Listing Presentation Guide - Referral Marketing.pdf

Table of Contents Introduction Part 1: Before the Listing Appointment Make Sure All Decision Makers Will Be Present..................Page 4 Pre-Listing Packages..................Page 5

Confirming the Appointment - Yes or No?..................Page 7 Decide on Your Listing Appointment Style..................Page 8 Decide on Your Listing Presentation Style..................Page 10 Part 2: The Listing Appointment Make that First Impression Count! .................. Page 12 Introducing Yourself, Ensuring Everyone is Home and Prompting a Tour..................Page 14 Building Trust and Rapport..................Page 16 Part 3: The Listing Sales Presentation Transitioning to the Listing Presentation..................Page 19 Talking Points of the Presentation..................Page 20

Remember, YOU are Your Own Presentation..................Page 23 Mistakes to Avoid with Listing Presentations..................Page 25 Closing the Sale..................Page 27