The Listing AgreementWhere it all starts !

Listing Agreement An employment contract between:

Property Owner Real Estate Broker

Salesperson represents the brokerage firm

Spells out the specific terms Seller’s terms of sale Broker job description & authority to sell Broker’s compensation (commission) Seller’s responsibilities Beginning and Ending (expiration) Dates

Types of Listing Agreements

Open listing – One or More Brokers Least Desirable No Time Limit – First to Perform Wins! Owner may withdraw anytime before sale Owner may sell it themselves-No fee! NO MLS

Exclusive “AGENCY” Listing Only one Company/Broker (Agency)

Authorized to represent seller BUT seller may also sell it themselves May be on MLS but risky for broker! Do not confuse with :

Exclusive Right to Sell

Excusive Right to Sell ListingThe Residential Listing Agreement CAR Form RLA

Best Agreement ! Employs a specific Company/Broker Seller cannot sell it themselves

If so, Broker still owed fee.

Cooperating Brokers offered compensation through MLS.

Listing Appointment - Be Prepared ! Physically & Mentally Arrive On Time (Plan Your Time) Have a Plan & Script Bring All Materials

Visual Aids Contracts & Disclosures Sample Advertising, Flyers, etc. Digital Camera Laptop (not absolutely necessary)

Listing Presentation-Why List/Buy with me? Visual Aids: Print, Photo, Lap Top, CD, On Line

About You…. Background Education & Experience/Career(s) Interests, Family, etc

About Your Company… Established in Community, Management Office Location(s) Local, Regional, National Affiliations

Ancillary Services: Escrow, Mortgage, Title… Training Program Advertising Program Office Staff & Support

The Meeting/Interview Conversation “Ice Breakers

Personality Type… Determine Motivation

Open Ended Questions: So, what are your plans… Describe for me… WHEN, WHEN, WHEN ?

Introduce Agency Disclosure Discuss Agency Relationships Demonstrate Your Knowledge & Professionalism

“They don’t care how much you know, until they know how much you care.”

CAR Form RLASee Text Chapter & Sample Form Enter all data Describe Property Safety Clause – Broker Protection Authorizes Placement on MLS Agency Relationships – Dual Possibility Confirmation of Agency Dispute Resolution Seller’s Advisory – CAR Form SA

Explain Your Services-Listing Pre-Marketing Consultation

Design Marketing Schedule Property Prep Market Analysis (CMA) Net Proceeds Estimate Advertising Plan & Design Property Showing Plan Contract Review & Analysis Preparation of Documents:

Counter Offers Disclosures, etc.

Sale/Escrow Monitoring Home Inspections Required Reports Time Table & Deadlines

Your Marketing Plan Property Preparation

Photographs Flyers & Brochures Pre – Marketing: Data Base, Internet, Office Paperwork for Office Enter Data in Multiple Listing Service Install Lock Box (?) Broker Open House Public Open House