More Prospects = More Confidence:
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- Emma Banks
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1 Some steps, ideas and solutions for creating highly effective listing presentations: More Prospects = More Confidence: It's easy to be confident when your pipeline is full of prospects. Come from a Place of Service: "How can I help you?" is the basic question you are looking to address. Listen, Listen Carefully: The presentation is NOT about YOU. Hear what your prospect is saying. Discover: In a listing presentation, your job is to help your prospects discover what they need and want. If your service can help them meet their needs and wants, then working together may be the solution.
2 Real Estate How to Become a Super Star Agent by Mastering the Essentials Section 8 Listing Presentation 27
3 Real Estate How to Become a Super Star Agent by Mastering the Essentials Section 8 Listing Presentation 28
4 Real Estate How to Become a Super Star Agent by Mastering the Essentials Section 8 Listing Presentation 29
5 LISTING PRESENTATION CLOSES 1. Do you feel I can sell your home? Sign the contract. 2. Is there anything else stopping you from listing your home with me tonight? Sign the contract. 3. As a professional service and to start our relationship I ll call the agents you still have appointments with and cancel the appointments for you Would you like to know what I m going to say? A. They thought you were terrific They wanted to give you a chance but I convinced them to list with me tonight! If you have any buyers go ahead and bring them by the lockbox will be on the door tomorrow morning! B. Let s make a list of who I need to call. 4. Mr. & Mrs. Seller Based on your time frame what you want for your home and the marketing and exposure you need I m the right person for the job Put me to work for you right now Sign the contract. 5. Have you noticed that all Realtors say basically the same thing? A. Let me show you how I separate myself from my competition (Show track record) B. (Name) I sell homes per year while my competitors average per year C. If you were going to hire a doctor to perform surgery would you hire someone who does it now and then or the doctor who s done it day in and day out for years? Why? D. I agree! Go ahead and sign the contract. 6. When would you like to receive your first offer? All we need to do now is simply sign the contract so I can help you get what you want in the time you want won t that be great? 7. When would you like to receive your first offer? All we need to do now is simply sign the contract so I can help you get what you want in the time you want won't that be great? 29
6 Listing Presentation Objections We want to think it over I understand that you want to think it over what exactly are you thinking about? ( let them answer ) Do you feel that I can sell your home? We want to list at $XXX I can appreciate where you re coming from and at the same time you do understand that there is a lot of competition out there right now isn t there? You see when a buyer looks at your home priced at $XXX and the one down the street priced at $XXX you ll actually be helping your competition sell their home that s not your goal is it? Can you reduce your commission I appreciate the question can I tell you what many sellers are doing in today s market to increase activity? They are adding X% to the commission and offering the extra X% to entice the buyers agents to show your home versus the competition did you want to add an additional X% or would you be more comfortable going with X% We are interviewing more agents I understand what specifically are you looking for in an agent? What else do you need to see and hear so you can make a decision? Do you feel that I can sell your home? Another agent said we should list at $XXX That sounds great doesn t it? At the same time may I tell you why that creates a problem for you? Many agents don t have the guts to tell you the truth or they are so desperate they will say anything to get you to sign a listing are you looking for an agent to list your home or an agent that will get your home sold? We will only give you a XXX day listing No problem are you willing to list your home at a price that will cause it to sell in XXX day s? 30
7 Real Estate Become a SuperStar Agent by Mastering the Essentials Section 11 Plan of Action
8 Real Estate Become a SuperStar Agent by Mastering the Essentials Section 11 Plan of Action
9 Real Estate Become a SuperStar Agent by Mastering the Essentials Section 11 Plan of Action
10 Real Estate Become a SuperStar Agent by Mastering the Essentials Section 11 Plan of Action
11 Real Estate Become a SuperStar Agent by Mastering the Essentials Section 11 Plan of Action
12 Real Estate Become a SuperStar Agent by Mastering the Essentials Section 11 Plan of Action
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