Even the most experienced Realtors can make some common mistakes during a listing presentation. Here are some tips on what to avoid so you make the best impression on your prospective clients.
First, remember that EVERY listing presentation is a job interview. You are applying with the sellers for the opportunity to sell their home. And you need to convince them that you are the best real estate professional for this job.
I'm sure you have your standard listing presentation down by the time you do it a few times as I do. For example, I tell them about my company, myself and my background, and everything I'm going to do to market the home and get it sold. I always share a current comparative market analysis (CMA) to show the prospective clients what the current market recommendation for a list price is on their home.
Although this is all well and good, what differentiates a good listing presentation from a GREAT listing presentation; and what increases your chances of getting the listing, is your ability to tailor your standard listing presentation in real time based on the reactions and personalities of the prospective clients sitting in front of YOU.
In my next post I will share with you the five common mistakes to avoid during a listing presentation so that you can get the job you're applying for; listing, marketing, and selling the home.
daniel
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