--- title: CMA Best Practices description: "CMA Best Practices/Scripting Prep: MIndset: Visit: CMA: Listing Presentation: Conclusion/Follow Up:" --- [Skip to content](https://info.regoteam.com/knowledge/cma-best-practices#main-content) English Show submenu for translations ![Untitled design (1)-4.png\]](https://info.regoteam.com/hs-fs/hubfs/Untitled%20design%20(1)-4.png?height=40&name=Untitled%20design%20(1)-4.png) - Home - Products - Pricing - Blog - Company Open main navigation Close main navigation - Home - Products - Pricing - Blog - Company - English Show submenu for translations How can we help you? - There are no suggestions because the search field is empty. 1. [Corcoran Horizon Knowledgebase](https://info.regoteam.com/knowledge?hsLang=en) 2. [Sales](https://info.regoteam.com/knowledge/sales?hsLang=en) 3. [Listings](https://info.regoteam.com/knowledge/sales?hsLang=en#listings) # CMA Best Practices **CMA Best Practices/Scripting** **Prep:** - Call clients for introduction, appointment confirmation, and additional info on the property - Prepare a market analysis on Matrix, pull comparables, save comparable pics/tabs etc. - Use GeoWarehouse, MPAC for more information - Research the neighborhood, schools etc. - Grab some leave-behinds from the office (Grand Mag, flyers etc) - Determine a price range for the property **MIndset:** - Always assume you are competing with another Realtor - Dress professionally and for the property - Be punctual, get to the property early and drive around the neighborhood - Be focused (drive in silence or take 5 mins in your car before the meeting) - Make sure your phones are off or on vibrate - Be confident **Visit:** - Eye contact and speak with authority - Introduce yourself and thank them for requesting the visit - Take control, determine how the visit will proceed - Do an initial tour - Always take notes - Listen to the client and speak less - Get to know the client and observe what is in the house - Understand what is the most important to them - Focus on positives in the property - Be genuine - Ease their stress when they speak to items they are concerned about - Refer to services we provide to mitigate their concerns - Ask them why this house is great - Ask why they bought the house - Ask why they want to sell **CMA:** - Sit at the kitchen table or dining room table with the clients - Bring comparables and know them well (bring printouts or have them up on your tablet/laptop) - Gauge their reactions to the comparables you show - Ask if they fall in the range that they had imagined - Highlight the comparables that are closely related to their property (similar, proximity, recent sale) - Speak to the current market state - Speak to how many sales we’ve had to GTA buyers in the last year (incl. pre-con) - Go into detail about the difference of being registered on TRREB vs just listing on TRREB - Show recent sales that have gone over asking price - Speak to how much money we have made for our clients this way - Show off top 5 that have sold in the last year and how our strategy was better than other brokerages - Use examples, such as other brokers will list really low to get 100K over asking to promote themselves, where we can list higher and get up to 250K over. - Bring Rego up but don’t bring other brokerages down - If get a sense that they don’t want to sell or are too surprised at the sale pricing, speak to other options (ie. investing with their equity, waiting a few months etc.) - Speak about a price range and strategies to get to a number that they would be happy with. **Listing Presentation:** - Talk to each slide, rather than reading them - Highlight marketing/social media (show examples) - Explain TRREB and why it is so important for maximizing their profits - Explain the “Team” aspect and why it’s different than other brokerages - How they get more value from a Team brokerage - Talk about staging and the consultation process - Use statistics to back up our success - Show sample videos/iguide/photos and explain how we are all-inclusive - We are all on the same team with the same end goal - My strength is not in marketing or videography, so we have experts on the team….. **Conclusion/Follow Up**: - Commission discussion (you get what you pay for, the value we bring vs others) - Leave behinds (CMA package, marketing materials etc) - Thank them again for the opportunity - Set up a follow up before you leave (call or visit) - Be humble and confident - You hire us for strategy and for getting your property in front of the maximum # of people in order to maximize your profits - [Resale Operations](https://info.regoteam.com/knowledge/resale-operations?hsLang=en#main-content) - [Agent Support](https://info.regoteam.com/knowledge/resale-operations?hsLang=en#agent-support) - [Listing Coordinator](https://info.regoteam.com/knowledge/resale-operations?hsLang=en#listing-coordinator) - 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