PART 3: THE LISTING SALES PRESENTATION
The moment of truth has arrived, and you are ready to give your listing presentation to the homeowners. Be ready, be charismatic and knowledgeable — and guard yourself against possible challenges and errors. Transitioning to the Listing Presentation After you’ve built a good rapport with the owners and toured the entire home, it’s time to get ready for the listing presentation portion of the appointment. It’s important not to rush this part of the process. Getting to know the owners and the home is important. For a seamless transition that feels natural and not overly “salesy,” try some of the following prompts to get the owners to settle down at the kitchen table, dining room or other logical place to listen to your presentation. “Why don’t we all sit at the kitchen table, and I’ll show you some of the ideas I have for how to market and sell your home?” “If you’re both ready, let’s sit down together and go over what I have in mind for selling your home.” “I have some ideas I would love to go over with you both about how to make your home stand out in the current market.”
“Let’s sit down and talk about how to sell this puppy!” Don’t Need a Presentation? Try a Two-Sentence Close
In some cases, the full listing presentation is not necessary. That’s when I do what I like to call the two-sentence close, if they're ready to list with you. If they're not interviewing somebody else and they're committed to working with you after you've built rapport and looked at the home, they might be anxious to get started. So, you can ask two questions before you pull out your tablet or laptop, whatever it is that you use for your listing presentation, and see what they have to say. If they say yes, just list the home!
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