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Realtors Property Resource Releases the 2018 State of the Listing Presentation

Findings show relationships and home valuations are key for successful listing presentations

CHICAGO –– Realtors Property Resource (RPR), a wholly-owned subsidiary of the National Association of REALTORS, announces the results of the 2018 REALTOR State of the Listing Presentation. The report includes findings from a survey of more than 450 REALTORS and reveals trends on what sellers want from a listing presentation.

According to the study, most REALTORS® still give listing presentations in-person. This is indicative of the value REALTORS® place on client relationships, also evidenced in follow up methods post-presentation. The majority of REALTORS® choose to follow up via phone call, as opposed to an email. These personal interactions prove successful, as nearly half of respondents said a listing presentation results in a signed contract 76 to 100 percent of the time.

The survey also revealed home valuations are, perhaps, the most crucial part of a listing presentation for both REALTORS® and sellers. Eight out of 10 respondents agreed it is extremely important to provide an accurate valuation to a seller in the listing presentation. More than 40 percent of sellers request a valuation ahead of the listing presentation. Half of REALTORS® include a valuation in their pre-listing package, and nearly 80 percent always provide one during the listing presentation.

"The survey indicates home valuations are the subject of one of the most-asked questions during a listing presentation," said Reggie Nicolay, RPR vice president of marketing. "Valuations are confusing to many sellers, and a listing presentation is the perfect opportunity for REALTORS® to educate clients on how valuations are calculated."

Additional key findings from the 2018 REALTOR® State of the Listing Presentation Report include:

  • An overwhelming majority (93 percent) of REALTORS® hold their listing presentations face-to-face.
  • A majority follow up via a phone call, with over 40 percent even sending a handwritten note.
  • 84 percent of REALTORS® agree that it is extremely important to present an accurate valuation model in the first meeting with a seller.
  • 21 percent of REALTORS® report the top questions they are asked during a listing presentation are questions about home value.
  • Additionally, 19 percent said the top questions are about how much the home will sell for or the listing price.

RPR provides REALTORS® with many tools to increase the effectiveness of their listing presentations, including customizable property reports and comparable market analysis. To aid REALTORS® in conversations about valuations, RPR also offers the Realtors Valuation Model®. RVMs allow REALTORS® to estimate valuations based on factors AVMs do not take into account, thereby showcasing their expertise in the industry.

To view the full report, visit https://narrpr.box.com/s/mslwsbbo6bk2s5el3eq3ow0byx01xl4h.

To learn more about RPR, visit blog.narrpr.com.

About Realtors Property Resource®

Realtors Property Resource, LLC® (RPR®), a wholly owned subsidiary of the NATIONAL ASSOCIATION OF REALTORS®, is an exclusive online real estate database created to support the core competence of its members. The parcel centric database, covering more than 160 million residential and commercial U.S. properties, provides REALTORS® with the analytical power to help clients make informed decisions while increasing efficiency in the marketplace. For more on RPR, visit blog.narrpr.com.