Its happened to all of us. The call comes in, the listing appointment is set and you’re pumped to take a new listing….and then the door opens and you’re now wondering what you got yourself into!  Agents are trained to take every listing, believing they can sell anything if they can just get the signature.  But is that true?  Not all the time!  In fact, what if you were evaluating them and their home just like they are evaluating you?  In the end, by slowing down and taking a careful look at six very important criteria, you can actually determine if this a listing thats truly salable or one that’s only going to rob you of your sanity!

Taking the listing in the first place isn’t the only time you can use this evaluation.  There are actually three other ways you can use this tool to help you throughout the listing to keep the discussions and marketing moving forward.

  1. Deciding if you want the listing at all.
  2. Send it to your seller 30 days into the listing if it hasn’t sold yet.
  3. As a price reduction ramp-up!
  4. As a price reduction, at-the-table discussion tool.

This evaluation tool is both part of our system and we want you to internalize it as a ‘script’ of sorts.  As part of our system, the evaluation is a document that you can make several copies of and keep on hand.  When walking through the home on a listing presentation, these items should be going through your head if you don’t have the sheet in front of you. You can also ask the seller to do their own rating prior to you going out to the home and ask them to send it back to you.

If the seller is honest, then you’re prepared!  If they are less than reasonably objective, then you have a solid idea right away on how the seller perceives their home and what the challenges in taking their listing might be.

To Learn More About This Topic, Visit our Online Student Learning Portal.