When to present the CMA? Here’s a common question that comes up when making a Listing Presentation… “Shouldn’t I show them my Marketing Plan before I show them the CMA?”
Here’s my response… “Why would you? They’re the customer, why not show them what they want first? Give them the price right up front”
Here’s the best strategy…The Seller thinks you have come to give them the price –that’s what they’re looking for. Do that first and get their agreement on the best pricing strategy. Once the price is agreed upon, then you can show them your marketing plan if they still need to see it…often it will not be necessary.
Here’s an important reality check – if you can’t agree on price and all the marketing in the world isn’t going to get you the listing.
Here’s the good news… many times you won’t have to spend time presenting your marketing because they’ve already decided to use you. Save time and do the best for your customer. That’s what you had in mind when you started out, right? NO Excuses. BK
That is awesome, I always say a seller has two questions, the rest are variations of these two.
1. How much am I getting?
2. Can you get it?
If you handle the first one properly, the second goes away.
Good point Rob. What happens is the higher your confidence level, the more comfortable you will be showing the CMA first. This confidence takes time. With your experience level you are well past that necessary step. BK