1. Harry Smith Harry Smith At: Presented By:
Hello Realtor, welcome to your Listing Presentation.
This presentation is designed to guide a conversation with your prospective client to a successful conclusion… Listing their property.
Your client’s decision will be based on emotion. Therefore, focus on your client feeling comfortable, respected and understood. Ask them questions, let them talk while you listen.
Read through and familiarize yourself with this presentation so you can present with confidence. Good luck!
*Prompts, such as this one, will
follow each slide.
Presented By:
Harry Smith
Harry Smith

2. Welcome
Hello Mr. and Mrs. WHITE, thank you for allowing me to make this presentation.
For the next fifteen to twenty minutes we will discuss the sale of your property.
Let’s get started!
For Slide 2: to personalize this presentation insert your client(s)’ name to the first line.
NOTE 1: At the very bottom of each slide replace Harry Smith with your name; plus, add your web address where indicated.
NOTE 2: This presentation is designed to be either a slide show from your lap top computer and/or a print presentation document. We recommend that if you choose to print this presentation you do so on 30 lb gloss paper in ultra bright white and in full (4) colour.
Harry Smith

3. To begin,I need your response to a few questions:
1. Why do you want to sell your property at this time? For relocation, retirement, upgrading, income or investment purposes, transfer, change of lifestyle or divorce reasons?
2. Are all of the necessary decision makers here so informed decisions are made?
What is most important to you in this process:
a) Timing: how quickly we sell, date of completion
b) New Property: finding the right property to purchase
(can I help you with that?)
c) Right Realtor: (don’t worry, I won’t take it personally)
d) Price: getting the highest sale price possible
Hello again…
We will begin by asking your clients questions. This will assist in building a relationship with them to lead to a Listing. How your client answers will give you information about how to best form a bond with them.
IMPORTANT: I would like to suggest that you have a pad of paper ready and take notes of the answers and information that your client(s) provides.
Harry Smith

4. Confirmation:  1. Your reason for selling is:
I would like to confirm what we have just discussed:
1. Your reason for selling is: 
2. The most important element of the sale to you is:
Hello again…
On this slide you will want to confirm what you have heard your client(s) say on the previous slide. After you have listened carefully to your clients’ wants and needs, repeat back to them (1) their reason(s) for selling and (2) your understanding of the most important elements of the sale.
Harry Smith

5. Let’s talk about your home
1. What is the best feature of your home?
2. Is it unique?
3. What do you think are the desirable aspects of your neighbourhood?
4. Tell me about your neighbours.
5. Describe your Community.
Again, make a list for yourself of the answers and information given by your client.
You may need to prompt him/her with helpful suggestions in order to gather information and understand their intentions.
Listen to his/her opinion about this property, as this will provide valuable information, possibly for potential Buyers
Harry Smith

6. Elements for success:
Market conditions - these need to be considered in our strategy, as the real estate market is very dynamic.
The appeal of your property – the condition of your home with respect to the five senses; together, we can identify opportunities and/or challenges.
3. Maximum exposure – marketing your property to reach potential Buyers.
The right listing price – the first objective is to set the right price according to present market conditions.Pricing your property high can limit or eliminate Buyer interest.
Explanation for your client:
1. Support your judgment with a) your skill experience, b) your market research and analysis, and c) condition of their property.
2. You only need to go into detail once you have the Listing Agreement signed.
3. Tell your client that you have a successful marketing program. State your accomplishments: if applicable, tell them what you have accomplished either with a similar property or in the same area.
4. Explain what makes up the Market conditions, benefits and challenges present.
Harry Smith

7. Factors we control: • Repairs • Clean and tidy 1. Listing price
• Comparative market analysis (CMA)
Condition of your property
• Repairs
• Clean and tidy
Promotional strategy
Flexibility and availability to allow access to all
potential Buyers
Terms of the offer
Explain how together you can control these elements and how this will directly benefit your client(s).
Also identify who is responsible for each factor.
Harry Smith

8. Pricing strategy a) It makes others look better
Overpricing…
a) It makes others look better
b) Fewer sales people will show your home
c) Buyers are unwilling to negotiate
d) Lost time
e) Reduces Buyer competition
f) Unrealistic offers
g) Principles of Substitution
Go over this diagram with your client so that he/she understands the meaning and the reasons why over-pricing presents a disadvantage to them.
Specifically discuss how overpricing can lead to a listing remaining on the market for a long period of time, which can reduce the listing price.
Harry Smith

9. Pricing your home to get top dollar
Go over this diagram as well, to ensure your client understands how price can impact the number of potential Buyers who will want to see and buy their property.
Harry Smith

10. Finding the Buyer for your property
Where do Buyers come from?
 78% of Buyers come from other Agents
 13% come from other sources such as: flyers,
open houses, target marketing, internet and electronic media
 6% come from sign calls
 3% come from advertising
If your client has any reservations about having a “For Sale” sign displayed on their property, this is a great opportunity to demonstrate the value, not for you, but for them of a sign on their lawn.
Greater exposure, equals greater opportunity to sell faster and for the highest possible price.
Harry Smith

11. Maximizing the appeal of your property
First impressions are very important and therefore, we must maximize the interior and exterior appeal of your property to potential Buyers.
There are many tips to consider that create an inviting and attractive atmosphere:
• A clean and tidy interior and exterior.
• A neutral and well lit interior.
• A fresh scent.
• Rearranging pieces of furniture to create openness.
• Lights left on throughout the property during showings.
• Easy access and an inviting doorway.
• Clean windows.
• Clean closets that are free of clutter.
• Open doors.
• Clean counter space.
Read each point to your client. However, you do not need to go into further detail of what you can offer until after the Listing Agreement is signed.
Harry Smith

12. Maximizing the exposure of your property
Marketing to other Agents
 Multiple Listing Service (MLS)
 Broker/Agent open houses
 My network of other leading Agents in this area and
their Buyers
 My network of other Sutton Agents and their Buyers
Marketing directly to home Buyers
 Property for sale sign
 Open houses
 Direct mail
 Advertising - local papers
 Promotion of your property on the Internet
 Just Listed notices
You may want to over-write or remove one or more of these points in order to detail any other associations you have that may benefit your client.
To over-write: high-light the bullet point (Text Only) then, push Delete or begin writing your new text.
To delete: high-light the entire line (Text and Bullet point), and then push Delete.
Avoid pressing “return” or “enter” as this may effect the format.
Harry Smith

13. Maximizing exposure … cont’d
Website Marketing
 Sutton Group website
 My personal website
Marketing to past clients
 I am in regular contact with my past clients
You may want to over-write or remove one or more of these points in order to detail any other associations you have that may benefit your client.
To over-write: high-light the bullet point (Text Only) then, push Delete or begin writing your new text.
To delete: high-light the entire line (Text and Bullet point), and then push Delete.
Avoid pressing “return” or “enter” as this may effect the format.
Harry Smith

14. Our understanding
I will display a For Sale sign on your front lawn to attract Buyers in the area. Additionally, I commit to maximizing the exposure of your property through my marketing campaign.
Life goes on even while you are selling a property. By keeping each other informed and adding some flexibilities, you should be able to maintain your schedule.
I will endeavor to work around your busy schedule when arranging all showings. The more flexible we can be, will result in more showings and an efficient sale.
You will commit to do what is possible to accomplish and maintain the maximum appeal of your property, until the transaction is complete.
As discussed, market conditions beyond our control may arise that can impact the sale of your property.
Read over this slide to your client and ask if there are days and times that are convenient and any that are challenging.
Additionally, ask your client how he/she would like the two of you to work together.
Make a note of their responses.
Harry Smith

15. My personal guarantee
As your Sutton Agent, my commitment to you guarantees
my highest level of service.
I will keep you informed of all marketing activities. These include:
a) Providing you with feedback following each showing of your property.
b) Advising you of all market conditions, existing or that arise, which may affect the sale of your property including, competition from other local listings or financial market changes.
c) Marketing Strategy - Multiple Listing Service (MLS), lawn sign, advertising, open houses, agents opens.
I am able to suggest improvements for your property.
I can maximize your property’s exposure.
You may want to over-write or remove one or more of these points in order to detail any other associations you have that may benefit your client.
To over-write: high-light the point (Text Only) then, push Delete or begin writing your new text.
To delete: high-light the entire line (Text and Alpha/Numeric point), and then push Delete.
Avoid pressing “return” or “enter” as this may effect the format.
Harry Smith

16. My personal guarantee…cont’d
5. Plus, deliver pre-qualified Buyers.
6. I will update you on all activities at least once a week.
7. I will respond to your call within two hours, from Monday to Saturday, between 9am and 6pm.
You may want to over-write or remove one or more of these points in order to detail any other associations you have that may benefit your client.
To over-write: high-light the point (Text Only) then, push Delete or begin writing your new text.
To delete: high-light the entire line (Text and Alpha/Numeric point), and then push Delete.
Avoid pressing “return” or “enter” as this may effect the format.
Harry Smith

17. About me: HARRY SMITH Award Status – if applicable
Sutton Group – City Office
YOUR TAG LINE or PROFESSIONAL GOAL STATEMENT HERE
Place
YOUR PHOTO
here
Insert a photo of yourself in JPG format into the space provided; you will be able to scale your photo to fit within the window provided.
Place your cursor in the window
Choose Insert, from the upper menu bar
Choose Photo; then choose, from File
Find and select you photo image, click OK
Read and then over-write ALL information on the screen with your own personal details.
Harry Smith

18. About me: •
One line at a time, click cursor to the right of the red bullet and enter your information. For indentation, hit the space bar 5 times.
The text that you enter should be in black, “ARIAL” font size:14
Enter your 3 greatest STRENGTHS, such as:
years in business
ties to the community resulting in maximum exposure
education
multiple languages
your team’s combined years of experience
Or, describe in a few brief points who you are.
Harry Smith

19. Accomplishments: • Harry Smith
Again, one line at a time click to the right of the red bullet and enter your information. For indentation, hit the space bar 5 times.
The text that you enter should be in black, “ARIAL” font size:14
Enter your 3 top ACCOMPLISHMENTS, such as:
number of properties sold over the last 12 months
the sale price achieved equal to or greater than the listing price
how many properties listed do you sell
award status
Harry Smith

20. A little bit more… • Harry Smith
Again, one line at a time click to the right of the red bullet and enter your information. For indentation, hit the space bar 5 times.
The text that you enter should be in black, “ARIAL” font size:14
What makes you DIFFERENT from any other Realtor?
Think from your client’s perspective what will they value about you that is uniquely you. Or, if you have a personal mission statement enter it on this Slide with or without bullets.
Harry Smith

21. Testimonials • Harry Smith
And once again, one line at a time click to the right of the red bullet and enter your information. For indentation, hit the space bar 5 times.
The text that you enter should be in black, “ARIAL” font size:14
Write two or three of your best TESTIMONIALS ever received.
You may want to paraphrase these testimonials and provide print versions for your clients to read.
Harry Smith

22. • we are 100% Canadian owned • we have been in business since 1983
About Sutton Group:
The strength of Sutton Group as a national company enhances your reputation as a Realtor.
Use the recognition of Sutton to your advantage.
Convey this advantage for your client as well.
Sutton is a national Real Estate company with over 190 offices across the country.
• we are 100% Canadian owned
• we have been in business since 1983
• today, we have grown to more than 8,300 salespeople
Harry Smith

23. Sutton is working for you:
The strength and recognition of the Sutton brand offers you:
A commitment to a high level of service is required from every Sutton Real Estate Agent.
The strength of the Sutton brand attracts Buyers.
Sutton is an industry leader in technology, providing your Agent with efficient internet delivery systems: •
4. A source of potential Buyers is available through the Sutton Referral Directory.
• Comprehensive listing of all Sutton salespeople
Excellent advertising exposure.
Convey to your client that Sutton provides them with a benefit both directly and indirectly through recognition, technology, support, networking and exposure.
Again, leverage the name and notoriety of Sutton to your benefit.
Harry Smith

24. My Sutton office:
The strength and recognition of the my local Sutton office offers you: 1. 2. 3.
Here you can speak to the prominence and success of your local Sutton Office and explain how your Sutton office helps or supports the sale of your clients’ sale.
Harry Smith

25. The Listing Agreement
A Listing Agreement is a contract provided by our local Real Estate Board that enables you to hire me as your Realtor.
The Listing Agreement describes the responsibilities of each party as well as the terms of the relationship.
As a Sutton Realtor, I believe in the highest quality of service. Your satisfaction is paramount.
Go over this slide before providing your client with the Listing Agreement.
Therefore, the agreement can be viewed with comfort and without fear or hesitation.
We suggest that you take out and present the Listing Agreement NOW to your client before you go to the final slide of this presentation. Complete the Listing opportunity successfully!
Harry Smith

26. Thank you again, Mr. and Mrs. WHITE,
HARRY SMITH
Sutton Group – City Office
TEL: (403)
FAX: (403)
I look forward to working with you.
Place
YOUR PHOTO
here
Congratulations for completing your Listing Presentation. Sutton Group wishes you great success.
Follow the same instruction as for Slide #5 for your photo.
Have the Listing Agreement ready and ask to sign it NOW.
Be prepared to over come common closing challenges:
1. We’ll think about it…
2. Will you reduce your commission?
3. We have other Realtors to interview.
Harry Smith