How Do You Tactfully Open a Listing Presentation?
This is a question I hear all the time during coaching sessions. The answers below are taking directly from www.listingpresentationguru.com .
When meeting with a seller for the first time it is important to establish trust and rapport. The fastest way to accomplish this goal is to begin by asking questions. Place your presentation materials in a place that will be comfortable for delivering your presentation and then ask for a tour of the home. Three key questions to ask every seller:
Why are you considering selling?
When ideally would you like to be moved?
Where are you moving to?
Take meticulous notes as you walk though the home. Ask the seller what attracted them to the home when they purchased the property. When the tour is completed ask the seller:
"Do you mind if I take a minute and show you I work?"
Open your presentation and begin by explaining the process.
"Typically what I do is explain what to expect during the home sales process, ask you a few questions about your specific needs, and then review my approach to attracting ready, willing, and able buyers. Does that sound ok?"
To explore a fully customizable Power Point Listing Presentation, including scripts, dialogs, objection handlers, and step by step instructions visit - www.listingpresentationguru.com.
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