Pre-Listing Packets: To Send or Not to Send? That is the Question!
I started this breakout session with a strategic marketing question :
Do you send a pre-listing package to your clients? Why or why not?
Now I want you take some time to think about your answer.
Got your response?
Now I also want to say that there’s no right or wrong answer. Jacquie, Alan and Gary all gave different responses and I think you’ll learn a thing or two from them… My advice is to do whatever makes you feel best – whatever gives you more swagger.
Toronto agent Jacquie Othen starts every listing process by giving the homeowners a pre-listing package. Except in rare occasions, Alan and Gary do not.
In her packet, Jacquie provides a high-level overview of the services she offers such as personalized websites, photographer, videographer and stager – just a little taste of what they can expect once they decide to work with her.
She delivers it with a handwritten card stating she’s looking forward to working with them.
With this simple yet important detail, Jacquie makes a great first impression and sets herself up for success on the actual listing presentation.
Winning Tips While On the Appointment
Once she’s on the appointment, Jacquie feels one of the most important elements is to always, ALWAYS build rapport! In order to build rapport, she converses with them to learn her client’s needs.
Alan agrees, saying his objective is to understand his clients. To do that, he asks them questions and always makes the conversation about them.
That way he knows exactly what information to provide them and avoid making them feel overwhelmed.
Alan uses his iPad during his presentation so homeowners can see the slides that confirm his stats and his team’s accomplishments in the market. But if he senses they’re tuning out, he can shift gears and bring it back to building that personal connection.
This approach makes people feel at ease and reassures them they’re making the right decision when choosing Alan as their agent!
