Every real estate market in America has seen a shift from a buyer's market to a seller's market. There really has not been any threatening news in the housing market other than the concern of interest rate increases. For most brokers and agents today, demand is stronger than the supply of listings.

At the heart of winning a listing is your listing presentation and the CMA. It is your chance to convert your hard work and marketing expenses into success. To put your best foot forward, you need to have an attractive presentation, a clear illustration of market facts and comparables, a great marketing plan, and a confident presentation style.

Here are a few tips that may improve your success:

• Go to a print store and print your presentation in high resolution, full color and have it bound into a book.
• Save your presentation to your iPad if you have one. It makes an extraordinary presentation tool that allows you to get your customers to "lean in" and pay attention.
• Pull market reports from Realtors® Property Resource, Terradatum, CoreLogic, or another solution you prefer.
  
• Explain their responsibility in making themselves available to review the buyer offers in a timely fashion as they are submitted.

When you are finished with your listing presentation, go directly to the listing agreement and begin to review it. When you have completed the review of the listing agreement, ask for the signature!

If you are using your iPad, you can open it in DocuSign and have your client sign electronically on the spot. However, always have a paper version on hand. Some people find electronic signatures a little intimidating.

If they are not ready to sign, they will tell you why. Work your magic at overcoming objections from there. If you leave without the signed listing agreement, be sure to leave the listing presentation behind for them to review.

Then, ask them how much time they need to review it and schedule a time to come back and pick up the listing presentation. After all, it is your secret sauce and you do not want a competitor to learn why you are more successful at selling homes faster and for the highest price!

Further Reading

• Prospecting with a CMA
• Choosing Comps for Your CMA
• How to Lose a Listing
• 5 Reasons why your next listing presentation should feature RPR