The phone rings, you get an email, a referral comes in someone wants you to list their house....now what?
After I have spoken to the potential seller on the phone to find out basic things, like email, timing of the move and the appointment is set, I tell them, I am going to email them some information to review. During the initial conversation I am also trying to "bond" with them and establish trust. Then I email them The Caulk TEAM Pre-Listing Questionnaire, and ask them to send it back to me BEFORE we meet so we can make the most of their time.
I use to drop off a book, with marketing materials in it, the day before; but as the years went by less and less people had read it when I went to the appointment.
Over the years, my preparation for the pre-listing appointment has grown. What I want to emphasize in this post is the Pre-List Questionnaire, that I email to potential sellers and what I want to learn from them by sending it out advance. In a later post I will go over the other items I include.
Included in the initial email is the following:
•1) Marketing Plan
•2) Syndication Sites
•3) How I place on Google (learned that from Broker Bryant)
•4) Market Reports for their area
•5) My Listing Guarantee
The Pre-listing Questionnaire is basically to gage how motivated they are to sell and if they can afford to sell. In the document I ask, how much they owe, if they are willing to spend money on the house getting it ready, how much they will spend, do they have a 2nd mortgage, are they current on all their payments, do they have a friend, relative or church member they are obligated to list with, how many Realtors will they be interviewing, and do they have any idea how much their home is worth? 
Some of the most important questions on the Pre-Listing Questionnaire are:
What are their expectations from me so that I can provide them with exceptional service?
What criteria are they using to determine the Realtor to market their home?
How do they like to communicate? (Phone, email or text message)
I tell them that if they decide to hire me I would like to be chosen for three reasons:
•1) My skill and knowledge of the market
•2) My integrity
•3) The strength of my marketing plan
You might be thinking do potential sellers send this back?
Yes, 90% of the time they do.
Then before I go to the appointment, I have a good understanding of their needs, financial situation, how they like to communicate, what they are willing to invest to get the home ready and if they are truly motivated to sell their home. This is all critical stuff, we need to know and I like to find out at the beginning.
***Part 2 will be the Marketing Plan and Syndication Sites.
Missy Caulk & Team can be reached at 734-926-9797 or email: Missy@MissyCaulk.com
Our TEAM of 6 Agents are available to help you relocate to Ann Arbor, Saline, Dexter, Chelsea, Milan, Ypsilanti Township, Clinton, Manchester, Whitmore Lake, or throughout Washtenaw County, MI.
- Search the Ann Arbor Area MLS.
- Market Reports in Real Time Updated Weekly
- Profit from Technology for Realtors and Lenders
Missy~ great list of questions that you ask, there really should be no surprises as you go along.
I think the key is that you email the questionaire instead of having the client fill it out on paper.
This is a great post! Too many times we work too hard on the actual listing appointment instead of preparing and utilizing the prework. Great way to know what to expect. I have flagged this for feature and I have bookmarked for future reference. Thanks for sharing your strategy!
Lisa, I think it is too, it shows that I'm all about business and I want to make sure it is a two way street to success.
Gary, yea I thought I'd try a series.
Karen, I'll email it to you or give it to you at the office.
Lisa, thanks.
Kevin and Monica, email seems to work best, or I pick it up at their house when I go, but most send it back.
Leesa, this makes the actual appointment go faster and I understand their needs and ability to sell.
Linda, I started doing the email thing last year, my pre-list book had got so big and they just weren't interested in that much information.
Heather, appreciate it.
I'm happy to email it out if anyone wants it, just email me or leave your email in a comment.
Missy - You're right--sellers often never look at the listing book--just too much information at a time when they are already overwhelmed. Short and simple works for me.
This is what I have been looking for so I have bookmarked it to use. I have most of these items so I think I need to work on the format.
Thx Missy
Missy,
Great post...what % of sellers/buyers would you say have email capability...IYHO? Thanks, Fran
Hi Missy - wonderful! I love this questionnaire and that you send it out ahead of time. I'm going to be adapting this to what I do. And I'm looking forward to part 2!
Thanks for sharing!
Ann
Very insightful. Never forget that you are an extension of your buyer and you should always try to keep in mind their best interests. In this way, you will best service them and keep them content - and will lead to more referrals in the future. Can you think of at least 5 other ways to generate referrals?
Missy, This is an excellent guideline to go by, thanks for sharing it. I can see it would save a lot of time and wasted energy as it would quickly weed out those folks who aren't really serious or have already made the decision to list with their uncle, and just want your opinion on the market value.
Bookmarked for further review,
Jo
HI guys, thanks for all the comments, if you want it just send me an email! I definately don't mind sharing and you can take out or delete what doesn't fit your area or style.
Marchel, I use WORD.
Fran, I have no clients that don't use email. Seriously!
Do you use this for all sellers, or just those where you're competing with others?
I have just been getting that info when they call for the appointment, but I certainly like the idea of having them complete a form rather than spending the time on the phone. Although I do like hearing the tone or inflections in their voice.
Thanks for sharing this with us, and I'll certainly watch for Part 2.
Hey Missy,
Great stuff, thanks for sharing it., bookmarked for revisit. We too use a pre-listing book, we call it "Seller's Guide and Communication Organizer" we normally try to get it to them 2-3 days prior (when possible) to our appt., that way they are a little more likely to get through it more often.
Missy... this is an excellent plan and very well laid out. It's something that I partially got away from when I first talked to clients and screened them. I need to get back to this so thanks for the reminder.... looking forward to part 2.
Missy,
What a detailed approach! I haven't tried sending material before the appointment by e-mail. It sounds like a good idea. I do go over much of what you have listed but during my appointment. I bet this approach reduces some of the time required for the appointment.
Missy, Wow! Great post. Thank you for being so generous with your intellectual property. I would love a copy. Please send one. Favorite line "gauge if they can afford to sell!"
Recently I've gone to having over fifteen listing on average. What a sea change in management and perspective. Gone are the days when I'd list anything I'd get my hands on, I just don't have time.
I'm going on about 2 listing appts. per week, 3-4 listing prospecting appointments, as well as responding to about five additional inquiries and prospecting a lot of leads. I'm able to sometimes get the whole thing done on the initial phone call, but I do compete.Once I meet people I seem to do pretty well. When I leave the appt. I call my assistant and have her write a thank you note that I sign and send asap. If it's an AM appointment we want to get it out extra fast. A lot of times I'm not competing because I pre-sell on my brand through effective multi-channel marketing. I think a pre-listing questionnaire such as yours would set me apart however.
Additionally, your setting the stage by stating the rationale you'd like to be hired under is nothing short of brilliance. I'll be expropriating that when appropriate.
If 2 is anything like 1, it'll be dynamite.
PS "people" is a countable noun, fewer and fewer people. Forgive the old english teacher in me!
Missy, Wow! Great post. Thank you for being so generous with your intellectual property. I would love a copy. Please send one. Favorite line "gauge if they can afford to sell!"
Recently I've gone to having over fifteen listing on average. What a sea change in management and perspective. Gone are the days when I'd list anything I'd get my hands on, I just don't have time.
I'm going on about 2 listing appts. per week, 3-4 listing prospecting appointments, as well as responding to about five additional inquiries and prospecting a lot of leads. I'm able to sometimes get the whole thing done on the initial phone call, but I do compete.Once I meet people I seem to do pretty well. When I leave the appt. I call my assistant and have her write a thank you note that I sign and send asap. If it's an AM appointment we want to get it out extra fast. A lot of times I'm not competing because I pre-sell on my brand through effective multi-channel marketing. I think a pre-listing questionnaire such as yours would set me apart however.
Additionally, your setting the stage by stating the rationale you'd like to be hired under is nothing short of brilliance. I'll be expropriating that when appropriate.
If 2 is anything like 1, it'll be dynamite.
PS "people" is a countable noun, fewer and fewer people. Forgive the old english teacher in me!
I haven't hit bookmark so quick in weeks! Thanks Missy!
Great tips. I think we all have systems (ok some of us); but I often look at others and "tweak" as necessary.
Thanks again!
Joan, I really never alter the questionnaire, it is the same for everyone and it gets it out of the way so when I meet with them, I only point out a few things.
Norma, my pre-list book looked great, leather bound etc... but it was TMI. Too much information and so I just got down to what was important.
Latonia, just email me, no need to re-invent the wheel.
Beth, love those light bulb moments.
Carole, OHIO?? Not all have email?? I'm too busy talking and listening to do a formal questionnaire when I meet them. It would so not be me.
Joel and Theresa, glad to help
Kim, :)
Lorenna, I get tons of good stuff from you.
Michael, you do have an excellent presentation! Your very prepared and professional and that is key.
Jo-Anne, I still meet with them if they haven't sent it back and I pick it up when I go. However, if I go and it is not filled out, do you think they are going to be fun to work with or easy? NO, so I chose carefully.
Elaine, I try to find common interest on the phone the first call, and I do get the basics and some of the questions but more naturally, then I send them this to get the financials. I don't like to start off asking, how much they owe?? Are they current? blah, blah, blah.
Linda, my clients or potential ones were just not reading all the stuff. So I went to this method and have had better success.
Julie, good sounds like it is working.
Rita, it just gets the details that are important out of the way. I still spend about an hour unless I am previewing and then only 15-20 minutes.
Elizabeth, thanks I have no problem sharing, why not?
Jeff, seems like it would be in your loan apps, most of it.
Katerina, sounds like Nestor is good over the phone, how does he give a price without seeing the house?
Matt, your website is not working to email it to you, send me your email.
Roland, thanks
Frank, thank you.
Melissa, lots of bookmarks on this one. LOL
James, glad I could help you tweek.
I feel so stupid. I've always had a "questionnaire" for my buyer clients, but never a formal one for potential seller clients.
Missy, I owe you.
Very professional and helpful. The more information we have, the better we can serve our clients.
Missy,
This is SO thorough! I'd want you to be my listing agent for sure!
Mike in Tucson
Hi Missy, Enjoyed this post and the helpful information it provided...Thanks!
I too would love a copy if you don't mind. :-)
All the Best!
Great Post! I think the pre listing packet is very beneficial. I have dropped off a power point for review and not thought of just emailing it as well as my questionaire. I think that will be a change in my listing appointments. It saves so much time on the actual listing appointment.
Just had an opportunity to talk to Christa regarding your incoming buyer and thought I would check out your blog as well. I look forward to the opportunity to work with Christa and your team.
Therese, I sent to Lola as I don't have your email address and can't do attachment on AR.
Robert, we think one of us will sell her a home!
Andrew, I think you're right. They are too busy to read much.
bookmarked this one Missy. been some time since we did a full listing presentation. much comes off blog these days, and listing presentation is much different then with trust already established.
want to digest this, as am focused now on writing our upcoming seminar for buyers and sellers.
best
Missy, I would love to get a copy of this. As I revamp my business, I think it is very good for me to see what successful agents are doing in other markets.
Thanks.
Lane at lanebailey
Hi Missy,
Great article. I would love a copy of your pre-listing questionnaire.
Thanks,
Ann Henry-Dean, The Masiello Group, Amherst, NH
Hi Missy: I would love to get a copy of your pre-listing questionnaire too... I've been thinking .. do you really think it's a good idea to leave my marketing plan with the seller.. or just give them a brief idea what I can do for them....
I had a FSBO appointment to preview the home with the object of getting the listing.... any way I thought .. do you think I could submit a pre lisiting presentation to them while viewing the home.
Do yu have any idea on getting the listing after viewing the home.... Thanks in advance.....
Excellent post! This prelisting quetionaire is a great idea to obtain as much info before meeting w/client. Also, this can really set you apart from other agents. Can't wait to read pt2
This is a great idea! We don't usually send anything before we meet with the clients. We then try to flood them with the materials & information and I'm sure it's overwhelming for them! It makes sense to have them look it over on their own time, and return it on their terms.
Thanks for the great idea!
A Pre-Listing Questionnaire! What a great idea. Thank you for sharing such valuable information!
I think everyone else said it already.... but dang girl this is good stuff. I read the other one first and then came to this one. No matter, it was still good reading it backwards! Thanks for the tips... since I'm not in your area, it won't hurt to be influenced by your approach right?
Bookmarked and will adhern to the tips.
WoW Missy...... 2001 views of this post and 88 comments so far. Can you feel the love for your great post. Thanks for the great information. Looking forward to see what you may have for buyers as well.
Missy,
This is a great idea! I have always used the prekisting packet but think it is time for me to change to the email short form. I am glad I found this...I will look for part 2 now!
Hi Missy. Thanks for sharing the great tips! Keep them coming.
Missy, I use something similar, and I am pleasantly suprised at how many seller will fill this out. I think it gives you a very professional start to the relationship. Great post.
This is good information Missy. You have had a ton of hits on this posting.
Don
Good notes. Thanks.
Missy,
Great post. Thanks for sharing. Keep up the good work.
Jim
Missy,
I really did enjoy reading this. I could definately learn a thing or two. I've been doing it the old fashion way - over the phone.
Can't wait for part 2.
Missy, thanks for bringing this post up again. I missed it. Great points and many of them I can use to update my pre-mortgage appointments. AJ
Hi Missy, So far everything we do is about the same ( which is good). I spend at least 20 minutes going over the marketing plan. Item one is the 90% rule. Pricing correctly is 90% of the best marketing plan. If not getting it priced right, the rest of the 70 plus items mean nothing. I don't go to item two until that is satisfactory. I rarely do price reductions. The old thing of testing the market is really not in my realm. I tell them that if they want to test the market, I suppose they would need a professional market tester. Not me. The time to test is long before it comes to market.
Great job. You were able to put this whole thing in perspective without actually divulging your exact listing presentation, since it is yours and unique to the way you present. If we lived in the same community, I would ask you if you wanted to become partners, as we think alike. 1 + 1 = 3
Missy, love this information and we never thought of emailing it. Great idea and would prevent the clients from getting to overwhelmed at the presentation. Thanks!!
I've bookmarked this post. Preparation is key. Thank you for the checklist!
Aloha, Ronda
Hi Missy, As an agent in my first year, I thank you for such great info. I'm sure new and seasoned agents will find this info helpful. PLEASE, keep writing more good thoughts and info for all of us!
Cindy
Missy great topic and information. I cant wait for part 2. I enjoy learning how others approach listing presentations, so I can improve as well. Thanks so much for sharing.
This is why I love AR - you can find that little extra thing to do that you may have missed. Thanks!
Missy, pure brilliance! I would love a copy of whatever you are willing to share and thanks in advance for sharing!
Thanks. Missy. This is why I like being a KW agent: the willingness of more experienced agents toshae with us newbies. I will use this starting now.
I use the Floyd Wickman Program. I find that it works great.
Teresa Johnson
Solid Source Realty
www.AtlantaHomeStore.com
Thanks for this info I'm bookmarking to and looking forward to part 2. I ready to try this.
This is a fabulous blog. Your a true role model for all realtors Missy.
Thanks SO MUCH for sharing the questions you ask potential sellers... I am really impressed that you ask them if they are interviewing other agents and/or if they have a friend/relative/etc that they feel obligated to list their home. I've always wanted to ask, but didn't.
I'm bookmarking this one -- great info!
Hi Missy. Thanks for sharing the great tips! Keep them coming.
Hi Missy;
Great tips!
Please send me a copy of your prelisting questionaire.
Thanks
Great post, Missy! Great ideas!! Like James can you send me a copy of your prelisting questionaire.
Thanks so much!
Thank you for sharing, would love to receive a copy of your prelisting questionaire. Thanks a million!
Hi Missy, great post. Could you send me a copy of your prelisting questionaire? Thanks
I like this post!!! I think gathering this type of info prior to meeting the potential client gives you a great advantage!
Great ideas and questions. I would like to know your response percentage
Allen, 90% or I pick them up at the house, but most send them back via email.
Jeanita, send me your email
Interesting concept and I appreciate your sharing the idea. I have bookmarked to consider in the future.
Thanks for sharing your ideas Missy. I've heard of pre-listing questionairres before, but haven't used one yet! I really like your idea of emailing instead of dropping it off before the listing appointment, it makes it more feasible for me to use.
I like the questionaire idea. I will wait to hear about part 2
Good post, I'm going to go find part 2, Thanks
Have A Great Day
Missy you are such a very good blogger/real estate professional. I really liked this one. You along with Tony Marriott -Keller Williams in Arizona have wrote two of the best post so far on listing appointments. I have to read part two. Great post.
Totally awesome info! I never thought about an email questionaire. I am writing this stuff down!
Is there a part two yet, missy? this is such great stuff!
Very similar to what we prepare. We actually don't send it out via email. When someone calls in, we set up an initial visit to get measurements, condition of the house and a feel for the potential client. We deliver a packet with most of the same items.
Wow missy. Tons of nice comments here. I enjoyed reading your post
Thanks
Don
I really like the pre-listing presention concept -- this post is good stuff! If I go into a listing appointment "cold" (w/o all the critical background info), I feel like the appointment doesn't go quite as well.
Do you have the pre-listing packet professionally bound or do you just email it to them in a PDF?
Thanks for the tips. This is the good stuff that most of A/R is made of. I get a little tired of self promotion.
Kerry, I send all my pre-listing materials in a email, unless they are older and don't do the internet.
Exactly what I was looking For! Thanks. I sent you an email with a request for the info...
_Dave
I find it interesting that this post was posted in January and it's December and we are still commenting on it! Fabulous!
Missy, I would really love to see how you do your pre-listing questionaire?
Michelle
Missy-
Please send - I am spending time reinventing the wheel, that I do not have-thanks
Kathleen
Missy got to your post by Rebecca Levinsons post this afternoon. Great info and a good marketing tool. Thanks for sharing.
Thanks for this information. I have been apprehensive to ask such pointed questions so soon, but you are right, get it out there so everyone can make an informed decision.
Hi Missy,
Thanks for sharing this pre-listing info. I got to this through Rebecca Levinson's post yesterday. Where can I find part 2, and would you be open to emailing your package? Thanks so much! thoagland@callcarpenter.com.
Hey Missy-Great information! It really does pay to have those questions answered upfront!
Missy this is great information. I'd love it if you would send me a copy (rosemary2042@gmail.com). Thanks in advance!
People under estimate the power of "pre-qualifying" the buyer before you go to the appointment..great tips..thanks
Fabulous idea! I would really appreciate it if you could email me your prelisting questionaire....part 1and 2!! Like others before my post, I have always been an advocate of a questionaire for my buyers, but the most obvious would have been to use this tool with sellers. It 'primes' them and makes them focus on the goal of SELLING...not just 'testing the waters' and listing to see what happens. I have decided that some listings weren't worth taking from the get go due to lack of a truly motivated seller!!
This is a great idea! This is sort of the same thing I tell all of the agents im training, however we don't send the information out via email. When a prospective client calls in, we set up an appointment and we deliver a pre-listing package with most of the same items and it works like a charm. Thanks for sharing the great tips. http://prelistpackage.com
If possible Missy could you reblog this post... i'm sure it would be helpful for anyone who is new to activerain....
Missy, I am a new agent, and this sounds wonderful!! Would it be possible for you to email me some of your pre-listing packet? Questionnaire especially! I am looking for all of the help I can get to be the best agent in my market. Thanks! My email address is andrea@andreasrealty.com.
Missy,
I know this is an older post but if you are willing to forward me a copy of questionnaire and pre listing that would be great.
Win the day!
Mike
When should we expect part 2. This really is a great educational post.........................chris
Great idea. I send out a listing packet, but I never thought to include something for the seller to fill out and send back! I will work on this.
Thanks!
Robin
I love your ideas Missy, please email me a copy of your prelisting email!
Thank you!
I love the idea of emailing the questionnaire prior to the appointment. It gets the seller engaged and sets the stage for the cooperative effort necessary to successfully sell a home.
Missy, you have done well to get them to fill out your questionaire and get it back to you.
Ty
90% response rate - that is phenomenal. The questionnaire shows that you are serious and want to fulfill their concerns - very service oriented. Great idea!
Very useful plan! Look forward to part 2. Thanks!
Good approach. You basically ask them what you have to do to get the listing then tell them you will do it. You also tell them about your qualifications and integrity in away that presumes they already know this and by choosing you they choose those qualities.
Great tips.
Missy, I bet you get 99% of your listings. I like the idea of emailing them before the appointment. Going to try it.
Missy,
Those are great pre-listing questions... Thanks for sharing.
Ann Hayden in Wildwood, MO
Great IDEA! I have a questionnaire that I has tried to use over the phone but so often the phone call is unexpected & I don't have the questions in front of me. I never tried emailing them, but I sure will give it a shot next time.
Missy please email me your questionnaire. Marilynt@Marilynt.com Thank you.
I also have my seller's fill out a pre-listing questionnaire, which helps me to better understand their situation and whether or not I want to take the listing.
I also have my seller's fill out a pre-listing questionnaire, which helps me to better understand their situation and whether or not I want to take the listing.
Missy - Thanks a bunch. As a recent convert to the Realtor side (from 17 years in lending) I am doing any and all research possible and AR is a wealth of knowledge. Bookmarking many for future reference. ~Thanks again...Doug
I would love to have a copy of the questionnaire! j.skilling@verizon.net
Thanks!
Missy this blog is a very well written blog. You wrote this blog like over a year ago and it is still getting traffic. If you are e-mailing the questionaire to people,can I please get a copy? My e-mail address is bswiff@yahoo.com. Great post.
It sounds like you have a great pre-list questionairre! We would love to review it and implement it in our business in Southlake, Texas. if you are willing to share, please email it to nick@troygeorge.com. Thank you!
Wonderful idea!! Thanks
Thanks for sharing - I think that, especially now, the prelist questionnire is critical. Looking forward to reading more of your posts.