Get your career off to a solid start with a listing presentation that answers all the right questions.
1. Stand out from the competition : Sellers today are speaking to several agents before making a choice, so your presentation needs to stand out from the competition. You should be prepared to answer the question, “Why should I choose you to sell my home?” The answer could be their involvement in the community, the support of a specific charity or the expertise in knowing which rentals allow pets. A lot of agents can say the same thing, so you need to say something that makes you different from the bunch.
2. Offer a performance guarantee : Build a unique selling proposition by offering a performance guarantee for the services. For example, you could make a long list of all the things you will do for the sellers, such as scheduling showings of the home, posting the listing on the Internet and calling every week to let them know what’s happening. You could create a certificate of performance, which in the long run could go a long way in helping to get the listings.
3. Set the stage for your presentation : Make yourself stand out when introducing yourself. A good upbeat approach most likely will work and you can learn a lot from how they respond to your opening comments. Make a mental note of the owner’s comments, so you can insert them into the conversation during your presentation. Usually, the sellers will lead the agent into the living room or dining room and chat before offering a home tour. Bring a writing pad and take notes so it shows the sellers that you’re paying close attention to what they say, and it also keeps you from forgetting those points once you’ve gone back to your office.
4. Be flexible in making your pitch : Be flexible in going through the presentation based on the owners’ personality styles. For example, be ready to speed things up if you have a seller with a dominant personality that likes to make decisions quickly. On the other hand, a seller with a complaint personality will want an agent to provide detailed information and be in no rush to make a decision. Go for the no-pressure approach.
5. Save the pricing for last : First, you should talk about your services and how the owners will benefit from choosing you. You can include some testimonials, photos of listing and even a brief video from a happy client. All of those things will build credibility, so the owner will respect your recommendations on pricing the home.
