With the hot markets that we are experiencing in most areas of the country today, the competition is fierce for listing inventory. It is crucial to use every trick and tool to effectively position yourself as the best and convert a high percentage of listing presentations into business.

The pre-listing package has gained favor among top agents as a tool that allow them to get an edge.

On a recent tele-conference, eighteen savvy agents helped me develop the following list of the Top Ten Pre-listing Package Tips! Take a look and see what you can do to buff up your presentations.

TOP TEN PRELISTING PACKAGE HINTS

• DESIGN YOUR TEMPLATE. Your package needs to be easily automated, yet quickly customized Or, use one of the software programs, such as Prep Presentations, that gives you the structure and outline, ready to customize.
• QUICK DELIVERY IMPRESSES. Deliver the package as soon as possible. Use a courier service to get it there within a couple of hours of the initial call will make an great first impression.
• BUILD YOUR CREDIBILITY. Include credentials and information on you and your team to build value and tie it to the benefits for the seller.
• BEGIN THE EDUCATION. Include such things as Color Graphs and Flow Charts on the selling process so they'll know what to expect.
• PREVIEW THE PAPERWORK. Include copies of the listing agreement and purchase contracts as well as other paperwork they will be required to fill out, such as the seller property disclosure form, lead paint disclosure, etc.
• BEGIN TO ADRESS THE PRICING ISSUES. Include information on strategies, dangers of over-pricing etc. You could also include a video on pricing and popcorn.
• LIST THE SELLER's JOBS. Give them a list of what items to have ready for you (such as keys and information on the loan, and utility bills) . This will let you know when you walk in if they are ready to go and it's a already slam/dunk. No need to spend time doing a long presentation if they have made up their minds
• POSITION YOURSELF FAVORABLY. Provide a list of questions to ask other Realtors, that positions your strengths, credentials and marketing strategies favorably.
• INCLUDE YOUR STRATEGIC PARTNERS. Put together a vendor directory of services that will provide value and save them money if they list with you.
• DRESS FOR SUCCESS. Bind the information and to look really sharp!

The Pre-listing Package is your first impression and will set the stage for you to complete the presentation when you show up in person. You never get a second chance to make a first impression!

Editor's note: Special thanks go to the following REALTORS® for their contributions to this Top Ten List: Beverly Rasmussen, ABR,CRS,GRI, John Hoshaw , Bill Tilghman, CRS, GRI, Bo Bartlett, Cass Conner, Craig LaMar , Doug Ranger , Esther Krakower , Greg Hass, Ira Serkes, Jan Stevens, Joan Rodman, John Torke, LoriKlindera, Pat Argo, CRS,Sandra Kane, Sharyn Rose, CRS, GRI, Susan M. Gordon, and Terriann McGowan.

Published: April 6, 1999

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Joeann Fossland GRI, LTG, MCC is a dynamic speaker and business coach. Creator of THE REAL ESTATE GAMETM, she provides coaching solutions enhance your effectiveness and life balance. You can subscribe to her free monthly newsletter, attend free monthly telephone seminars, and find out about classes delivered by email and personal coaching by visiting JoeAnn.com or e-mail her at .