Tell me, and I will forget. Show me, and I may remember. Involve me, and I will understand – Confucius BC 450.
We would do well to remember this when we do our listing presentations (or, as I like to call them, listing consult and education). It’s great to go into a listing consult armed to the gills with market statistics and comparables. However, who among us has not had the experience of reviewing all of that data and still being unable to get the Seller to agree to a realistic listing price? We can do our Sellers a great service by showing them the competing listings. This way they are indeed involved. They can begin to understand what is truly going on in the marketplace. I know it takes more time, but it could be the defining activity that gets you the listing. I’m actually kind of surprised that more Sellers aren’t askingfor this. I personally would want to see for myself if I were selling. I have also taken video of competing listings and shown them from a CD. This is a great time saver and it can be effective but it’s not nearly AS effective. There is just no substitute for the tactile feelings and sensations of touring another house. It also provides you more time to bond with your potential client. It also, likely, sets you apart from other Realtors they’ve spoken to. So let’s get outta their living rooms and put them into our cars.
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