Lets continue with the P. In PLACS (i promise we'll get to the L. soon!)..
One thing that is not clear to a lot of agents is in the pre-appt package, do we include comps or not and the answer is YES, just don't overwhelm them.
We send the comparables in advance so they don't have sticker shock on the appointment and use your price that they are just learning of as a reason to "think it over". In other words, they will be nice and warmed up to a price that, in most cases, will be lower than what they want but they'll have a day or two for it to sink in versus finding out and then having to press pause or want to continue getting more opinions.
So for those of you who were wondering WHY we send the comps in advance, there's your answer. By the way, I'm not talking about an entire CMA, I'm talking 2-3 actives and 2-3 solds.
Lets get after it today and always and until then, live unreal!
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