I have a question for all of the seasoned Realtors out there. What is the one thing you must do when you are doing a listing presentation that puts you above everyone else when you are doing a listing presentation?? Is it the way you dress, or is your presentation the bomb? What puts you over the edge?
I would also like to know what are the best CMA products available, something you've actually used that is easy to understand and looks outstanding.
The number one thing I do in my listing presentation that gets me the sale is listening. I have the charts, graphs and other presentation tools, but those are designed more for the analytical seller in my opinion. If you pay attention, the seller will tell you in plain english what it will take for them to sign the listing paperwork that night. Then I offer them the pen!
I agree Ray. I look for the buy signal and try my close then. If they say no find out why and remove the objection and try to close again. If after 3 attempts they say no try one last time and if its still no then get a commitment to follow up on a certain day. You must follow up to land some of these people. Best of luck.
I recently saw this on a recent post here on Active Rain
I've never thought of doing a listing presentation WEBSITE before. It's intriguing.
The most important thing to remember is to listen to the needs of your client. Many agents get carried away and talk about themselves and end up losing the deal. Also, as an agent you need to be well-scripted so you know exactly what to say during your listing presentation. You will be confident and convey this in your presentation. I have worked with many agents on listing techniques and have found that using a Pre-Listing Package is good way to go, but only if you use it correctly. A lot has change over the years and so has the listing presentation. If you get a chance please check out http://prelistpackage.com They have a lot of useful tools, templates, tips and scripts to make your job much easier during the listing presentation. Thanks for sharing!
I think the important not a listing presentation itself, but you. How you present yourself. Don't be boring, smile, ask important question, be confident, less about you, more about what can you do for them, etc.
Wishing you all the best!
Another thing I've learned form reading a re book and have put in practice that has help me in the beginning is that if you don't get the listing ask the seller why? This will help you understand where you need to improve. The more presentations you do the better you will get and understand what works.
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