What’s the Opposite of a Listing Presentation?

A Realtor job interview with a prospective Seller — called a listing presentation — can be an involved and protracted process.

Depending on how well the client already knows me and the home sales process, I try to cover:  my track record; marketing philosophy and expertise; prowess with contracts (I’m a former corporate attorney!); general market conditions; municipal point-of-sale inspection requirements (if any); approach to staging; my resume and references, etc, etc.

Oh . . . and the fact that I’m in the top .065% of Twin Cities Realtors, according to Mpls – St. Paul Magazine.

Free Samples – Realtor Version

My approach with prospective Buyers?

Much easier:  I like to spend 30-45 minutes in front of the computer, screening Active listings, then make a second appointment to show the most promising 4-5 homes.

After a couple hours going through the homes and hearing my analysis, most clients:  a) know what they’re getting if they hire me; and b) feel comfortable working with me . . . because they already are!

First Things First

Except for the “Agency Relationships” disclosure, formal contracts — either a Listing Agreement or Buyer Rep contract — come later.

And yes, Realtors screen clients, too. 

The two “biggies”:  financial wherewithal and motivation.

For sellers, “financial wherewithal” comes down to, “is your mortgage less than 90% or so of your home’s fair market value?”

If the answer is “no,” question #2 is, “can you (afford to) bring a check to closing?”

For Buyers, “financial wherewithal” comes down to, “can you afford to buy in the price range you’re looking?”

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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