Listing Presentations – Where the Rubber Meets the Road

Every good agent makes it a point to impress their prospects with how much better their internet exposure is than their competitors. Although you may feel that you have proven the point beyond a reasonable doubt, in reality, you’ve likely fallen into the trap of believing your prospective seller is completely impressed with your presentation. In most cases, all you’ve done is dilute the impact that you’ve attempted to make.

Why does this happen? Think about the reality of internet presence from a buyer’s perspective. If a buyer is looking at homes in the $250,000-$300,000 range in Pleasantville, they will do an online search and most likely end up looking at everything listed in that area and price range before they make a decision. Quite simply, they will find every house listed in every multiple listing service. After all, it would be foolish for them to buy before they have identified all possible options. If a listing is in the MLS it is ensured exposure. Once that happens, Trulia, Zillow, Realtor.com, and other real estate sites will also feature the listing.

If global exposure is virtually guaranteed, then what can you do to prove you are different and you can best represent your prospective sellers?  The answer is not that their home will receive global exposure, it’s“How You’re Presenting Their Property to the World”.

Consider the following:

• If the property is presented properly, more buyers will enticed to come and take a look.

• If they’re intrigued by the presentation before they get there, buyers will be predisposed to like the property when they do arrive.

• If they get there and the warm and fuzzy feeling continues, buyers will be more likely to make an offer.

• During negotiations, buyers that started out with a good feeling are much more likely to pay more for the home.

 

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There you have it! The seller wins because you took the time to make a great presentation of their property to the world. That’s what will make you different, and it may be very easy to prove your point. Take a look at the attached MLS sheet for a listing that was introduced by an agent who put little effort into their seller’s goal of selling their home. Our comments in red tell the story. Sadly, in most cases the seller is unaware of just how poorly they have been represented. They put blind trust in their lazy agent and most times will pay dearly because of it.

In conclusion, don’t be like the agent that posted the attached MLS sheet. Care enough to give the best representation!