What not to do in a Listing proposal
What not to do in a Listing proposal
Do not be off on your pricing- even if you have to give up half the deal to bring an expert in…….—-This is a large part of what you are being paid for
Don’t rely on Comps presentation format……—use your own format, or impact, with much bigger pictures, people love pictures.
Don’t rely on Comps in general…..—Be able to articulate specific reasons for your evaluation of the property, and this price range, in it’s marketplace at this moment in time. Demonstrate that you know this building, this street, this sub-market, every owner of every building. Remembering that they probably do know the market well and that the competition probably does, and that we only deserve the Listing if we do.
Don’t do the second at the first…….—-It isn’t a sign of weakness or uncertainty not to give a price at the first. Some clients are adept at making you feel you don’t know the market if you don’t tell them the price right there
Do not brag about how good your Company is…..—-They could care less about your Company, unless you can speak in terms of it’s value to them
Do not talk about how proud you are to work at ……—who cares!!!
Do not bad mouth your competition or even talk about them…—It comes off as petty and is damaging
Do not show up without marketing examples.— A postcard with a picture of their building. A color flyer with their building. A copy of our full page ad in the wall street journal. Pictures of the hundreds of Buyers at our Buyers symposium.
Don’t tell them about all the buildings you own…..