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Listing Presentation Tips
Be Courteous You are a house guest. Ask if you should remove your shoes, ask for permission before you sit down, and ask if the prospective client is tight on time.
Be Educated Find out the names of the doorman and superintendent. Learn the history of the building and impress your potential seller with a little known fact. Make sure your comps compare apples to apples and be sure to reference specific details of the most recent similar sale. Be Specific Present the top three reasons to list with you. Ex. 1) Web Strength -  The best and widest reaching exposure for your listing. 2) Sales Experience – I have sold multiple apartments in your building, many at record prices. 3) Extensive Network – My extensive list of contacts are well matched for this specific property type. Be Inquisitive Ask questions. Suggest the potential client create a list of questions for the meeting or encourage him or her to send a list of questions prior to the meeting so you can be prepared with the answers. Listen and pause for comments. Conversation should be a dialogue not a monologue. Be Direct Discuss any of your potential client’s concerns. Ask if there ... more

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