Today, real estate agents have to continually think of different ways to secure listings, sales and build a solid referral base. There is no limit to real estate marketing when it comes to strategies and techniques. A pre-listing package is the marketing tool that can potentially get you that listing before ever meeting with the prospective client.
The package prepares the client for the sale of his or her home. It also proves to the client that you are best qualified for the job of selling their home. Be advised that the seller may be doing comparison-shopping and may have as few similar packages from other agents, so you have to make sure that your package is effective enough to differentiate yourself from the competition.
A pre-listing package should be sent immediately to the client after you initially meet. Make sure that you qualify the client first to find out their needs. Once you qualify the client and set a date and time for the appointment, then you should personalize the package and send it out right away. If you cannot hand deliver the package, then send it via mail courier. Also be sure you give the prospective client enough time to read through the package so they fully understand the process.
When creating your pre-listing package make sure that it is easy to understand and professional. Clients need information that is simple and easy to follow. Don't over do it by overwhelming the client with irrelevant information or exaggerating your accomplishments and services. And clients don't want to read a novel they just want to know if they can trust you to get the job done. You want to sell your services, but don't be pretentious about it. The key to creating a great pre-listing package is to customizing it to meet your client's needs.
Allow the seller to be a part of the process with a to-do list. This can also be referred to as the "homework for seller" sheet. It's simply a checklist of certain tasks that should be completed before the appointment. This can include utility bills, loan information and disclosures, etc.
Include information about you and your company. This means your mission statement, credentials, past performance, and homes you have sold. Also include information on the team who will assist you with the process. Your package should be short and straight to the point. Clients don't want to read a novel. They just want to know if you can get their home sold.
Make sure that the package is professional and well organized. All information should be easy to understand. For example, including a simple graph to reflect you're past performance or a flowchart of the home selling process is always a nice added touch.
The package should be prepared carefully. You can spiral bind the package or use any other design that looks professional and is organized well. If you do not already have a pre-listing package, create a template as soon as possible. Keep it readily available so you can customize it and send it out when needed. This is a proven way to let your prospective client know that you are the right agent for the job! Good luck and much success!!!
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