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How To Compete For The Listing
Back in the early 90's Colliers Encyclopedia sales training taught me the power of a process and presentation in sales will give you that competitive edge every time. If you wing it then you get "wing it" results! If you are planned, intentional and know what to say and how to say it then you are there to decide whether you like the client, their home and their motivation because you have their listing if you follow these steps. This week we follow step by step the competitive edge and winning the listing every time.
Phase 1 ( Let’s assume the request to meet has already come in )
Initial request call comes in Pull Title Pull old listing info off MLS system Pull assessment data Pull the CMA data Prepare all the listing documentation (Checklist for all documents required) Pre Listing Package delivered to client and all listing documentation for their review (Courier, You or Assistant delivers your pre listing package to the clients home in advance.) Follow up call (Re Confirming the initial meeting, date, time, confirming they received pre listing package, confirming they read and gather items you need in the package for our first meeting together) Pre appointment ... more
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