Pre-Listing Visit (Optional but Powerful)
Stop by 24–48 hours before the formal presentation to tour the home, take notes, and gather seller hot-buttons. Your CMA and pitch are then customized — not canned.
Presentation Flow
- Build rapport — listen first, talk less.
- Discover seller's goals and motivation.
- Walk through CMA and pricing strategy.
- Present marketing plan with proof points.
- Discuss commission and net sheet.
- Ask for the listing — and the signature.
Tools
iPad-based presentation, printed leave-behind packet, sample marketing materials, and signed listing agreement ready to go.
Action Items
- Refresh your CMA template.
- Rehearse the full presentation out loud this week.