Do you want to know what the key is to selling more properties and earning more income?
It’s perfecting your listing presentation.
The listing presentation is a real estate agents championship event. It’s our time to shine and a critical element for our success.
So, what do you need to consider to perfect it?
Firstly, we need to acknowledge that the listing presentation is not a meeting where you ‘wing it’. It’s where the best agent wins.
And it’s not about going in with the exact same agenda for every single customer. You need to be so comfortable with your listing presentation and the process you go through that it gives you space to be able to read your client, the room and adapt.
Perfecting your listings presentation is the most dollar productive activity in your business, it will help you find your edge over your competitors, separate yourself from the sea of sameness and help you establish yourself in the market where the seller’s decision isn’t made on price, commission, or marketing fees.
In your listing presentation you need to:
Learn how to take control and lead the meeting. Have a step-by-step agenda to follow and tweak it for improvement each time.
Learn the right questions to ask and when. You can start off here by practising scripts and dialogues BUT it’s all about taking it to the next level and making them your very own.
Understand what is important to your vendor.
Finding out what their motivation is and what is important is done by asking the right questions. You then have the ability to demonstrate the answers by way of process, relationship building and documentation.
Master handling objections. Learn the methods, strategies and scripts and dialogues to overcome the most common objections. If a vendor has objections and you have the skills to overcome them, then you are in with a chance!
Perfect your own elevator pitch and sell yourself, your business AND services without the sleaze! Demonstrating in the most positive way your skillset and abilities.
The biggest task you can do to improve and perfect your listing presentation? Practise, practise, practise. Role-play different scenarios with colleagues and practise your dialogue until you have it down pat. This should be allocated at a regular time in your calendar! It’s your training time!
Want to learn more about how you can list more and sell more properties? Check out my brand new, foundation course ‘Million Dollar Agent'. Doors are open for a limited time. Click here to find out more!