perfume will only draw attention away from your
presentation and keep attention focused on your
scent.- Limit your jewelry.If you’re a jewelry person, leave
the excess at home. A professional should wear only
one ring. For women, keep it simple. One necklace
and a pair of simple earrings is more than enough to
keep your look professional.
The Comparative Market Analysis
Never go to a listing appointment without at least a pre-
liminary Comparative Market Analysis (CMA) prepared.
When I say a preliminary CMA, this means that you
haven’t seen the property, and the only information you
have is what was given to you over the phone or what you
received from the FSBO ad. Every CMA should include
sold, active, and expired listings. What expired listings tell
us is that those homes didn’t sell because they were over-
priced.
Be Punctual
Arrive to your listing appointment a few minutes early.
It’s always better to be early than late. Even better, arrive
ten minutes early and drive around the neighborhood
until your appointment is ready. In the meantime get a feel
for the neighborhood or search for nearby FSBOs and find
out what they’re asking. By doing this, you’ll show that
you’re well prepared and in tune with the neighborhood
market.
The Real Estate Agent’s Guide to FSBOs