Real Estate Agents go to Listing Appointments with a tool kit. Each of our kits has something unique to us. There's the standard list of things...
1. Your personal information
2. What I can do for my Seller to produce a CLOSING for them.
3. Company credentials
4. Comps, Comps, Comps..
5. Personal items to you..here's my personal tool-The Reality Hammer.
What exactly is a Listing appointment Reality Hammer? It's a small, light weight..actually completely weightless, invisible to my clients' eyes..hammer. Clawtooth of course, and I know mine has a pink handle. I had to use it yesterday..
Seller: "I HAVE to have $270,000 in my pocket so that I can purchase the home we've got a deposit on up North. How are you going to get that for me?"
Me: "I'm not." I dig around in my Listing bag of tricks and extract my Reality Hammer, take a good grip on it and swing..
Bang, Bang, Bang..I keep swinging, throwing information at my potential client with each swing of my hammer. When I am done..I can tell it's over because the glazed look in his eyes when I originally shared what I could sell his home, for has been replaced with a nod of understanding.
"So, even though I put in those pull out cabinets in the kitchen, the double ovens..all that other stuff, I can't get $270,000?"
"I would never say never Mr. Brown", because there may be an Agent out there that will guarantee you they can get you that amount..you should list with them. I know that I cannot and I don't want to mislead you into thinking that I can get you the money you want."
Mr. Brown: "So, what do I have to sign?"
Some Sellers hear it, some don't. But..my magical Reality Hammer is a priceless tool for helping me to help my potential Client understand the REALITY of sales in their neighborhood. I would never go to a listing appointment without it!