Most agents begin their listing presentation by “presenting” a bunch of stats, awards, graphs and booklets along with whatever else they’ve stuffed into their listing binder.
Don’t do this!
Start with a story instead. Capture the homeowner’s interest. Engage them. Here’s an example:
“I’ve been on 62 of these appointments in the last 12 months, and 58 people have chosen to work with me. After every meeting, I’ll sit in my car and debrief, taking notes about all the questions they had and asking myself how can I make this easy on homeowners. After all these meetings, I’ve discovered there are only five things that were important to every client I’ve met with. Would you like to go through the five?”
Here they are those five questions:
- How are you going to get me the most money?
- How much time is it going to take?
- What’s your track record?
- What’s your marketing plan?
- Who else is involved in the process/team?