One technique that we here at Century 21 First Realty have been having great success with lately is our office tours. This month we have had a 100% success rate on listing presentations performed with this technique, all of which were well priced.
We have taught our agents to do two part listing presentations. First is the preview. This is exactly as it sounds. The agent goes out and takes a good hard look at the property. They take note of anything that will affect value. They also tour the neighborhood to see first hand the immediate competition and to get a feel for the area.
The second part is the close. We are highly encouraging our agents to bring their prospective sellers into the office for this phase. This affords our agents many advantages.
- One, it gets the prospective seller out of their house which is often an emotionally charged setting. The sellers have lived their lives there after all, sometimes a good portion of their lives. So, it is only naturally for them to be a bit emotional about the place.
- Two, the office tour gives the agent a chance to show off our company. We do a whole lot tot support our agents and our clients. Taking a seller through the office and introducing our receptionist, Listings Management Department, Relocation Department, Transaction Coordinator and Leads Department/Call Center shows them first hand how much support they will be getting throughout the process of selling their home.
- Three, we have our General Manager available to meet with the agent and seller for a very detailed pricing presentation. Our agents also have the option of doing the pricing presentation themselves if they like. However, meeting with the General Manager really gives some horsepower to the presentation and results in better pricing on the listings.
All of this combines to really put meat to our motto, “Why hire an agent when you can hire an entire company?”
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