My Listing Sales Book - a Valuable Sales Tool
When I list a property for sale, I prepare a Listing Sales Book that I keep in the kitchen or on the dining room table where the Buyer’s agents and Buyers will easily find it. In it, I include several items that may answer the Buyer’s questions while they are viewing our property. 
I include the Seller’s disclosure. Having the disclosure on site will be a quick reference for the Buyer’s agent if the Buyers want to know the age of the roof or ask if there have been any foundation repairs.
I include a CMA (Comparative Market Analysis) to show how the Sellers and I arrived at the price. I’m getting ready to list a property in a neighborhood where 1-car garages are the norm. Out of the last 19 properties sold, only four had a 2-car garage. So, yes, I’m going to prepare a CMA of only homes with 2-car garages because our listing is priced to reflect the desired and rare 2-car garage.
I include a list of features that might otherwise go unnoticed. If the Seller has added extra insulation in the attic or has high quality shingles on the roof, I want to point that out. Here’s our opportunity to toot our horn!
I include the average utility costs. I currently have a 3,000 square foot, totally-electric home listed with an average monthly utility cost of $145 -- don’t you know we want to BRAG about that? That definitely goes in the Listing Sales Book.
I include a list of nearby amenities -- shopping, groceries, restaurants -- maybe even distance to the airport or access to major highways. Why make Buyers wonder where the closest grocery is located or what would be the best route to drive to work?
If the property is located in a desirable school district, I include information about the schools. If the property is located in an area with an active HOA (Homeowner’s Association), I include information about the cost of the Association (if any) and what benefits the Association provides. If the Association provides a quarterly newsletter, that goes in the Listing Sales Book as well.
More and more often, I am asking my Sellers to provide a square-footage appraisal. If that’s available, it goes in the Listing Sales Book.
If I’m listing a property in the dead of winter and all the landscaping is looking shabby, I ask the Sellers if they have photos of their home when the azaleas are in bloom. If that’s available, it goes in the book.
If new appliances have been purchased or if repairs have been made, receipts and instruction manuals go in the book.
Not only am I providing the prospective Buyers much needed information that may positively affect their purchasing decision, they are going to stay IN THE HOUSE longer perusing the information provided in the Listing Sales Book. Maybe during that time, one Buyer will wonder off to inspect something mentioned and they will begin to feel at home.
My Listing Sales Book - a Valuable Sales Tool
What goes in the book:
- Seller’s Disclosure
- CMA
- List of features
- Utility bills
- List of nearby amenities
- School, HOA information, neighborhood newsletter
- Appraisal
- Photos taken when flowers are in bloom
- Repair receipts, appliance warranty information
Lori is a residential Realtor serving the greater Tulsa area, and specializing in midtown Tulsa real estate. Please visit Lori’s web site, LoriCain.com or call 918-852-5036.
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Lori is a residential Realtor with Chinowth & Cohen Realtors serving the greater Tulsa area and specializing in downtown Tulsa and midtown Tulsa real estate.
Lori this is packed full of fantastic information for agents that don't have a system in place. Excellent!!!
Thank you Anna Banana!
What kind of feedback have you received on it?
I really like the idea of including info on the utility bills. I just might have to steal that idea from you Lori!
Lisa - steal away - that's what we're here for!! I get great comments from cooperating Realtors - they really appreciate the info!!
Thanks!
I often include property disclosures and an additional highlight sheet if the home has a lot more features than what the MLS sheet can accomodate. Sellers appreciate the effort.
Thanks Lori,
I use a similar book. I slip the professional flyer on the front. It has my contact information and a professional photo. It is a nice item that stays with the house after the closing. Who knows after 4 or 5 years when they are ready to sell they may just contact me if their agent has not stayed in touch.
Our market is heavy with short sales and bank owned properties. Many listings have no marketing materials. I think it is important to have a book at the house along with a take away flyer and feature sheet for the buyer to refer to later. A buyer may not remember all of the homes they have seen but our little flyer will remind them of all of the features of our home.
Lisa - exactly!
Kim - excellent suggestion! I bet the Buyer will remember, "that's the house that has the book!" :-)
BTW, Anna, I accidently posted this twice, because I got a proxy error and submitted it twice.
Hi Lori,
You have a great system with your Listing Book! Thanks for sharing it with us!
Chris
Thank you for sharing this. I was thinking of doing this for my sellers, Now I have a great template to start from thanks to Lori. Once completed I was thinking of converting it to a PDF file to add to the web site I create for my sellers.
Chris - great system indeed!
Green - I have been thinking about putting all of the photos, virtual tours, documents, etc. on a CD-ROM to leave in the house and send with home buyers - great idea - just haven't implemented it yet. Let me know how yours works out! Or do you actually create a seperate web site for your sellers?
Hi Lori, I do something very similar. What I also include 90% of the time is a letter from the sellers with some more personal info about what they loved about the house and the area. I get a LOT of feedback from that.
Lori, Your listing book takes listing any listing book I have seen to a whole new level thank you for some really good ideas.
Ellie - I am going to incorporate the letter too! Great idea!
Marie - thank you - hope it works well for you!
Lori, I found your blog on a fluke and love it! Your Listing Book idea is great. I am going to "borrow" it for my listings in the Keys.
Oh, I love the Florida Keys - have been SCUBA diving there many times! Glad you enjoyed the post - please feel free to "borrow!"