Okay, so you're in real estate, and you want to get your first listing, and right now, everybody wants listings. Why? Because when you own the listings, you own the market. This is why you need the proper material for the listing presentation
It's more difficult working with buyers because you have to show them houses all day long and then write 15 offers because there's so much competition. I'm going to talk to you about how we go about getting seller transactions and landing those seller leads. In fact, with this one strategy that I'm going to be going over right now, we generated 48 closed seller transactions in a 12-month timeframe. This was during a worldwide pandemic with very, very limited inventory. We actually sold more than that, but from this one strategy, this is how we got the listings.
I've got a really good idea. I actually do awesome training every month on my three-day event. What I want to do is really go into great detail on this and show you exactly what strategy we use to have sellers raising their hand and saying, “Hey, I'd like you to give me a home evaluation of my property.” I mean, think about it, wouldn't that help your business if you had sellers raising their hands and asking you to give them a market analysis? Well, that's the exact step-by-step process that I'm going to show you, and you're going to be surprised. I'm sure you're going to be really surprised as far as what it is because it's not what you're thinking.
This is an example of what we show up within the listing presentation. All of our material gets delivered in a branded Homes By Krista binder. We get them from Corefact. I'm sure they can be made somewhere else for a little bit less money. I have a lot of credits from them, and us realtors love using our credit. So what's inside when you open it up?
Remember, this stuff is all branded with our logo. There is a pop socket for their phone. We also have a box that has a keychain inside. It says Homes by Krista on it with a little key on the outside. It all goes inside the binder when we bring it to do our listing presentation. We also have a pen that goes inside the listing packet. Did I mention it lights up? We have a copy of our marketing plan. Now, remember, the marketing plan also gets dropped off before the listing presentation.
The marketing plan is a key component of the listing presentation. It goes over everything from A-Z on what we will be doing to market the client's homes. It will break down our digital strategy, where we expose their home to the masses. There are various postcards and fliers they will also see to show our traditional marketing strategies as well. Marketing is the key component of getting a home sold. I always hand-deliver a marketing plan beforehand. If I see that they already have it, I just remove it from it before I hand over everything else.
Also inside, we have some samples of our five-star reviews. They are loose papers but can also be found in our CMA as well. Knowing the selling process takes the stress out of the client's mind. Providing steps of what to expect when listing your home will clear any angst clients can have. We include our seller checklist, as well as the lender, realtor, and buyer questionnaire. This is what we have the buyers, buyer's agents, and lenders submit when they submit an offer on one of our listings. We also include a copy of the tax roll.
Every time we go to a property, we verify the tax roll actually matches the details of the property. So for example, if it says it's a three-car garage, two and a half bath, we make sure it actually has a three-car garage and does have two and a half baths. If needed, we can make adjustments to it, so that way when it goes back to people that are inputting the MLS, they do it correctly.
Other than just the marketing plan, we like to provide multiple pieces of marketing material that we will be utilizing when listing the client's home. Things that we included are: samples of our “just listed” or “just sold” cards. They include educational resources on the back. Clients love it when the “just listed” or “just sold” cards are of homes in their own area.
We also include a four-page color flier. The flier breaks down the property in more detail. It includes photographs of the home and anything that potential buyers will need to know. They're 8 1/2 x 11 trifold in color. We put samples of our flyers inside our listing presentation because we always want to show, not just tell. Showing the potential client not only shows that we have been successful in the past, but also they will be getting the mass exposure that we promise.
Remember, prior to going to the property, I always hand deliver and also send a digital copy of my books. I like to make the books specific to their area. They will get What to Expect When Selling Your Home in East County if they are located in East County. If I am working in my location domination area, they will get What to Expect When Selling your Deer Ridge or your Shadow Lakes. If they live somewhere that I do not work in, they receive a copy of What to Expect When Selling Your Home.
I love bringing the listing agreement when I am doing a listing presentation. It includes all the disclosures and everything they will need to know if they want to move forward. The idea is to get that signed when you are there. If you can't, they will have to review it and follow up with you if they are ready. We bring everything in a tote bag. We wanted to provide something that had our logo on it that they could use at the grocery store or wherever they may need it. Then after we leave, we send them a thank you card that is from Homes by Krista.
So this is everything that's in the listing packet and all the material that is a part of the listing process. You can learn more about how to be a successful real estate professional by watching my videos and reading my blog. If you want to learn more about dominating an area or becoming the community market leader, come to my three-day event that I host every month. As always, make it a great home selling and buying day.
