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An enticing prelisting package can often mean the difference between winning a client and sitting in an office waiting for phone calls that never come. Potential clients often compare packages offered by different agents before making a decision, so it’s essential that your package has everything your customers are looking for, and more.
Thankfully an effective package isn’t very hard to put together, and it doesn’t cost a lot of money. What it does require is a positive outlook and a healthy understanding of your clients’ needs.
Usually a prelisting package contains information that does three things:
1: It allows you to introduce yourself:
People are more likely to listen to your ideas and trust them if they know a little bit about you. You should include a short biographical sketch, a detailed description of how you will market their property, comments from other satisfied clients, and a description of the brokers, assistants and officers who will be supporting you.
The secret to introductions is brevity. Your clients need enough information to know you’re human and that they can trust you, but they don’t need to know everything. Keep it simple and to the point. Your package should focus more on them and their property than you and your accomplishments.
2: It informs your potential client about the real estate process:
Often sellers no little about the real estate process, so your package should provide a helpful introduction to pricing, marketing, paperwork, and legal issues pertinent to their property. You’ll move a lot faster, and your clients will feel much more comfortable if they understand what’s going on.
In educating your clients, don’t rely too heavily on your own expertise. Clients will be more likely to trust an independent voice when it comes to things like preparing and pricing their home to sell. This saves you the trouble of having to tell clients to clean up their houses and allows someone else to help sellers set a realistic price for their home. There are many excellent videos available that will give your package that essential independent voice.
In addition, your package should provide copies of all the necessary paperwork so that your clients can become familiar with them before they are expected to sign. This smoothes out the process and again lets your clients know you’re thinking about their needs.
3: It provides opportunities for your potential client to take part in the process:
Experience has shown that and involved client is a happy client. As part of your package, you might invite your client to do the following:
- Gather all the necessary legal records, bills, and other information about their property.
- Catalogue all the property renovations and enhancements they have made.
- Note down their favorite aspects of the property, particularly noting what aspects lead them to buy it originally.
You should select an aesthetically pleasing format for your prelisting package. Print your information on attractive, durable paper and put it in a professional notebook or binder that your client can take with them and refer to often. You might consider using sheet protectors or laminating pages that will be used the most.
Once you have a professional looking package, you need work on a professional looking presentation. You can deliver it yourself with a small gift, or you can have it hand delivered by an assistant. The idea is to accentuate the importance of the package and your commitment to your clients without being too over-the-top. Your prelisting package will significantly impact your clients’ impression of you and your services. It should help you stand out as an exceptional agent who is willing to go the extra mile.
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