Testimonials from neighbors that you have serviced before ...

Be honest and have the facts

As soon as I open my mouth, whatever comes out does the trick

My honesty and no gimmicks

Tamra Lee Ulmer - 'You can TRUST me'!

Listen, dig, listen some more, dig some more into their needs, Listen some more, then suggest solutions to their needs.

Very effective, who does not want to hire the person with the solution to their needs.

Listen, listen and listen, and then decide if you are the right person for them. A

I give a guarantee of service.

Show enthusiasm, and that you enjoy what you do!

I read a statistic from Realtor.org's end of year stats a few years ago that showed how many people listed with the first agent who gave them a listing presentation and it was staggering.  

Before that, I had a high-flying, energy-charged listing presentation really trying to convince people to list with me.  

Afterwards, I was much more soft sell.  

Thanks for inviting me over, your home is beautiful, this is what I really like about it, this is what the market is, this is what we do to market your home ( on a piece of paper and only verbally mention the top 3 things that I think are most important), this is how you can reach me, this is what makes me stand out (I answer the phone). 

Then let them think about it and I didn't worry about the results too much.  I got more listings that way than trying to really blow them away with awesome "this and that" and staggering statistics.

Most folks feel about Realtors like they do about auto mechanics.  You want someone who will take care of you, and treat you right.  You don't care if they have the newest diagnostic tool, or a $8000 tool box.  

Convey kindness and trust to them. 

Strategy: Honesty and not "buying the listing" by blowing smoke and saying "oh yeah, that price will work."  I tell them, I don't need the listing so I'm going to be perfectly upfront and honest about the house and the price.  They either like it or not.  If not, I don't want to work with someone who wants me to lie to them or be a "yes man".

Making sure I have answered all of the seller's questions and making sure they also understand how their home fits into the current market.  No bells and whistles here.

Know your stuff, i.e. market.

Good advice.

My first thought is exactly what Noah Seidenberg said.  No dog and pony shows for me.  

Since I am no longer an active agent, I can finally give out my secret:
My charming personality.    

The complete "package"...

Tamra Lee Ulmer A factual property valuation and a good marketing plan.

Not being the primary listing agent, I leave that to our team lead

Be myself and present the facts any my take on the numbers with the knowledge I have!

I would have to say service and closing the deal.

I'll go with Noah Seidenberg on this one!

Listen.  Listen carefully.  

To get the listing signed.

Ask questions, listen, listen, listen and provide valuable ideas on how to maximize the sales price to meet their goals.

I think photography is important, especially aerial views of massive properties...

#1. It's NOT about me
#2. What are your REAL goals.
#3. Empowerment.
#4. I can't do this alone.

HINT: they already have the numbers they choose to believe.

I know the market.

Be prepared and know exactly what is going on in that hood. 

Great question, Tamra Lee Ulmer.  My answer is effective staging, and not only because I am a stager.  If the house lacks appeal, they will never put it on their list to visit.

Great negotiator and working relationships with other agents and appraisers. It works in my sellers advantage.

Appraisal and staging consultation and pre market home inspection

Spending more time listening rather than talking. Find out what's important to them. What are their expectations?

Single Agency

Getting in the door! That's the hardest part.

KISS

Have a list of services you offer for different commission rates. El Cheapo... Deluxe.....

Good questions to help them self discover their priorities followed by assurance that that is what I'm going to make happen for them.

What is your next REALTOR® going to do differently than your last one? ( We market to expireds) . 

We show them in some handouts that we know how to get their listing in front of the most qualified buyers. 

We don't use a canned presentation.