Unit 5: Listing Presentation Package

Question 1

Comparative Market Analysis

Answer 1

Reflects the reality of the marketplace. It should include:

1) On Market Now
2) Reported sold prior six months
3) Reported expired prior six months

Question 2

In making your recommendation of list price for a single-family home, the most important portion of the analysis deals with:

Answer 2

The prices of comparable properties that have sold since it shows the reality of the marketplace.

Question 3

You should realize that for data used on a CMA

Answer 3

The older the data, the less reliable they are

Question 4

Owners must be made to realize

Answer 4

that the higher they price their home over fair market value, the longer it will take to sell and the lower the likelihood of a sale during the listing period.

Question 5

A recommended list price below what the CMA indicates as the likely sale range is an owner’s best interest when:

Answer 5

The seller must sell quickly

Question 6

Seller’s Net Proceeds

Answer 6

What a seller receives in hand from a sale

Question 7

Why do owners often try to sell their homes without an agent?

Answer 7

To save the commission

Question 8

Your listing presentation should:

Answer 8

1) Be organized to follow your listing presentation
2) Not be used in lieu of a verbal presentation
3) be helpful in selling an owner on the concept of listing in general and listing with your firm in general.

Question 9

Benefits of listing with a small office

Answer 9

Emphasize that you specialize in a small number of select properties.

Question 10

The goal of the listing presentation:

Answer 10

1) List with us
2) On our terms
- Price
- Commission
- Period

Question 11

Obtaining Comparables for CMA

Answer 11

MLS & Public Records Search