PART 2: THE LISTING APPOINTMENT Finally, it’s time to meet your prospects in their homes and assure them they are getting ready to work with the right agent. When you arrive at your prospects’ homes, there are certain things to consider and steps to go through before plunking down your presentation on the kitchen table. First impressions matter, and it’s important to understand that the listing presentation is just one part of the total appointment. Make That First Impression Count! First impressions count — a lot! — when it comes to choosing a real estate agent. Everything about an agent broadcasts their personal brand — the car they drive, the clothes they wear, how they wear their hair, and even the shoes they walk on. These visuals — call them an agent’s “curb appeal” — are constantly sending messages that clients either receive subconsciously or loud and clear. What should agents wear? Business casual is the style 85 percent of agents chose when meeting with a client, according to a Market Leader survey. Of course, “business casual” varies depending on the place you live. Casual in Manhattan is a lot different from casual in Key West, for instance. Typically, business casual for men includes dress slacks, a button down or polo shirt, maybe a sports jacket, dress shoes, and dark socks. For women, business casual means a skirt or dress slacks, blouse, sweater, colorful jacket, and pumps.
12
Powered by FlippingBook