Want to know how to win the listing every time?
Do you feel like you’re losing the listing more often than not? Do you find the sellers in a sellers’ market are interviewing more than one agent now to see what really is the highest price? Here’s what I tell all of my coaching members … whether or not you win the listing is based on ONE main factor… Your listing presentation. Mess up the presentation, and say good-bye to the listing. Rock your listing presentation, and say HELLO to a new listing! Some of you are saying right now… “a listing presentation”? Wade the 80’s called and they want their listing presentation back. Yes! A listing presentation. Every time you don’t do one you rob yourself of the greatest gift in real estate and that is the client after seeing what it is you do can now advocate and share with other people what it is you do and what makes you so different from the rest of them! How important is that?!
So today I thought I’d share some of my best tips to improve your listing presentation so you can finally WIN the LISTING. Beat the competition. Have them tell your story and what makes You different from the rest.
Pre Listing Appointment
#1. Practice!! Spend some serious time on what you will say and how you say it. Be planned and prepared and not overwhelmed and ineffective. Don’t practice on the client!
#2. Send a short video letting them know how excited you are to work and meet with them.
#3. Deliver a pre listing appointment package to their home before you meet. (Your bio, team members, steps to selling, marketing, testimonials, your personal stats, how you find buyers, personal guarantee)
#4. Pre appointment listing questionnaire call. (what price are they thinking, who else are they interviewing, expectations, past experiences, confirm the appointment and time, recent improvements, current mortgage)
Appointment
#1. Know your customer – research them before you meet them. Google them or check for them on Facebook. Connect with them quickly and get them to like and trust you more by knowing a bit about them when you meet for the first time.
#2. Know the market, neighborhood, culture, and community. Have a really good idea of all the things the neighborhood offers, drive by the home before the appointment and find out all you can about their market area.
#3. Make sure you are in the right mindset – visualize speaking with your customers before meeting them. Get prepared and get ready to bring passion, energy and enthusiasm to the meeting and presentation.
#4. Tell the story – “I’ve been on 62 appointments and 58 people chose to work with me.” Share what others have felt when first meeting you and what they found it was like working with you after the process. Share examples of how you’ve helped customers in similar situations.
#5. You only have 22 minutes (attention span of average adult) to answer the questions… Why you? Why your firm? Why now?
#6. Don’t tell me… Show and sell me. Visuals and presentations have a far greater impact than just words!
#7. Close 3 times! One of my mentors Floyd Wickman said ask for the order not once, not twice but three times and increase your odds of getting the business every time.
#8. Don’t sell the steak but sell the sizzle. Every time you present always explain the benefits to them and not just the features. We buy the sizzle and not the steak!
#9. Explain to them the benefits to them of your listing presentation before getting started. “Mr. and Mrs. Seller let me take a few minutes to show you how I work There is a myth out there that all agents and all firms pretty much do the same thing and that is the furthest thing from the truth! When you see what it is I do, you then are able to hold me more accountable to the marketing of your home and be able to call me on anything you see that hasn’t been done or done to your satisfaction. How does that sound to you folks?”
#10. It’s Show time! You only get one chance. Make it your best presentation you can every time and don’t risk your fate and lose the business.
Bonus Tip....
"Seller wants to try it at their price." Mr. and Mrs. Seller the issue of stigmatization with your home is something we need to avoid. When a buyer notices the first reduction then they just wait for the rest of the reductions. When the seller sees the listing has been on the market for more than average days then they wonder what is wrong. To avoid this we will place the home on the market for the first 3 weeks exclusively and we will market direct to the local agents and all their buyers to see the response. Then we will meet and review the response we get in the first 3 weeks to decide where we will come out to market on MLS in week 4. How does this sound to you?
There you have some tips and effective strategies on how to win listings in today’s market place and how to compete on a higher level and win the listing every time. Take time to share in the comments one thing you do that really helps get the listing every time!
Strength and courage,
Wade
