In Episode 2 of the Toe 2 Toe Podcast, hosts Jenn Murtland and Monica Weakley duke it out over whether you should provide pre-listing packets and deliver them prior to listing appointments. Heavyweight realtor Brian Kelly weighs in with his take on this issue.
Episode Highlights:
- Should agents use pre-listing packets and should they deliver them prior to going on the listing appointment?
- Monica has never used a pre-listing packet.
- Her rigorous pre-qualification process makes a pre-listing packet unnecessary.
- A pre-listing packet is not necessary to earn and win business.
- Jenn asks about Monica’s pre-qualification questions.
- Jenn feels that the pre-listing packet is important because it contains her marketing plan.
- Clients want to know what you’re going to do for them, how long it is going to take, and how much money they are going to get.
- Jenn even includes the price she thinks they should list the house for.
- The pricing piece helps them understand that they may not be able to get the amount they were hoping to get for the house.
- Monica asks what happens if another agent comes by while the client is still in the grief process about the price Jenn has suggested.
- Jenn says that never happens.
- Monica shares more about her pricing strategy meetings.
- In her presentations, Monica does a deep dive into supply and demand.
- These strategy appointments help Monica stand out because she’s offering something different.
- Jenn says the packets help her stand out.
- Jenn includes the contract in the packet and often she’ll walk into the appointment and the contract has been signed.
- The point is to stand out. Figure out a professional way to stand out from other agents.
- Realtor Brian Kelly weighs in.
- Brian does not use listing packets. He feels they might distract from his focus, which is talking with clients one-on-one and building the relationship face-to-face.
- Brian uses Facebook as his digital resume.
- He highly recommends using video.
- In the past two years, he has dramatically increased his number of listings.
- As a top-producing agent, Monica never used pre-listing packets. Therefore, they are not necessary for success.
- Jenn feels you definitely need the packet so you can answer your client’s important questions.
3 Key Points:
- Some realtors do not use pre-listing packets because they feel their listing presentations and pre-qualification questions make packets unnecessary.
- Some realtors insist that a pre-listing packet is necessary for answering important questions and setting expectations in a professional way.
- Find a way to stand out from other realtors, whether it’s through your amazing listing presentation, a pre-listing packet, or something entirely different.
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