Training Article - Tips For A Successful Listing Presentation & Listing Appointment!

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So you have a listing presentation and you have an appointment?

Below are a few tips that will help make your listing presentations and appointments more successful.

1. Always Arrive 5 Minutes Early:

You would be surprised at how many agents get to a listing presentation just "on time" and then hurry to setup or gather together their materials and get started.

During a listing appointment, you want to appear relaxed, organized, and professional. Make sure to arrive at your listing appointment 5 minutes early. This will give you the time to set up and get ready.

2. Always Qualify Before The Appointment:

Whenever possible, you should have a phone or email conversation with the homeowner before the listing appointment. A phone conversation is better when possible, but email will work too.

You need to find out 'what kind' of seller they are and what their motivation is. This way, you can 'tweak' your presentation, depending on the type of seller they are and how motivated they are.

Before the listing appointment find out a few things, like:
Why they are selling, Do they plan to buy a new home, Do they have to have the home sold in a set amount of time, and most important - try to get an idea of their 'price expectations'.

3. Always Find Out Who Else The Homeowner Is Interviewing:

If possible, try to find out with other agents they have or are going to interview. You can do this in your 'pre-appointment' phone or email conversation with the homeowner.

This way you can gather some MLS information on the other agents and compare them to yours. You can also compare the "services" that you provide.

4. Always Be Prepared - Check The Current Market Conditions & Price Ranges In Their Area:

You need to be prepared when the listing presentation turns to the topic of PRICE. You need to show current data to the homeowner. This will take the "emotional aspect" out and enable you to better work with the seller on determining the right price point to list the home.

5.Always Be Prepared - Practice Your Listing Presentation:

Go over your listing presentation at least once before the appointment. This will get you "reacquainted" with your presentation. It's important to look professional and 'on top of things' when on a listing appointment - it looks really bad when you don't even know your own listing presentation.

6. Always Arrive Calm & Relaxed:

Make sure that you arrive calm and relaxed. This makes you look more professional and you will be better equipped to do your presentation.

Before you go into your appointment, take a deep breath, relax, and do whatever you do to get yourself in a calm and relaxed mood.

7. Always Show The Homeowner That You Are Listening:

You need to make sure the homeowner knows that you are truly listening to what they are saying. This is key to a successful closing.

We have a training article called, "How To Show You Are Listening", click here to read it.

8. Always Show The Benefits Of Working With You & Your Company:

If possible, prepare a marketing brochure or flyer that shows the benefits of working with you and your company. Show the homeowner what exclusive services or offers that they will get by working with you.

9. Always Show Your Success:

Come prepared with TESTIMONIES! The more the better. During your listing presentation show the homeowner these testimonies.

• Tip: Good testimonies should include the persons (clients) names and if possible phone and email address. This makes it look more legitimate.

A good way to do this is to always have a MS Word document (or other similar file) that you keep up to date with all your testimonies, then you can print off anytime you need it. During your listing presentation you can give this to the homeowner.

Training Article Summary

Remember... "How You Do The Presentation" and "How You Conduct Yourself During The Listing Appointment" is just as important as the presentation itself.

Random Training Articles:
Prospect 'For Sale By Owners' Without To Speaking To Them 'Face To Face'
The Top 22 Closes For Realtors When On A Listing Appointment
Getting The Listing... Increase Your Odds!

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