Enhance Your CMA Presentations

Ever had a seller that thought their house was worth far more than the comparables in the neighborhood? Ever wish you could just show them four or five listings that looked nicer than theirs that sold for far below what they wanted to list for? Well, now you can!

Let's say you're getting ready to go to a listing presentation appointment in a neighborhood where several homes similar to this one have sold in the $225-250K range in the last few months. While you may have already prepared what you believe to be a very compelling CMA with the prices and stats of several of the homes that have sold recently, as you know many times this just isn't enough to completely convince the seller that his home isn't worth far more.

As they say, a picture's worth a thousand words. Do a “drive by” at the four or five (the more the better) homes that have sold recently, and take photos of them (at least 2 photos that will be stitched together). Put all of these scenes together into one VisualTour and create an offline version of it. In the caption put the sell price and the date, and in the unlimited text description put any other information that you feel may be pertinent (bedrooms, baths, sq footage, pool, etc.) This is very fast and easy to do. Since you can create “local” tours with VisualTour that can be placed on diskettes or CDs, you don't even need to put this tour online.

If you do a lot of business in a certain neighborhood, you may want to keep updating your standard “CMA” tour on a regular basis and use it when necessary. For example, you could include interior photos and scenes if you've had occasion to be inside those listings while they were on the market. These photos are permanently yours to keep and they'll further enhance your visual CMA for every new listing presentation that you do in this neighborhood.