If you have been following along our three-part series; What you need to know to rock your next Listing Appointment (PART 1), you will have read about a number of tools and resources that Garry Wise, co-founder of GoodLife Luxury and The Paperless Club, and his team use to create a 5-Point Listing Appointment system and digital Marketing Strategy that more often than not, gets them hired during the actual consultation.
Tools and Resources
Evernote is your digital pen and paper; a multi–purpose app that acts as a digital file cabinet, note-taking tool, daily journal, task or project management system, recipe-keeper, and more. Evernote can be used to take notes during your pre-work (PHASE 0 in ‘What you need to know to rock your next Listing Appointment’), and can be used as reference point, and to add to existing notes. while you and the seller meet and inspect the home (PHASE #1 and PHASE #2).
TouchCMA / Keynote / PowerPoint
Garry and Chris recommend using TouchCMA (an MLS-connected consulting tool) along with Keynote or PowerPoint to create your Marketing Strategy (digital listing presentation).
The digital Marketing Strategy is PHASE #3 in the 5-Step Listing Presentation system (read What you need to know to rock your next Listing Appointment). To learn what slides to include in your Marketing Strategy read Create a Marketing Proposal that sells in Part 2 of this series
Numbers / Excel
This is the financial conversation; PHASE #4 of the 5-Phase Listing Appointment system. Instead of talking about what you think the home is worth, this discussion is about what a buyer would pay for the property based on the most recent statistical evidence.
Garry and his team have discovered that most sellers have determined a price in their head because there is something they want to do with the money. But truth be told, most sellers don’t really know what amount they will be getting at the end of the transaction. As a result, Garry uses Numbers or Excel a Net Sheet that breaks down fees and shows the seller what they will receive at the end of the sale.
We pride ourselves on transparency (plus it builds rapport and creates welcomed expectations with the seller) so as part of the initial pre-work conversation (PHASE 0) let the seller know that if you both feel comfortable with each other, and are on the same page at the end of the Listing Appointment, you will be signing a document that allows you to start marketing the property immediately.
This is where DocuSign comes in.
In PHASE #5 of the 5-Step Listing Appointment system we use DocuSign to electronically sign documents and agreements on our digital device before we leave the consultation.
By using this simple 5-Phase Listing Appointment system, including our slide-by-slide Marketing Proposal, you will amaze potential clients, stand out from the crown, and rock your next Listing Appointment.