Building Rapport - It Can Make or Break Your Listing Presentation
Making a strong first impression can be tough - unless you have a fail-safe system for it that works in almost every listing presentation. My Rapport-Building Formula helps you connect with the seller, allows you to get to know the property and, most importantly, helps you stand out right away utilizing a process that almost no other agent is using.
How does the Rapport-Building Formula work? It's easy!
What You Need
- A clipboard and pen
- Your phone/camera
- Home Conditions Checklist
- Seller Improvements Checklist
- Listing Dollars Checklist
To put the Rapport-Building Formula into action, put the three checklists onto your clipboard, have your phone handy, and you are ready to go once you get to the seller's house.
Most agents, upon arriving at the seller's house, make a bit of small talk, and then be led around by the owner to see the home. However, the Rapport-Building Formula provides a framework for asking questions and getting information about the property. It is a fantastic tool for those agents who aren't comfortable with small talk, but are concerned that if they don't engage with the seller and get down to business too quickly, they won't make a critical connection and may lose the listing.
How It Works
Arrive at the seller's home for your presentation.
Indicate that you would like to tour the home with the seller to really hone in on the home's market value.
Get out your clipboard and get to work! Room-by-room, you are making notes about:
- Condition, opportunities, and potential repairs needed
- Any improvements the seller has done since buying and their approximate value
- Listing dollars or those features that buyers will pay extra for.
Use your phone to take photos of these items as you go.
You can include language such as:
"I noticed this large bay window that frames in the view of the garden. This is a feature that will cause an emotional reaction with some buyers. It is definitely a feature that we will highlight."
"This bathroom looks like it has recently been remodeled. Did you have this work done and do you remember what you spent?"
"These countertops are very unique. Are they from Brazil? Do you know what specimen of stone? These could represent more listing dollars."
"I am looking for more listing dollars in your home’s amenities that are not immediately apparent. What can you tell me about your home’s heating and cooling system?"
Do you see how this can be much more effective than looking at family photos in the hallway and making comments, trying to find common ground? With the Rapport-Building Formula, you have a system for making a strong impression right away and it helps you lay the groundwork for your points of difference. I won a lot of listings that I can attribute to this formula and I hope you do too!
Want to see Rapport Building in action? Join me for Stop Losing Listings You Should Have Won, coming up this October 6th and 7th in Lynnwood.
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By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.
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