Listing Presentation Guide - Referral Marketing.pdf

PART 1: BEFORE THE LISTING APPOINTMENT Just like any other important life event, you have to prepare for a listing appointment. If you don’t, you will almost certainly fail to impress the sellers and lose the listing. Here are a fewways to guarantee you ace the appointment before you even meet the sellers in person. Make Sure All Decision Makers Will Be Present What happens if you get to your appointment and the husband, wife or other important person in the decision-making process isn’t there? You risk losing the listing! Before you go to the appointment, double check to ensure everyone can make it. Here are some ways to have that conversation. Example One: I’m looking forward to meeting you and your husband/wife and discussing your home. Will both of you be able to attend the appointment? Example Two: My listing presentation is tailored for both you and your husband/wife. When can both of you meet with me to discuss how to sell your home for the most money? Example Three: I understand that big decisions about selling your home need to involve everyone. When can you and your wife/husband meet with me to talk about a strategy? If they say not everyone can be there, ask for another day and time for everyone to be present. Be flexible! If one or both can only meet in the evenings or on a weekend, make that sacrifice for the sake of getting the listing.