Educational

Should You Add or Remove Comps at a Listing Presentation?

Steve Jobs, Elon Musk, and Henry Ford all have one thing in common – they weren’t afraid to step outside the box to succeed. They all took a common thing and transformed it to delight customers and the world, in turn, becoming amongst the most successful entrepreneurs ever. 

As a real estate agent, and the owner of your own business, there is something to be learned from them all. While there is nothing wrong with tried and true tactics, sometimes in order to succeed, you need to change how things are usually done in order to grow your business. 

Let’s take a look at one of the most crucial parts of your business – your listing presentations. 

At the center of every listing presentation is your CMA. You take the time to research your potential listing, do your homework on the area, and finally you select the perfect comps to include in your CMA. At the listing presentation, you give your potential clients a copy of the CMA so you can go over it with them. 

This is nothing new. But what if they mention a specific property that you did not include in your CMA? Or specifically don’t like a comp you did include in your CMA? 

This got us to thinking – how often are your competitors changing their CMA while at the listing presentation? In our recent survey we found that less than 40% of agents add or remove comps to their CMAs during their listing presentation.

But why should you be adding or removing comps at the listing appointment, instead of following up afterwards? Here’s our top 3 reasons: 

  1. Easily answer any ‘what if’ questions
    No client appointment comes without objections from your potential sellers. Oftentimes, they’ll ask about a specific house down the street or in a nearby neighborhood that you may not have included in your CMA. If you add or remove comps at the appointment, you can easily explain why these specific properties were not included in your initial CMA. 
  2. Make the most out of your time with them
    Most sellers are interviewing agents other than just you. So when you have to go back to the office to update the comps in your CMA, you’re giving another agent the chance to win the listing. But if you could update comps at your presentation, you’re already ahead of the competition. 
  3. A dynamic presentation is a winning presentation
    As mentioned above, more than 60% of agents are not adding or removing comps at their listing presentations. When you do this, not only will you stand out, but your dynamic presentation will impress your potential sellers, giving you a better chance of winning their business!

So, how can you easily update comps on the fly at your next listing presentation? With Cloud CMA Live. Easily view your comps from an interactive map, while also being able to see other listings on the MLS from the same view. If you and your client decide to include an additional comp or remove one, you can do so in the click on a button and your CMA will instantly update. 

The best part? Cloud CMA Live is a free enhancement to Cloud CMA, which you can try FREE for 30 days

If you want to grow your business, you need to stand out and stay ahead of the curve. Having the ability to add or remove comps at your next listing appointment will not only impress your potential sellers, but will increase your chances of winning the listing! 

Have you added or removed comps at your listing presentations before? Let us know in the comments below. 

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