Coaching Corner: Structuring your listing consultation
By "Coach" Marilou Butcher Roth
There is no doubt in my mind that the majority of you already have a system in place for your listing consultations. However, for those of you who do not, you may find this helpful. This particular structure came about several years ago when I had the idea that I wanted to create some structure for myself so that I might easily remember to stay on track during my listing consultations. After teaching a CE class on "Listing Consultations" on Wednesday, I realized this was still beneficial for those of us to tend to be easily distracted! Although I prefer this particular order, you may find you are more effective with another order. So, here you go:
- PROPERTY -- Walk through the property with your prospective sellers. Let them show you updates they have made. If there is something that you feel needs tending to, you can point that out, make notes on it and review it when you sit down. This is also the time to notice and discuss any item that may not be staying with the property.
- PRICE -- Yep! I say jump right in! This is what they most want to discuss, so just do it! Go over your comps and other related information with them. You may want to use a Net Sheet -- I feel these are often overlooked but very important.
- PROBABLE BUYER -- This is your marketing discussion. Have a conversation about who the most probable buyer might be. This might be more than one target group. In explaining how the listing will be marketed, you also want to make sure the information is pointed to the groups of probable buyers that you and your seller identify.
- PAPERWORK -- Go through your necessary paperwork.
- PREPARING THE SELLER -- Talk to your seller about what to expect -- this discussion can cover a lot of ground.
Obviously, there is much more that happens on a listing consultation, and using the 5 P's, you will keep yourself on track with the conversations that need to happen. Hope you find this helpful!
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
