Listing Presentation Slip-ups

Before the Presentation

1. Showing up late. To make the best impression, be about five minutes early. If you get there more than 15 minutes early, you’ll be considered too eager or too rude. If you’re late, you’ve already blown the presentation.

2. Smelling like dogs, cats, or smoke. No seller will love your pet, or your cigar, the way you do.

3. Not doing your homework. Talk to the sellers before the appointment. You should know before you get there about the general condition of the home, how much the sellers are willing to do to get it into “show shape,” and their motivation for selling.

4. Treating the listing appointment casually. Every appointment is a job interview. Rehearse your presentation regularly and have ready answers to common questions.

During the Presentation

1. Not tailoring your presentation to the audience. You’ll lose some Gen X or Gen Y sellers if you talk about advertising their home in the newspaper without also talking about having a video tour, personalized Web site, and e-mail marketing.

2. Talking more than listening. Don’t become caught up in selling yourself. How can you help the sellers if you don’t know what they want or need?

3. Not knowing the neighborhood. Research all the homes that have sold in the area over the last six months, regardless of whether they’re comparable, and be ready to