Coach Michael was asked to explain the 44-point real estate listing presentation checklist and how YOU can implement it into your business and achieve success in your listing appointments!
The 44-point real estate listing checklist is not only important, it is critical to YOUR success! This checklist gives you everything you need all in one place, so you are ready for the listing appointment in under 15 minutes. It also gives your staff the information they need to complete their job easily and effectively. This checklist can save you time AND money!
How do I use the 44-point listing presentation checklist?
There is no magic formula that can make every real estate agent ace a listing appointment, but having this checklist and knowing how to use it properly will help you close more listings.
The top right column is for your staff to fill out – or if you are a lone ranger, for you to fill out yourself. It is there so you will have all the information on the seller and agent later on when you need to enter your notes.
The top left column is intentionally left blank. It is there so you can print out the seller’s information directly from your CRM onto your checklist. This eliminates the bad handwriting factor or its getting lost on your way to an appointment.
The first thing to fill out when you arrive is the far right column. You need to know immediately if the home is a short sale.
Why do I need 44 points?
Not everyone will have 44 points on their checklist; over time you will adapt the checklist to what you do and don’t want and need in your market.
Things you need for your CRM:
- Cell Phone of Mr. & Mrs. Seller
- Birthdays
- Anniversary
- Emails
You want to have these things in your CRM so you can interact with your clients on a personal level in the future. You want to be able to contact them on all levels and to send them an invitation to your client events.
Taking notes during the entire appointment is crucial for your office staff. They need to know what went on during the appointment so they can do their job efficiently.
There is a place for restrictions and marketing remarks at the bottom, along with a place for top price, price after 30 days, and price after 90 days. In the full tutorial video above, you will learn what these mean and how they could save you headaches and money in the future.
Wise agents understand that the best way to get a listing is to have a conversation rather than to make a presentation – think of this checklist as an Appointment Checklist, if that helps you get in the zone.
Michael Hellickson recommends that you carry one red-ink pen with you while on the listing appointment, so you can make changes to the checklist at the appointment.
Every market is different, which is why we encourage you to download this checklist and personalize it.
In the 37-Minute Guaranteed Listing Presentation Kit, you’ll learn specific details on how to shave time off the appointment while increasing client satisfaction and your presentation-to-listing ratio!
Important Conversations with Mr./Mrs. Seller
- Included Items (e.g., refrigerator)
- Leased Fixtures (e.g., security system)
- Updates and how often
- Dogs/Cats/Pets
Having these conversations with the seller sets proper expectations, allowing you to under-promise and over-deliver. These conversations are important and ensure there are no surprises. Furthermore, when the focus is on educating the seller rather than on telling them how terrific you are, they naturally see you as an authority as opposed to a typical real estate agent.
Asking the seller when they would like updates sets the proper communication expectations. This in turn keeps the client happy and ready to refer you.
When the house is shown, there should be no sign that a pet lives there, if one does. Some people are not fond of pets, and that could potentially ruin an otherwise potential sale.
I like the video a lot more since it adds your dynamic personality
Thanks Ron! I really appreciate the feedback! We’ll do our best to include more videos going forward! 🙂
As to the “dynamic personality”, thank you for that as well! You’ve always been one of the real estate agents I have had the most respect for.
You really are a CLASS ACT!! 🙂
I’m absolutely BLOWN AWAY at the over 3,000 hits we had on this post within 2 hours of it coming out! THANK YOU to everyone who read, watched, and shared it!!!
Please, feel free to post questions and feedback here. We’d live to hear from you!