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Real Estate Fight Club

Oct 2019

Episode 02: Should Agents Use Pre-Listing Packets?

October 9, 2019

In Episode 2 of the Toe 2 Toe Podcast, hosts Jenn Murtland and Monica Weakley duke it out over whether you should provide pre-listing packets and deliver them prior to listing appointments. Heavyweight realtor Brian Kelly weighs in with his take on this issue. 


Episode Highlights: 

  • Should agents use pre-listing packets and should they deliver them prior to going on the listing appointment?
  • Monica has never used a pre-listing packet.
  • Her rigorous pre-qualification process makes a pre-listing packet unnecessary.
  • A pre-listing packet is not necessary to earn and win business.
  • Jenn asks about Monica’s pre-qualification questions.
  • Jenn feels that the pre-listing packet is important because it contains her marketing plan.
  • Clients want to know what you’re going to do for them, how long it is going to take, and how much money they are going to get.
  • Jenn even includes the price she thinks they should list the house for.
  • The pricing piece helps them understand that they may not be able to get the amount they were hoping to get for the house.
  • Monica asks what happens if another agent comes by while the client is still in the grief process about the price Jenn has suggested.
  • Jenn says that never happens.
  • Monica shares more about her pricing strategy meetings.
  • In her presentations, Monica does a deep dive into supply and demand.
  • These strategy appointments help Monica stand out because she’s offering something different.
  • Jenn says the packets help her stand out.
  • Jenn includes the contract in the packet and often she’ll walk into the appointment and the contract has been signed.
  • The point is to stand out. Figure out a professional way to stand out from other agents.
  • Realtor Brian Kelly weighs in.
  • Brian does not use listing packets. He feels they might distract from his focus, which is talking with clients one-on-one and building the relationship face-to-face.
  • Brian uses Facebook as his digital resume.
  • He highly recommends using video.
  • In the past two years, he has dramatically increased his number of listings.
  • As a top-producing agent, Monica never used pre-listing packets. Therefore, they are not necessary for success.
  • Jenn feels you definitely need the packet so you can answer your client’s important questions.


3 Key Points:

  1. Some realtors do not use pre-listing packets because they feel their listing presentations and pre-qualification questions make packets unnecessary.
  2. Some realtors insist that a pre-listing packet is necessary for answering important questions and setting expectations in a professional way.
  3. Find a way to stand out from other realtors, whether it’s through your amazing listing presentation, a pre-listing packet, or something entirely different.



Resources Mentioned: