During the Listing Appointment

Question 1

4 recommendations for making your appointment successful?

Answer 1

1.) Share your market analysis.
2.) Present yourself and your company professionally.
3.) Show the documents they will sign.
4.) Show how much the seller will earn.

Question 2

What are sellers most interested in?

Answer 2

Knowing your recommendation for the asking price.

Question 3

Why should you let the seller know your recommended asking price BEFORE the other information in your listing appointment?

Answer 3

So the seller will fully listen to your presentation.

Question 4

What should your recommended price range to the seller be based on?

Answer 4

The actual amounts that properties have sold for in the area.

Question 5

Let the client decide the asking price, but…

Answer 5

…guide them if they are inflating it to a level that will discourage potential buyers.

Question 6

What should the price the seller chooses (in the estimated range) reflect?

Answer 6

How eager they are to sell the property.

Question 7

What should you let your client know about when presenting yourself/your company professionally in a listing appointment?

Answer 7

1.) Your company’s performance achievements such as:
- The number of houses it has sold in the area
- How long it has been in business
2.) You can provide details of clients who are happy to act as references for the quality of your service.

Question 8

What should your marketing materials contain in order to present your company in a good light?

Answer 8

• Your rewards
• Your performance
• Your company history
• Client feedback
• Your contribution to the community

Question 9

Why is it important for clients to read the documents they’ll sign?

Answer 9

So they understand the relationship they will have with your agency, their responsibilities and your commitments to them as clients.

Question 10

How to show to the seller what they’ll earn if the property sells at the proposed selling price?

Answer 10

Estimate the net proceeds to the seller after:
- Their mortgage is repaid
- Your commission
- An estimate for any legal fees involved

Question 11

Why is it important to emphasise that it’s an estimate earnings?

Answer 11

• The price they receive could vary
• The legal fees will depend on the solicitor they instruct