Video 5

Brandon, take it away.

Well, I think both of our presentations pretty much have got the sum of all that, and I think—

Do you give a pre-listing?

I do. I like to do a 2-step process, and I take market information and forms at that point in time and then go back for the second one and take the forms filled out at that point in time so that they can sign on the dotted line.

And I do not do a pre-listing package. I've been meaning to do it for years and years and never have. Years and years and go on and on. No, I do a two-step though. I go out to the house and all I take is me and my camera. And I basically go on a tour or they take me through the home and tell me about the house and then I'll come back around at the conclusion. And on my own I'll take pictures of the house and then we'll sit down and I'll take some notes on updates, improvements, or things that need work. And basically I'm there about 45 minutes and I go back home with a lot of pictures because I do a staging piece of it and it also helps me to kind of take notes. So instead of writing a lot of notes, I'll take picture, a picture of an issue if there's something, you know, on the outside, I'll take a picture of it. So that works for me.

If you take pictures of issues, rotten windowsill, that sort of stuff, do you embed them in your presentation coming back so I can actually see them at the kitchen table?

No, I do not.

Um, 75% of people in the United States are visual people, and she learned her house by taking pictures of it. Why wouldn't you embed them in presentation, let me see them at the kitchen table.

Well, if it's an issue when I go back, we'll go look at it. Yeah, yeah, we'll go look at it in person.

So now I'll take the to-do list back from that first walkthrough. I'll make notes and have a, like, a staging slash just, you know, the things that I noticed, repair.

First time that word's come up, staging.

And Lori is a certified stager or whatever you are.

Can I hire her?

Can I hire you to stage my next listing?

You want to.

Money talks for a dollar these days, right?

Almost. I will not, until I have a signed contract, I will not deliver a staging list. I won't even put it together because it'll take a long time. I do a very detailed list and So I don't give it to them, but it's very valuable and I explain it and everybody's watched HGTV so they have some idea about what staging involves. I've been out to 2 homes in the past week that need a lot of work, a whole lot of work, and so it's going to take a lot of time and they know they need that help from me. So anyway, so then I think we both go back to the house and you take your list, and we both have this book, and we're both using Toolkit CMA, which I think is great.

I add stuff in.

Yeah, we both add some stuff in, and I know that I kind of condense and I customize it because there's a lot in Toolkit CMA, and not everybody needs the new construction or some of the other pieces, so I don't want to overwhelm people, so I kind of condense it it based on the client. I will tell you, I do put the relocation in there because sometimes the perception has been that we don't have a big relocation department, and we do have a very good relocation department. So I just want that in there so people know for down the road. So I always put that in there. And then I will also tab mine, I guess just to get an insight. I think these are really handy. I've been using these for for years because it's a lot of information and I kind of divide it up and I'll include like the history and then the first two sections of my book are going to be the actives and the solds. And behind the actives, you know, I usually give like a line item summary and then I'll include, which I don't have in here just based on time I didn't do it, but I'll take like two or three competitors and do a full data sheet. Sheet, and then I'll print off all the pictures. And that's very helpful to me because we'll go through at the kitchen table and look at all of the pictures of the interior of the home, and I'll say, well, they have granite, or their kitchen looks really nice, and you don't.

So you print off all the pictures of all the competing houses?

I'll pick like 2 or 3, and then I'll pick— I'll print the 8-picture page. So when you click on it—

are y'all paying attention?

Cool.

In the interest of paper, it's a whole lot easier to walk over to their computer and say, "Let's go online." Yeah, that's it.

And it is a lot of printing. It's a lot of printing. But I do that for the souls and the actives, and that way they can see what I'm seeing. And we go through very carefully and look at those pictures.

And it does help, what Buck was saying, to go preview the actives. That always blows people away to walk in and say, "I went out last week and checked everything out and blah blah blah." I take people to the actives. I do too. I take people to the actives.

I was going to say, how many of you have ever taken a seller to the homes they'll compete with? That's an eye-opener.

And then after we go through the solds or the actives and then the solds, Then we'll kind of get into pricing on their property. And, you know, I ask them some questions. I'll say, well, you know, where would you put your house, you know, based on these other actives, and try to get them to become realistic with this market, which is not easy. Let's see. Then I'll get into some marketing, the selected marketing, and I go through that, and I kind of just, you know, talk about how we're very internet-based. At Helen Adams, and we don't do as much print advertising.

And Holly's graphs and schematics look good, right?

Yeah, it's all there.

It's awesome.

And then I get into service, and of course talk about that. What I do have at the front of my book, which keeps me straight, is just a little list of things we need from you. And this is really more for me than them, but it's the copy of the covenants. Which we don't need as much these days. I think they're all online. But a key, like an original key to the home, a copy of the survey, the disclosure statement, the owner's addendum. And then I always ask the questions, what kind of water heater do you have, your heating system, your clothes dryer, because inevitably when that little sheet comes up, you know, I'm filling out, I never know. So I just ask them right here, and sometimes I leave this with them, sometimes I'll just I just take it with me, I have all my answers, so it's right there. And that's about it. Oh, another thing I do, real quick, sometimes I'll make up a little magnet, I'll put my business card on a magnet and I'll write the CSS number on it because you know they're going to be dialing CSS. And so they can put it on their refrigerator.

One thing I would add is, and this is really coming out of the ninja, that the easiest Listing presentations, it was somebody that calls you and says, will you let me list you? Will you list my house for me? Right? And you can take half of this junk out of here and you don't have to do the sales job. And I wish I could do like Stan does and walk in and just say, you need to list your house for half a minute and here are the forms, sign them, and I got it.

He said he wanted to stand up here.

That's my aspiration.

I'll show you Brandon's office because she's not doing a good job.

It's the same as yours.

And see on the front, I'll just add this picture. I've learned all this over the years. If you take a picture while you're there the first time and then you import it, they are so impressed. They're like, wow, this is great. So they like that. And then give me your book back. She's got the newsletter in here, which looks really good. And what else? She's got some other stuff in here, Brenda.

A separate marketing plan.

Yeah, a separate marketing plan for that home. She has her resume.

And what else is in here?

I saw some other stuff. She's being modest.

Anyway, that's it.