To create the complete listing consultation, there are many ways to generate leads. It is best to find one or two ways that work well for you and focus on those. The key to lead generating to is BE CONSISTENT. In order for it to work, you have to stick with it.

Here are a few ways to generate listing leads:

• Calling FSBO’s
• Go door knocking – If you’re hosting an open house in the neighborhood, go talk to the neighbors and invite them 
• Circle Prospecting – Call the neighbors to see if they might know someone who would be interested in living in the neighborhood
• Ask your Sphere of Influence (SOI) – Tell everyone you know that you are in real estate and that you’d love an opportunity to help them. If they aren’t in need of real estate help, they might know someone who is

Once you’ve found a lead that is looking to sell their home, you need to prepare for a Listing Appointment. 

Prepare for Listing Appointment

The Listing Appointment is the time where you present information and showcase your skills and knowledge. Showcase to the seller that you are an expert in the area which in turn, increases the chances of the seller hiring you. Understanding the market in the area Included in your research is a search in MLS to find out the number of days on market and the average sale to list price ratio, along with the number of sold and active homes. When it comes to pricing, you’ll need to go deeper by running a CMA. Check out our blog post on creating a CMA!

Include in the presentation folder:

• Comps
• List of questions you’re going to be asking
• Handout with checklist of what they can expect when listing their home with you (photography, staging info, etc)
• A suggestion/range on what you think they home could sell for (remember to always have the data to back it up)
• Get creative and have fun with it! Ask them how they are feeling about the move, ask them what the proceeds of the home would do for them, ask them how someone ‘wins’ with them so you can be sure to get a great review after you sell them home. 

Selling a home can be stressful so be proactive and ask questions. The more you know, the better you can help them navigate the situation and make the experience a positive one for them. If you’d like more tips and tricks for Listing Appointments, we’d love to help you.