The HOW TO Guide of Listing Presentations
Instructor: John Henderson JT@grar.com
Module 1 Lesson 4 – Estimated Net Sheet
Incorporating an estimated seller’s net sheet into every listing presentation adds value
to both you and your client. Every professional real estate agent uses this savvy tool and you should too.
An estimated seller’s net sheet can be as involved or as simple as you like. Basically, it’s just a review of all expected costs sellers will encounter when selling their home. It offers a clear estimate of what your client should expect financially.
Provide an estimated seller’s net sheet during your listing presentation and when presenting an offer. Here’s a few good reasons why…
Professionalism Set yourself apart from other agents. Having a clear understanding of the transaction financially as well as the ability to clearly communicate that information to your client will create trust.
Preparation Part of the work of being a successful agent is keeping your client calm throughout a transaction. Clients wonder what their cost and proceeds will be. With a little practice, you can develop an estimate that’s very accurate - and they’ll think you’re a genius, super-agent.
Clarity After completing the listing agreement, ask your client to initial the net sheet, “just to remind us that we’ve talked about this information.” If any question about fees and cost rise, email a copy of the initialed net sheet to them if you need proof that the suject was already discussed.