1. Note: This template was designed as a starting point to help you create a slide deck for a panel on listing appointments. Panel organizers and/or the moderator and panelists should customize the content to reflect the specific ideas and samples that will be discussed during the presentation. *Insert your CRS State Logo on the title slide, if desired.

2. INSERT LISTING APPOINTMENT PROGRAM TITLE HERE INSERT DATE AND LOCATION

3. Meet our moderator … INSERT BIO SUCH AS: CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Moderator Name Name of Company City, State Add a picture here!

4. Meet our presenters … Presenter Name Name of Company City, State INSERT BIO SUCH AS: CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Add a picture here!

5. Meet our presenters … Presenter Name Name of Company City, State INSERT BIO SUCH AS: CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Add a picture here!

6. Meet our presenters … Presenter Name Name of Company City, State INSERT BIO SUCH AS: CRS, ___, ___ Worked as REALTOR® __ years Another personal stat Company Name Contact Information Add a picture here!

7. What’s Your Point of Difference on Listing Appointments? Panelist #1: _______________________________________ ____ Panelist #2: _______________________________________ ____ Panelist #3: _______________________________________ ____

8. Tell us … [question for all panelists] What’s your success rate with listing presentations? How many appointments do you go on in a year?

9. Preparation Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Preparation talking points might include pre-listing packets, seller intake surveys, and any CMA/market research done before the appointment. Materials provided by panelists to augment the discussion on preparation could include a sample intake survey or materials from a pre-listing packet, such as a “How to Get Your House Ready to Sell” sheet.]

10. Seller Intake Survey

11. Sample Materials for a Pre-Listing Packet

12. Sample Materials for a Pre-Listing Packet (cont.)

13. 70% of sellers only contact one agent before selecting that agent to list their home. So, if you’ve got the appointment, you have a 70% chance of getting the listing.

14. Tell us … [question for all panelists] What’s the biggest mistake you see agents making regarding listing presentations?

15. Presentation Talking point #1 Talking point #2 Talking point #3 Talking point #4 [Note: Based on conversations with panelists, Presentation talking points might include appointment location and length; panelists’ preference for doing the appointment alone or with a team member(s), materials they bring, technologies they use for their presentation, and their approach to the home tour. Panelists materials could include sample slides from their listing presentation, forms used to take notes during home tour, etc.]

16. Tell us … [questions for all panelists] How have you tweaked your listing preparation and presentation process over the years? What techniques have been most successful for you?

17. Pricing Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Pricing talking points might include timing, i.e., when to bring it up, how to approach it—charts, analogies, etc., and how/when/whether to tackle the subject of price reductions. Panelist materials could include sample diagrams used to explain price/position in the market, a sample price reduction schedule, sample scripts to explain pricing strategies, etc.]

18. Sample Pricing Guide

19. Sample Pricing Scripts

20. The trouble with Zestimates … Nationwide, Zestimates have an 8.3% median error rate. That translates to a $______ [.083 X area median home price] disparity on a $_______ [area median home price]. Even worse, localized median error rates can far exceed the 8.3% average.

21. Questions Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Questions talking points might include common seller questions for the agent (such as commission negotiation) and how to field them, as well as important questions for the agent to ask the seller. Panelist materials could include a sample question checklist of items to ask the seller about, or a sample script with agent responses to common seller questions.]

22. Technology Challenges The new app Square Feet would allow sellers to list their home themselves and pay a mere 1% commission.

23. Warning Signs Talking point #1 Talking point #2 Talking point #3 [Note: Based on conversations with panelists, Warning Signs talking points might include red flags that a seller is difficult to work with, how to recognize when turning down a listing is in the agent’s best interest, and how to turn down listings politely. Panelist materials could include sample scripts to decline a listing without ruffling feathers.]

24. Thank you!

25. Note: The following slides are about CRS and the benefits of being a member and pursuing designation. Include your personal story about CRS and why you wanted to be a member. Add to or edit these slides as needed.

26. ABOUT CRS The Council of Residential Specialists (CRS) is the largest affiliate of the National Association of REALTORS®. CRS is a community of more than 31,000 members who represent the top residential REALTORS® in the industry. The Council also awards the prestigious CRS Designation to experienced REALTORS® who have completed advanced professional training and demonstrated outstanding professional achievement in residential real estate. Our goal is to help our members succeed by offering high quality and timely education, networking, practitioner-developed tools, coaching and mentoring.

27. WHY YOU SHOULD JOIN CRS High-quality, timely education Cutting edge news and resources Community of successful, like-minded peers Recognition within the REALTOR® community and among consumers Referrals, referrals, referrals!

28. BECOME RECOGNIZED AS A TOP AGENT CRS Members can earn the Certified Residential Specialist® (CRS) Designation - the most recognized and prestigious professional designation for agents who meet specific experience, education and production requirements. CRS Members are among the most successful, high-producing agents and have years of experience in the business.

29. CRS Designees are more successful than the average REALTOR®, averaging 3 times the amount of gross sales, with twice as many transactions and twice the income. The TOP 3% of REALTORS® are CRS Designees.

30. JOIN CRS TODAY CRS agents understand what it takes to succeed in the industry. CRS agents are the ones you want to know. CRS agents are the ones you want to refer to and receive referrals from. YOU can be a CRS agent. WWW.CRS.COM/JOIN

31. FIND CRS ON THESE SOCIAL MEDIA SITES: Twitter.com/CRSConnect Facebook.com/CRSConnect Plus.google.com/+crsdesignation Linkedin.com/groups?gid=39291