How One Realtor Became a Listing Presentation Pro

It all started with a $30,000 difference of opinion. A past client of Penny Brockways’ called to say she was looking to break even on a quick sale of her home, which was originally purchased for $183,000. Penny thought the property could sell for $227,000 but was outnumbered by her husband and business partner, James (who felt $200,000 was a more realistic list price) and the client who felt both of those prices were “way, way too high.”

Determined to prove otherwise, Penny, a REALTOR® with Brockway Realty, Clear Lake Area of Texas, created an RPR Seller’s Report showing James and the client why she was right about the price. Based on Penny’s input, the team compromised, landing on an asking price of $220,000—nearly $30,000 more than their client’s original purchase price. The property received a full price offer in eight days. In fact, they continued to receive offers that were over list price.

“Since then, we’ve become RPR’s biggest fans,” claims Penny. “It has helped grow our business because it has given us more credibility.”

Leading from the start

Penny specializes in listing presentations by maximizing every RPR tool at her disposal. When potential clients call, she is ready.

“That first phone call is critical,” she said. “I’ll immediately pull up RPR on my tablet and start researching the seller’s home while asking questions at the same time.”