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The listing presentation is a chance for you to show off what you can do. How do you make sure you have a great presentation? How do you meet with sellers and close the deals? What are the cherry-on-top high value actions you can include in your process? On this episode, we draw upon years of real estate experience to share some of the most powerful tactics and strategies to take your listing presentations up a notch.
It’s so incredibly important to discipline yourself to make that extra gesture. -Matt Johnson
Three Things We Learned
Base your listing presentations on questions, not statements
Talk to them about what they need and what they expect and ask questions. If there’s no alignment there’ll be no value in the presentation.
Get all the details of the house
Take photos of the home with the owner’s permission and ask them details about the house. Verify the small numbers because when you run the comps you need to have accurate info and sometimes the county won’t have all the details.
Don’t forget the gesture
Make it a point to make an extra gesture like brownies or a thank you card right after the presentation so you don’t forget to do this. This seems like a small gesture but it goes a long way towards building rapport.
The secret of a listing presentation is being relaxed. -Greg McDaniel
Little gestures make such a big difference. -Matt Johnson
Experts have found that agents who build rapport, relationships and trust right from the start of the consultation are more likely win the listing over people with tons more experience. Most of these people beat out the competition because they brought a simple, thoughtful gift along.This is why it’s so incredibly important to discipline yourself to make an extra gesture whether it’s bringing something to them, or a send out card afterwards. If you look at it from the angle of giving massive value and putting them at ease, it will feel more like a consultation and less like a sales pitch.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.