¶ Real Estate Listing Presentation and Preparation
Hello and welcome to the Real Estate Scripts Podcast , the show that helps you know what to say when you're talking to buyers and sellers so that you can close more deals and earn more money . I'm Darren Tunstall , a Real Estate Professional Coach and No.1 bestselling author . Let's get into this .
Before we begin today's episode , I want to clarify some important points . I am a licensed Real Estate agent and my DRE number is 018-53445 . It's crucial to note that this podcast operates independently of my affiliation with Keller Williams Realty and any realtor associations .
My primary goal with this podcast is to provide you , our listeners , with valuable information , insights and practical tools . As a reminder , the purpose of Scripts and Dialogs is to come , learn , practice and be prepared to fail forward . This is where we make mistakes and help each other out , but we're mostly interested in seeing how we can get better .
First we read through the script word for word and then we go back and put it into our own natural tone , style and phrasing . You won't know what to say until you go through the script . With that said , many people will say that's not how I sound , and I totally get it . That's not how you sound .
That is the reason why we practice every day , so that the script becomes you and , in your own voice , read it word for word first , then go back and put it into your own natural tone , style and phrasing and I think it'll work out . This is the quick listing presentation . There are five steps in this .
There are steps within each step and essentially it's just really easy . You are going to be a homeowner and Emily is going to approach you about potentially selling your house . Typically , we stay more on the positive side because we want your mindset to be positive going into it . You could push back a little bit , but not too much .
Let her win here and there . Then at the same time , she'll walk you through the whole presentation . There are time for objections where we really push back , but that's not today . Whenever you're ready to get started , emily , let's do it .
Okay .
All right , I've sent my presentation prior to the meeting . Ring ring .
Hi , good morning . This is Brooke Phipps .
Hi Brooke . It's Emily Zimmerman from Killer Williams Realty . How are you doing today ?
I'm great . How are you ?
Good . I'm looking forward to a firmer meeting later for later today at four o'clock . I'm looking forward to sitting down with you and going over what I can do to sell your home and get you to Nebraska .
Nebraska is great this time of year . I got that back to my calendar and I'm ready for a meeting .
Awesome . I'll see you later today , great . Thank you Knock knock .
Hi , Good afternoon Hi Brooke .
Thanks for having me over . You have a beautiful home . I can't wait to see it . I just want to thank you for the opportunity to meet with you and help you sell your home , so you can get this mood going .
Great , please come in .
Okay , if you could just show me around the house a little bit .
Of course . So you can see , here we have our spacious living room , over here is the kitchen and down the hall are the bedrooms no-transcript .
Nice , I like it . I love your backyard too . It looks like you have a lot of maybe some parties or entertaining going on with the way you have it set up Looks nice .
It's a great hosting party , especially with this deep bed . It's very safe .
Awesome . Well , let's go down . Let's sit down over here , if you don't mind , and we can go over all the listing paperwork . I did send it to you . Did you have a chance to look it over ?
I did . I quickly browsed it before our meeting .
Did you have any questions so ?
far Not at the moment , but I might later on in this meeting .
And that's totally fine . Let's go over it step by step right now , see , because I want to make sure you have a total understanding of everything that we do . Okay , so we'll go step by step and , as we go , just ask any questions if you're not sure what they mean .
Okay , Great , thank you .
I also brought a comparative market analysis which is a list of recent home sales in your area within one mile , so we can kind of narrow down a good place to find a price to list your home at .
Of course it's totally up to you , but I kind of go by what sold recently and that kind of dictates what's a good place for you to start and we look at the homes and kind of compare them to yours . You know you have some updates and some upgrades so that might push the price a little higher .
There's a couple of homes on here that are bigger than yours , so that kind of compensates for that , If you know what I mean .
I do , yes , but what the further updates and renovations that I've done in my home ? I do believe that my house would be held to a higher value .
Absolutely .
A little higher .
Okay , well , let's go over that and let me just talk to you a little bit about what I can do in my team to get your home sold for the most amount of money at the end of the day and the least amount of time so you can get moving . Okay , have you already found a home in Nebraska ?
Currently I am looking . I have my options down to two homes .
Oh , okay , so you're working with an agent out there already ? I am , yes , okay , awesome . Well , if that doesn't work out , I know I have a friend out there . Actually , I know a couple of agents out there who could help you if you haven't . You know if you need some help with that , but sounds like you're in good hands .
Well , for further transactions or for any references to friends , I would love to take their information down .
Awesome . So let me tell you what we're going to do . First of all , I'm going to schedule your professional photographs . So I have a great photography company that I work with . They do videos , they do aerial shots , they do everything you know and it looks so nice .
And then we'll go through and choose the photographs that we want to post on social media and the multiple listing service once we activate the home . Okay , I'm going to schedule them for Tuesday . How does that sound ?
Tuesday I am not available in the morning , but anytime after 1pm it would work for me .
Okay , that should work . They usually like to come the earlier the better , but just because of the way the light comes through your house , we want to capture you know , maybe get the work around my schedule then to accommodate . Yeah , okay , so let me get with them and we'll figure something out , but let's try and get it done on Monday or Tuesday .
Then , once we have everything ready to go , we'll activate your home for sale on the multiple listing service and that'll filter out to all the other platforms like Zillow and Redfin and , you know , other people can see it all over .
Okay , I'm going to get some postcards made , so those will go out to probably about 250 homes in your neighborhood , so all your neighbors are in all your homes for sale and will use those beautiful photographs that we have to really make it pop .
I'm going to call agents that I have in my database to let them know , because there's quite a few buyers out there and not a whole lot of homes for sale , so I have a good feeling that your home is going to go quickly .
I'm going to also call some of my buyers that I'm working with and that my team is working with , and then we'll get the for sale sign and sold , probably on Wednesday . Does that sound okay ?
Yeah , that works for me . One question Is there any prepping that I need to do to get my house staged for the photo shoot ?
Yeah , actually I was going to go over that in just a moment . You should put away like personal items before . We do the photographs like pictures . We want to make it look inviting , so when people look at the pictures they can imagine themselves living there .
So take away the personal stuff and maybe minimal furniture if you can , maybe , because if you're already close to finding a home in Nebraska , maybe start putting some stuff in the garage , getting it ready to pack , if you have space in there . If you need any help with a moving company , I can help you with that as well . They have boxes .
They do everything .
Is my dog able to stay in the house ?
What do you mean when they do the pictures ? Yes , it depends on your dog . If he's friendly , it shouldn't be a problem if he doesn't get in the way .
Yeah , great , thank you .
I'll let them know , though , that you have a dog , just so I don't want them to get out .
Yes , that would be good .
Yeah , it would be hard to find somewhere to put him on Tuesday .
Yeah , it shouldn't be a problem . I can be here too . If you can't be here , I can definitely meet them here . If you're tied up with something , okay .
I will definitely look at my schedule and update you as soon as I can .
Okay , how do you feel about scheduling some open houses next weekend after we get your home activated on the multiple listing service ?
Next weekend would work for me . I can just take the family out while this is going on .
Okay , I was thinking maybe 11 to 3 on Saturday and Sunday . Is that work ?
11 . Yeah , 11 works for me , okay .
Until 3 o'clock . That's not too long . No , okay , perfect , I can put the dog in the yard or the garage , or you can take the dog , we'll go to the .
Okay , I just want to make sure that nobody Because when you have people coming to an open house they kind of aren't thinking in terms of making sure the pets are okay , yeah , plus , they get nervous with strangers in their house . Okay , so we'll get that scheduled . I'll promote that on social media .
I'll add that to the postcards that I'm sending out that we're doing the open houses on Saturday and Sunday . I'm also going to go around on Friday and just knock on some doors in your neighborhood and let them know and personally invite the neighbors over . I usually like to do the first hour for neighbors .
We can also add the listing to showing time , which is a platform for other real estate professionals to use to schedule showings outside of the open house , and you'll get alerted if somebody wants to come and see it . And what we ask is that you do leave the home and we can arrange it .
So there's like a two hour notice they have to put in before they can come see it . So you have plenty of time to get out of the house . If you're here or have somebody come take care of the dog , Of course we'll let them know there's a dog on the property . Does that sound like something you'd be interested in doing ?
Yes , the more advertising , the better .
I think so . I would love to get more of them .
Absolutely See as possible .
Okay , so we'll do that and I'll show you how it works as we get into it a little bit more . I'm going to do a lot of social media marketing too . I use Instagram , facebook , usually for the open houses . I'll activate like an event for to invite people to the open house .
All right , so if we could get the listing paperwork signed , here's a pen , great , and then we can get started . Does that sound good ?
Yeah , it does . I have one more question . I'm not able to leave the home when I receive the report .
When people request the showing yes , then you just deny it . Okay , yeah , you can do that , because we can time block the schedule of when you'd be available to make appointments , and if it doesn't work for you then you can just deny it and they can schedule another time .
Perfect , I just wanted to make sure it was in my computer .
Yeah , yeah , yeah , yeah . So it's a convenient tool and it's really tailored to work for your convenience and your schedule . But it is helpful to have , so what people can come with their agent and their agent will always be there because we're going to have a lockbox installed so only an agent can access your home with the key inside .
Okay , awesome , all right , so the lockbox will get installed on Wednesday as well , when the signed people come . I'm just wondering would you be open to getting a pre-inspection on your home done ? What does that entail ? What it is is a home inspector comes out . They kind of do . It's kind of like when you buy a home and you get an inspection .
But a pre-inspection when you're selling is something good to know . That way , if there's any issues with the home , you can get them addressed or you'll be aware when a seller makes an offer because they're getting their inspection and you won't have any surprises pop up . Okay .
So a pre-inspection is not mandatory , correct ?
It's not mandatory , no , but it's a good idea . You know , it's totally up to you .
It's a general contractor so I can go ahead and have him just do a pre-inspection , like kind of just I have a couple of people that I work with too .
Okay If you want to reach out to them . And they all have . They're basically the same around the same pricing , but some are more detailed than others ,
¶ Real Estate Offer Scheduling and Review
let's see . So we've got photography scheduled on Tuesday , signed on Wednesday , active on Thursday , open houses this weekend and then after the open house we should probably figure out a time we want to review offers , because I'm sure you're going to get a lot of offers coming in .
I was thinking maybe Tuesday afternoon around four o'clock , Tuesday afternoon would be perfect . Okay , perfect , okay , awesome , all right . So thank you for getting this signed . I'll get you copies of everything and I will follow up with you in a couple days . I'll meet the photographers out here on Tuesday and we're good to go .
Great , thank you , I appreciate it Any more questions , Brooke .
Thank you .
No , you answered all my questions , sweet .
All right and reach out if you you know , if there's something comes up and you need to ask me something , okay .
I will thank you All right , thanks , Brooke , have a great day . Thanks you too , bye , bye , you're muted .
I just realized that . Cool , so we're back , everybody be back within a minute or less .
But I just want to clarify one thing on the pre-inspection is even though you might know a general contractor , what we're really after is a report that is done by a licensed inspection company , because then we can turn around and use that report , upload it to documents and then have buyers who are considering making a new contract so we're considering making an
offer or sign off on that , that they've seen that , and then now that way you have a documented , you know piece of paperwork with your clients that that they know everything about it , and then the buyers are signing off on everything and also buyers just so that you're aware can also choose in the future , should they want to use that same pre-inspection report ,
to use that as well .
So I appreciate the clarification .
Yep , yep , no , is Luda coming back ? She's coming back , she's up to go . Where's she at ? Where's Luda ?
She had to run to a meeting .
She had to run to a meeting , okay .
So I just want to point out that I love having people who are brand new , because they come from a completely different perspective and they ask questions that are that we don't hear all the time , because sometimes , when you're practicing with the same person or if you just get used to that person every once in a while , so I just think , as a homeowner , as a
home seller , brooke , you did an amazing job and I think it caused Emily to think here and there a little bit like okay , I haven't heard that question yet , so let me answer . And she did an amazing job at answering it too .
So you was amazing .
That was cute . Awesome . Well , thank you for saying that . Anybody . What ? How did it go for everyone else ? Stephanie Brand , debbie .
Brand did an awesome job . I was getting nervous towards the end that he wasn't going to have me sign the listing agreement because he was telling me that he was going to take a meeting with me right before I was going to list it . And then , at the you know he did , at the end he , you know , asked for me to sign the listing agreement .
So , yeah , he did a great job , thank you .
Cool . Good Stephanie , how did it go with you and Luda ?
It was good we actually moved ahead and did the Tuesday and Wednesday scripts I just got she's not usually present on those days , I guess either and they went well .
Perfect , that's awesome .
Well , good , and you know that's the goal to be able to just log in and choose anything that you want ultimately and I completely forgot to tell everybody in the very beginning until Emily brought it up but we do also have the quick listing script as well , and so I'm glad you brought that up because I'm going to add that to that page as well , so all those
resources will be there . Is there anything else to add or anybody think that anything should be changed in any way to this script ?
No .
No .
Oh , I had a question about the seller interview sheet number 10 , question 10 . I'm not really sure what it's asking for . It says do you have any corporate assistance ? We can help you with some questions you may want to ask about your package . Have you already received the package ?
Anybody want to take that on ?
no-transcript . A lot of corporate companies will pay for the move . So like , for instance , I work for Hyatt right and we had somebody move down from Seattle . Hyatt paid for the whole move of these people . So they're giving them all the money . They pay for the mover , they pay for everything , they pay for their stay , they pay for their travel down here .
If there's things that aren't included , I guess you might have a moving company in mind that could help . Or maybe , if they don't have a corporate assistance , you have a company in mind that can help them and you can refer that out . Does that make sense ? Yeah , that's how I interpreted .
Really what you're getting at is the corporation , is the business going to pay for their move and sometimes you'll have to know that , because when you're doing relocation you wanna understand how the money is being paid to you as well and is there a paperwork that you have to file with the company in order to be their realtor ?
Because if you're not on file already , you might have to be on file to do business with them . And then and I'll give you an example like I helped somebody from Las Vegas to Texas and they had a relocation package for the employee , and in this case I was just a referral agent because I'm obviously over here in California , but I had referred it .
And when I referred that seller slash buyer , because they were selling in Las Vegas , buying in Texas the agent that I had referred originally did not wanna do the deal .
Or did not do the deal because she found out later on that the relocation company or the corporation was using part of the agent's commission in order to call it the money that they were providing to the home owner . So she's like I'm only getting , at the end of the day , after all , expenses like 30% . Then it just doesn't make sense to me to do that .
I'd rather go out and spend my time working on new business . So just understanding how things are paid as far as earning commission . Also , if you're going to do the deal , how do you get on their list of realtors to work with so that you do get paid later on as well ? It's just nice to know who you're working with in general .
¶ Feedback and Conclusion
Okay , anything else ? Anybody ? Brooke , what'd you think ?
I think this is a really great skill to learn . Honestly and showing up every day will just further enhance my communication skills . I like it a lot .
We're gonna turn that on to- .
I'm sorry I didn't have time for you to go through it .
No , it was honestly great just listening on how you were approaching my questions and just the whole process .
Awesome . That's exciting to hear . All right . Well , other than that , we are finished for today . We typically just like to keep this within 30 minutes or less . All right , so that's the script . I hope that you found it useful . Just head over to realstatescriptspracticecom for more resources and downloads .
This podcast is for the purpose of education only and it does not make any guarantees . We suggest you seek out the help of your broker , coach , mentor , CPA or attorney . Brought to you by Darren Tunsell , California , DRE number 018-53445 .