Win Listings Ah-Ha Strategies

PreListing Appointment Package

How To WiN Listings - Less Blah-Blah More Ah-Ha super simple listing appointment
strategies.

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By Ken Brand 832-797-1779

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Listing Checklist
Pre-listing
1. Pre-listing letter I Show % of Expirations vs. Board
I Prepare letter I Show Days on Market vs. Board
2. Testimonials and references 4. Education
I List of satisfied past clients I Education courses and certificates
I List of transaction sides I Professional designations, credentials (GRI,CRS,LTG,etc.)
I Testimonial letters 5. Listing sequence
I Letter from broker I Preparation
I Articles that support your points I Initial meeting
3. Productivity I Determine motivation
I Production I Present marketing plan
I Tenure I Seller selects a real estate agent
I Show % of Sale Price you receive I Establish price only after they have selected an agent

Listing
1. Company information and capability 8. (USP) Unique selling proposition, services
I History I Mortgage banking
I Company size, offices, number of agents I Relocation affiliation
I Market share I Title insurance
I Sales map showing geographic strength I Home warranty
I Company % of Sale Price you receive I Builder affiliate
I Company % of Expirations vs. Board I Distinctive Homes Division
I Company Days on Market vs. Board I Guaranteed sale plan
I Unique factors: net gain over competition I Closing services
2. Service assurance money-back guarantee 9. Technology
I Points of service that we guarantee I Website; search by convenient parameters (show on laptop)
I You don’t even pay me unless I do my job to your I Voice mail and pager combination
satisfaction I Fax back info number
I Cancellation clause subject to performance I Computer database of clients and inquiries
3. Selling skills 10. Servicing and preparation
I Availability: Website, HomeSource, Pager,Voice mail, E-mail I Full disclosure
I Exposure vs. Response to that exposure I Fair housing responsibility
I Ability to convert suspects to prospects through questioning I Agency
I Prequalification of buyers I For Sale sign
4. Marketing materials I Multiple Listing Service
I Sample feature sheet, open house info sheet, and/or ad I Tour (schedule, benefits)
I Actual feature sheets prepared for this home I Open house (privacy, schedule)
I Area profile I Showings (privacy, silence, lock box)
I Information boxes I Communication (weekly, status)
I List/Sold cards I Progress report (showings, comments)
I Personal brochures I Market position update
I Company brochures I Price adjustment
5. Communication I Condition, marketing improvements
I Follow up feedback on showings I Quick sale potential
I Progress reports I Contract presentation and negotiation
I “When would you like us to call?” 11. Marketing
6. Relocation services I Promote team effort
I Affiliation with national networks I Ad policy and suggested copy
I Distribution of property information
7. Target marketing plan I Tour and meetings
I Describe the prospective purchaser: Age, marital status, I Neighbors (tell 20 surrounding neighbors)
family situation, occupation, income, PITI, equity, savings, I Current prospects
present home, present equity, financing, interests I Sphere of influence
I Tailor a plan to reach that customer: Medium, mailing lists I Co-op sales associates
and mailings, special interest journals, neighborhoods, I Special interest (plane, boat, racing, horses)
present prospects, networking, ad headlines, open houses, I Lower priced homes/apartments
advertising, personal networking system, databases of I Special flyers, photo brochures
demographics, website, personal database coded by price I Local businesses and organizations
range, broker open houses to agents in that price range, photo
classifieds, corporate-type magazines
I Relocation services 51
© 2003 Reprint Permission Granted by David Knox Productions, Inc. (800)822-4221 • www.davidknox.com

Tuesday, December 11, 12

Q: What commission do you charge?
Answer: Our Marketing Fee is 3%. This fee includes massive broadcast
internet marketing, targeted advertising, and all the selling services required to
get your property SOLD for Top Dollar and in a time frame that works best for
you. We manage, coordinate and orchestrate the entire process from day one
through a successful and trouble free closing.

When we advertise your property in the Multiple Listing Service, we will be
competing with sellers who are offering agents working with qualified buyers a
3% commission…we will also compete with New Home Builders who pay a 3%
commission as well as the occasional bonus. We recommend that our selling
clients offer a 3% selling commission as well.

Of course, we only get paid for a successful outcome…there are no upfront fees
and we offer a guarantee.

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This% packet% includes% the% residen1al% contract,% addenda,% no1ces% and% disclosures% that% a%
buyer% will% use% when% submi8ng% their% oﬀer% to% purchase% a% pre;owned% property.% % Please %
review% these% documents% and% highlight% any% paragraphs% that% you% have% ques1ons% or %
concerns%about.%%I%will%be%happy%to%explain%all%of%the%paperwork%and%answer%any%and%all %
of%your%ques1ons.%

Ken$Brand$
9000%Forest%Crossing%|%The%Woodlands,%TX%77381%
Cell:%%832;797;1779%
Web:%www.BrandCandid.com%

Lis1ng%Agreement
%
This%packet%includes%the%residen1al%Lis1ng%Agreement,%addenda,%no1ces%and%disclosures %
that% are% used% when% lis1ng% a% property% for% sale.% % Please% review% these% documents% and%
highlight%any%paragraphs%that%you%have%ques1ons%or%concerns%about.% %I%will%be%happy%to %
explain%all%of%the%paperwork%and%answer%any%and%all%of%your%ques1ons.%

Ken$Brand$
Cell:%%832;797;1779%

Residen1al%Service%Agreement
%
This%packet%includes%Residen1al%Service%Agreements%that%are%available%to%a%Seller%or%Buyer. %
A% residen1al% service% contract% is% an% agreement% whereby% the% residen1al% service% company%
may,%under%certain%condi1ons,%repair%or%replace%the%appliances,%plumbing,%hea1ng,%cooling %
or%other%systems,% %The%purchase%of%a%residen1al%service%agreement%is%op1onal,%but%highly %
recommended.%%I%will%be%happy%to%discuss%these%op1ons%with%our%at%any%1me.%

Ken$Brand$
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Mortgage%Informa1on%

Ken$Brand$
Cell:%%832;797;1779%

Ken$Brand$
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Activity 19
Create 3 Pre-Listing Appointment Packets
When a listing opportunity presents itself, you will want to begin building value
and promoting your excellence with the seller immediately. Your goal is to make
a powerful, positive impression and build value before you even meet with your
prospective seller for the formal appointment/presentation.

We enhance our opportunities, value and image by delivering to the seller a Pre-
Listing Promotional Packet. For this assignment you will want to put together
three packets.

If we wait for the moment when everything,
absolutely everything is ready, we shall never begin.
Ivan Turgenev
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“One Step” Listing Appointment
1. Knock on the door, step back and smile.
2. Introduce yourself.
3. Lead them to the kitchen table.
4. Build rapport.
5. Use the lead in “Dialogue”

MR & Mrs. XXX, before we begin I would like to take just a couple of minutes to
explain how I work? Is that OK?
Great, I appreciate your invitation to present you with my Marketing Proposal and the
Competitive Market Analysis.
First, I’d like to ask a few questions so that I can better understand your expectations.
This will allow me to do a better job of serving you and insure that I discuss the issues
that are the most important to you.
Then, I’d like for you to tour me through the property the way you’d like me to show it to
prospective purchasers, show me everything that attracted you to the house when you
bought it, all the major improvements you’ve made, enhancements you’ve made for
your own enjoyment and what you feel would attract a qualified buyer today.

Next, I know the one thing you’re probably most anxious to discuss is current market
conditions, the Competitive Market Analysis and choosing a competitive market price
for your property. Having the best marketing plan can positively effect the selling price,
how long it takes to sell and ultimately your net proceeds. With your permission I would
like to quickly share my marketing plans with you, then we can take a look at the
Competitive Market Analysis data. This will give you all the information you need to
select a competitive price that will meet your goals. After we have established a
marketing price, I’ll calculate your Estimated Net Proceeds so you will know
approximately how much you will receive at the closing table.

And last I’ll explain all the forms and answer any questions…. that way we’ll be in a
position to make a mutual decision. I’ll ask you yes or no, either way we’ll be finished,
fair enough?

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Presenting the CMA
M/M_____, before we get into the numbers let me briefly explain the logic
behind this CMA research and see if you agree with our methods.
Experience has shown us that Qualified Home Buyers comparison shop.
Typically, they will define a price range and an area or areas that they are
interested in and they go shopping, looking at pre-owned homes and New
Homes.
After viewing all of the available homes that meet their criteria, a buyer will
narrow their choices down to a short list of one or two homes. In this day
and age of Buyer Representation, the buyer’s representative will prepare a
Competitive Market Analysis (CMA) to assist the buyer in the decision
making process and offering price. At this point the buyer…having viewed
all of the available homes (competition) will want to know..*what similar
homes have actually SOLD for, average number of Days on Market, Price
Per Square Foot and List Price to Sales Price ratio. This research is used to
help determine their offering price and ultimately their own limits to what
they feel a home should sell for relative to it’s competition. Does this
scenario sound right to you?
Yes.
Also, once the Buyer and Seller agree on a price and the buyer’s mortgage
is being processed, the lender will send an appraiser out and they conduct
the same research.
*What I have prepared for you is the research on homes that a buyer
interested in viewing your home may also consider and data the appraiser
will also look at. By reviewing this market data we can select a price that
will position your home competitively in the market place so we can meet
your goals. Would you agree that this is a logical approach to selecting a
sales price.
Begin your CMA presentation.

* Be sure not to use the term “Comparable Homes” use “Similar Homes”.

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Pricing Dialogs
"Another agent said they'd list it higher" Inform the sellers that their mission is to
select the best agent, not the best price. An agent has no control over the market, only
the marketing plan. Never select an agent based on price. "Mr. and Mrs. Seller, I am
here because I want you to hire me and my company to market your home. I am
accustomed to being in competition with other agents, however, if you cho0se me, I
want it to be because you feel I am the best one to handle the marketing of your home,
not because I said the highest price. A common mistake homeowners make is to
overprice their home by the greatest amount with the agent who is least competent to
attain it. If you don't feel that I am the best, then don't hire me...no matter what price I
say."
"We can always come down" Show the history of an overpriced home. Illustrate how
the price steps down through market value to a sale price under market value. "...here's
a home that started out at a price $x,xxx over market. It didn't sell so they reduced the
price. It still didn't sell so they continued to reduce it until it was at market value. What
do you think happened?" (Owner: I suppose it sold?) "No. Do you know why? What
question do you ask me at the front door of every home I show you?" (Owner: How
long has it been on the market?) "You ask me that because a long market time creates
the belief that it is overpriced or that something is wrong. That's what happened to this
home. It sold below market price. What do you think would've happened if it was
priced right on the first night?" (Rhetorical) So, you can come down, but it may be
below market value."
"They can always make an offer" "Mr. and Mrs. Seller, the only way a qualified
buyer can make an offer on your home is if they see it. The problem is, most buyers
look up to their price range, peek a bit over, then focus only in their price range. By
overpricing, you put your home into a price bracket where they won't look. (Show the
MLS book and/or computer printout and how their home will be invisible to a buyer by
not being in their range.) The wrong price attracts the wrong buyers. The ones who
could afford a market value price won't see it...and the buyers who do see your home
won't be interested."
"Couldn't we try it for a couple of weeks?" Tell the sellers that the majority of
market activity occurs in the first two to three weeks. Use an activity log to show that
this is the worst time to overprice, because that's when your best customers see the
home.
"As you can see by this, most of the marketing activity on a new listing occurs in the
first two weeks on the market. So when you ask, 'Can we try it for a couple of weeks,'
look what you're doing. You're overpricing your home during the period of its best
activity, then lowering the price after they're gone. It's like having a dinner party on
Saturday and having the caterers come on Monday. I recommend that you price it at
market value so you can capitalize on the best buyers you'll have."

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"But we paid more than that for it" Many owners connect cost with value when in
fact there is no direct relationship. What you paid for something has nothing to do with
what its worth today. Here is a way to have the owners acknowledge this non-
relationship: "Mr. and Mrs. Seller, I hear you say that the value of your home should be
based upon the cost? Then let me ask, if you had inherited this home, that is, paid
nothing for it...what would you try to get for it today?" (Owner: As much as we could
get.) "Why, when you wouldn't have paid anything for it?" (Well, that doesn't matter...)
Use this dialog for buyers too. Right before making an offer, buyers might ask you
what the owner paid for it, as if that has any relevance. Respond by saying; "What if
we find out that the owners had inherited this home...how would that affect your
offer?"
"But we have so many improvements in it" Most improvements are made for
enjoyment, not resale. Lead the owners to this conclusion by asking these questions:
"When were the improvements made?" (Owner: Just this year.) "At that time were you
planning to stay or move?" (Owner: Oh, we were planning to stay.) "I see, if you'd
known then that you were going to move today, would you still have made those
improvements?" (Owner: No, probably not.) "Why not?" (Owner: because we couldn't
get our money back.)
"We need the money" An owner's need for money doesn't affect the value of the
home. Here's a dialog to use in this case: "Being objective about an asking price can be
difficult when driven by a need for money. How much more do you need?" (Determine
the net difference.) "Why do you need that extra money?" (Owner; various reasons,
none of which affect the value of their home.) "If you don't get that extra amount what
will you do?" The owners response falls into two fundamental options; sell the home at
market and alter things at the other end, or stay here and wait for the home to be worth
more. Lead them to one of these conclusions. If their decision is to stay, then obviously
their need for money exceeds the motivation to move. You can also put the owners in
the position of a buyer by asking: "If you found a home to buy that was $12,000
overpriced, would you pay the extra amount if you knew the owners really needed the
money?"
"We're moving to a higher priced area" "We need more money because we're
buying in San Francisco and the prices are much higher there." Say to the owner; "Let
me see if I understand. Because the value of homes is higher at your destination, then
your current home will have to sell for more? Well then, you must be sure not to buy a
home there from someone who is moving to Tokyo!" This should be said with a smile,
but it should make the point that their destination doesn't affect the value of their home.
"What does it hurt to try it at the upper end of the range?" The Law of Contrast
teaches that people make decisions by comparison. Perception of value is effected by
the other options available. A high priced home makes other homes look reasonably
priced. Communicate this to owners: "One of the effects of overpricing is that your
home may be a 'Pinball Listing'. This is a metaphor of how the market reacts to an
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overpriced home. As in a pinball game where the ball bounces off the bumpers before
reaching a scoring position, buyers 'bounce off' an overpriced listing into other homes.
Your high price makes all the other homes look like good values."



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7300 Metro Boulevard, Suite 120
Minneapolis, Minnesota 55439

Toll Free: (800) 533-4494 Fax: (800) 822-2716
E-mail: info@davidknox.com Web Site: www.davidknox.com

Will You Cut Your Commission? Value Added Selling
Summary Reference Notes
Levels of Value-Added selling Deliver a Pre-listing package
Dialog
[ ] Personal letter
Know what to say [ ] Raving fans
Sales techniques • References; List of satisfied clients
• Brag letters; Testimonials
Value • Ask them to call some of your past clients
Higher quality [ ] Production
Increased results • Units, Volume
Service difference • Number of families helped
Self Esteem • Market specialization
Belief in self and pride in your value [ ] Performance standards
Position of strength • % Sale-to-list price
Rules for getting paid what you’re worth • % Expirations
Be selective: Motivated to move, Priced to the • Days on market
market, Full commission [ ] Consumer videos
Let Go of the outcome Overwhelm with competence
Position of strength; choose not to cut, say “no” Be on time
Value Added Selling Keep your agreements
Avoid being a commodity (Non differentiated, Personal contact
generic, similar, easily duplicated) Establish relationship value
Identify your DIFFERENCE Listen
“Prices” by John Ruskin (1819-1900) Listing Presentation
It’s unwise to pay too much, but it’s worse to pay Unique points of difference
too little. Exclusive feature
When you pay too much, you lose a little money, Target marketing
that is all.
When you pay too little you sometimes lose every- Negotiation skills
thing, because the thing you bought was inca- Communication and progress reports
pable of doing the thing it was bought to do. Cancellation option
The common law of business balances prohibits Ancillary services
paying a little and getting a lot. It can’t be done. Targeted mailing
If you deal with the lowest bidder it is well to
add something for the risk you run. Premium marketing materials
And if you do that, you will have enough to pay for 5 Steps to Handling Resistance
something better. 1. Pause
There is hardly anything in the world that someone The problem may resolve itself
can’t make a little worse and sell a little Shows strength
cheaper–and people who consider price alone are
Non-defensive
this man’s lawful prey.

©2002 DAVID KNOX PRODUCTIONS, INC. www.davidknox.com 800-533-4494 Page

2. Acknowledge Commission shoppers; “What’s your commis-
Neutral: shows that you heard them sion?”
Verbal or non-verbal awareness We have a range of fees depending upon the type
3. Isolate of property.
“Other than that...?” Why is the fee your #1 concern?
Resolution must result in agreement We may not have the lowest fee, but we’ll prob-
ably get you the highest NET.
4. Question
Question their position, don’t defend your own Post-offer commissionectomy
“Why is our fee an issue?” Seller: “We’re only a few thousand dollars apart.
Will you cut your fee to make the sale?”
5. Answer and re-close Agent: “We were (the whole price) apart before
Answer the objections this offer.”
Another company charges less Seller: “You mean you’d lose a sale for $xx,xxx?”
Seller: “The other company charges X% less” Agent: “No...you would be losing the sale.”
Agent: “Mmmm Hmmm.” Just 1%?
Seller: “So I’d like you to match theirs” “ When you say ‘just 1’, remember, I wouldn’t be
Agent: “I see. (pause) Let me ask you this, if our coming down 1 out of 100% , I’d be reducing 1
fees weren’t different, who would you select? out of 6. That is a 16.67% from 6%. It would be
Seller: “We’d go with you.“ like you reducing your $200,000 price by
Agent: Why? $34,000.
Seller: “Because (they will itemize the services and
points of difference).” “I thought your fee was negotiable.”
Agent: “So, by your own assertion, you see the “We charge X-2% for relocation accounts who list
benefits we offer over the competition. Wouldn’t 20 or more homes a year.”
you expect there to be a commensurate differ- “We charge X-1% for builders who list 5 or more
ence in fee?” homes a year.”
Seller: “Yea, you’ve got a point. We just don’t “We charge X% for single residential transactions.
want to pay the difference.” Because we are handling this single property, the
Agent: “May I ask why?” fee is X%. Are you ready to get started?”
Seller: “Because we want to come out with a Will you cut your fee if my home sells quickly?
bigger bottom line.” “Would you prefer that it took longer? Do you
Agent: See next objection below want to ENcourage or DIScourage me to sell it
Focus on NET equity quickly?
There are two components of NET equity; what Remember, we are paid for results, not how long it
comes IN minus what goes OUT. Sellers only takes us to get those results.
focus on what goes OUT, the expenses. You When you hire a professional, you’re not paying
must show that what comes IN is more impor- for just the time it takes to do the job, but for the
tant. You must prove your performance advan- years of knowledge and experience that it took to
tage vs. the Market and vs. the Competition. be ABLE to DO the job. I’m ready to begin now.
Expirations Shall we?”
“We’re X times more likely to sell your home” or If you sell it yourself will you cut your fee?
“Your home may not sell at ALL.” “There is no economy of scale if I sell my own
Days on market listing. Both the selling and listing side have
“You’re home will sell ____ mo. sooner” or their associated efforts and expenses. In addition,
“You might have to stay ___ longer.” it is a benefit to you to have your listing agent
Sale to List Price ratio handle both sides. You wouldn’t want to dis-
“You’ll actually NET more.” or insent me for doing that, would you? OK then,
“You could actually LOSE money.” lets get started.”

©2002 DAVID KNOX PRODUCTIONS, INC. www.davidknox.com 800-533-4494 Page 2

No sale, no pay The Market Determines Value: CMA
“Remember, we are better than a money back CMA is like an X-ray of the market.
guarantee. You don’t pay us anything unless Three outcomes: Expireds, For Sale and Sold
your home sells and you’re satisfied. Our fee is You must first select the outcome you desire...then
contingent upon performance. So let’s schedule select the price accordingly.
the first open house for Sunday afternoon.” The market is the only opinion that counts.
Full service vs. Discount Value of Improvements
“We had a choice of whether to be full service or “We’ve got a lot of money invested in our home.”
discount. We fount that our customers prefer a When and why were they made?
high level of service and are willing to pay for it. At that time were you planning to stay or sell?
Shall we get started?” If you’d known you were going to move, would
First exposure with best company you still have made the improvements?
“The highest activity occurs in the early weeks of Pricing Strategies for a Changing Market
marketing. If another, less competent company In a rising market, you can overprice and the
fails to capitalize on its own opportunities, then market will catch up.
you gain nothing. During this important time you In a flat market, a high asking price won’t be
want to have your home listed with the best ‘saved’ by the market.
company. Shall we proceed?” In a declining market, even a market price may be
Establish your negotiating skill too high as prices drop.
Agent: “Is it important that your agent be a good The Best Offers are the First Offers
negotiator?” “But we need the money.”
Seller: “Of course it is.” Contrast the need for money against their motiva-
Agent: “How am I doing?” If I can’t negotiate my tion.
own fee, then how can I negotiate your price?” Owners must balance their need for money against
Show how little room you have the benefits of moving.
1. Itemize listing vs. selling commission “They can always make an offer.”
2. Show the pie: Fixed vs. Variable costs. The only way a buyer can make an offer is if they
Get the listing...Priced Right see your home.
Delay the Discussion of Price Buyers search for homes within their price range.
Delay the tour of the property Overpricing puts your home out of their sight.
Explain the steps of the Listing Process “We can always come down.”
1. Preparation and research Show the history of an overpriced home.
2. Initial meeting What do you think would’ve happened if it was
3. Establish motivation and objectives priced right on the first night?
4. Examine the marketing plan
5. Select a real estate agent “We’re moving to a higher priced area.”
6. Establish the asking price Their choice of destination did not affect the value
Establish an asking price only after they have of their home.
selected an agent. “Couldn’t we just try it for a couple of weeks?”
How Will You Select a Real Estate Agent?
The majority of market activity occurs in the first
Best services and marketing plan few weeks on the market.
Highest listing price
Avoid this Common Mistake
Highest listing price
Least competent agent

©2002 DAVID KNOX PRODUCTIONS, INC. www.davidknox.com 800-533-4494 Page 3

Loyalty Appreciation Rebate
When a seller employs us to represent us in the sale of their property and the purchase of another property, we can offer the seller a “Loyalty Appreciation Rebate” not to exceed
1%. The rebate is given at closing by adjusting our 6% Listing Commission to 5%. To receive the “Rebate” the sellers must be under contract to purchase another property
naming Prudential Gary Greene Realtors as the Selling Broker and you as the Selling Agent.
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Activity 21
Rehearse The Listing Appointment
You are well prepared to take a listing….you are familiar with the
features and benefits of your Homeselling Proposal, you’re a CMA
Master/Mistress, your Pre-Listing Packets are ready to go, you know
how to calculate “Estimated Net Proceeds” in your sleep, you are
comfortable handling seller objection/concern and you know how to
complete and explain all the paperwork….there’s only one thing left
to do….the most important part….make your presentation.

Most people would agree…it’s better to crash and burn in private
than on a listing appointment…what do all successful professionals
do, practice…so, let’s model for success and hone our skills.

ACTION PLAN
Using the seller profile provided...role play the entire listing
appointment form hello to good bye.

One can never consent to creep when one feels an impulse to soar.
Helen Keller

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Questions to ask in the Seller Counseling Interview
The key to success in selling in asking the right question, not knowing the right answer. The list below
provides the key questions for you to ask when interviewing your listing prospects. Print this page and
use it in your telephone interviews or under the top page of your legal pad during the face-to-face seller
interview.

Pre-listing
How did you hear of me?
How soon do you want to have your home on the market?
What other companies are you interviewing?
What price range do you feel your home is in?
What improvements have you made to your home since you bought it?

Rapport
Before we tour your home, I'd like to sit and visit with you first. May we use this table?
What are the main things you'd like me to cover today?
Tell me about yourself and your family?
What do you like to do in your leisure time?

Reasons and motivations for moving
How long have you thought about selling?
Why have you chosen to move now?
Why is that an important time to move?
What are your plans after the property sells?
Have you located another home yet?
How do you and your family feel about this move?
What do you see as the biggest benefit/drawback of this move?

Urgency
How soon would you like to be moved?
Why is that an important time to move?
What would happen if it didn't sell?
How would your plans be affected if you moved earlier/later?

Previous experience in real estate transactions
Tell me about your experiences in buying and selling real estate.
How many homes have you owned? or How many times have you moved?

Experiences with a real estate agent
Have you used a real estate agent before?
How have your past experiences been?

Expectations of a real estate agent
What is your main reason for considering a real estate agent?
What services real estate agent services do you consider to be the most important?
What are the most important factors to you in selecting an agent?

What Makes Your House A Home?
What I have enjoyed most about my home is

The reason I bought this home is

I feel the best 3 features of this house are

1.

2.

3.

I would describe the neighborhood as

Personal property included

Personal property excluded

I am selling this house because

Improvements made since purchase

Memo
To: Listing Leaders
From: Ken Brand
Date: 12/11/12
Re: What you might include in your “Pre Listing Packet”

Immediately after you set an appointment to make your Marketing Presentation, deliver or have
delivered to the seller a “Pre Listing Appointment Packet”. Here a few ideas about what should go
inside.

1. Personal Brochure

2. Market Study

3. Resume

4. References

5. Agent Bio

6. Personalized Homeselling Proposal

7. Samples of our Advertising

8. Sample Listing Agreement

9. First American Home Service Contract

10. David Knox “Pricing Your Home” DVD (www.DavidKnox.com)

11. David Knox “ Preparing Your House For Sale” DVD

12. Letter of recommendation, appreciation, thanks, etc.

13. Sale Contract and addend

14. Everything else you think would be interesting or positive

 Page 1
9000 Forest Crossing The Woodlands, Texas 77381 Office: 281.367.3531
Web Site: www.garygreene-woodlands.com Email: brandk@garygreene.com

Win Listings Ah-Ha Strategies

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