with me like this, okay? Because I've already dropped off this box with most of this stuff in it. Never ever drop off a market analysis before listing presentation. You want to go over the market analysis, the CMA with them, okay? So I've got my marketing plan in, in there. I also send a 13 minute marketing video. This marketing video talks about how I utilize digital marketing, social media retargeting campaigns, how I run paid advertisement, paid campaigns to find buyers both locally and out of the area. I show them how our digital marketing is so completely different. I show evidence and proof of getting 200, 400, 500 hours of watch time on every video that I do. I show them how we get thousands and thousands of engagements which is a like comment or share and how we get, you know, hundreds of thousands of eyes and views and reach on the video and how I can do that for them too. This also talks about all the digital marketing that we do. We have their testimonials in here. It talks about our core values, traditional marketing on steroids, what we do behind the scenes, the stages of, of selling their home. It has again, example flyers in here, example everything tapping into the power of social media, all the things that we're going to be doing with social media, what the high quality marketing that we do, all of this client care communication, where they can expect from me, how to get their home prepped and ready to be sold, information about the team and all of the credentials and a lot more than that, but some of the credentials that I have there and all that. So I have a marketing plan that goes with me. Again, I show them the property brochure, just listen, just sold. I also have a seller guide that I drop off which talks all about everything that they can do for selling. I have the 10 Commandments of buying. I also send a buyer's guide, believe it or not, as well because I want them to know that I actually am and I'm educating buyers as well. And this is where the secret sauce comes in. Okay, Remember, before I'm even there, they have already watched a 13 minute listing video. They've gotten access to my marketing plan. They have gone through a seller course. What's a seller course? I. I have made a course on how to sell it from A to Z. Everything you need to do from A to Z when selling, they go through that course. I also have a seller seminar that I send them beforehand. And the seller seminar is just a bunch of videos talking all about the selling process. Will your home pass the smell test? Who pays for what contingencies? So it's a little different than the course. But how many agents can say that they've written a book, right? How many agents can say that they created a course that just elevates my authority, positions me as the expert where it gives my unique value proposition. And that, my friends, is how I get a very lucrative commission. And all of this is how I do not lose a listing appointment because no one else has taken the time to do all of this. So that is that you'd like to learn more about this? You can go to a three day event that I have or we talk about digital marketing, social media and video. It's less than the cost of a couple of cups of coffee. Click the link, it's virtual and I go over all of these strategies and many more in much greater detail. Hope this is helpful. Be sure to like and subscribe. Let me know what else I can do for you and I will see you next time. 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 kristamayshorn.com limitlesslistings 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 kristamayshore.com limitlesslistings and I will see you there.