6 steps to a better real estate listing presentation
One of the times – tested, adages, of the real estate industry, is, the agent, who controls the listings, dominates and controls, the market! Therefore, after more than four decades of creating and developing leadership and sales skills / assets, for thousands of people, and more than a decade as a licensed real estate seller, in New York State, I have generated a series of ideas, and suggestions, that could get individuals to put together a much better and effective presentation. With that in mind, this article will attempt to briefly review, review, and discuss a time-tested 6-step approach to articulating and delivering a better real estate listing presentation.
1. Listens; learn goals / needs: Too often someone, with the enthusiasm and desire to express their point of view, throws themselves directly at it, rather than taking the time and making a concerted effort to listen, effectively and completely, to the goals, needs and concerns of the owner and his potential customer! A reality of human nature is that everyone is looking for someone, who is empathetic, prioritizes their personal needs and dedicates themselves to the best level of service, etc.
2. Put the client’s interests first: How will you make others feel more comfortable, unless / until they are convinced that you will put their interests first? When you listen carefully and commit to answering their questions and addressing their concerns, you take an important first step. in that direction!
3. Discuss benefits / not services: Many agents believe that presenting the wide variety of services that they and their broker provide will help them acquire the listing, by convincing the homeowner, it will help them. However, while members of the industry realize and understand the benefits of these services, most others might not and therefore one must explain a specific service, in terms of what the owner already has. have said, and show how it benefits them!
Four. Because you ?: With so many agents, why should someone choose you over others? What is your basic philosophy and what distinguishes you? My trademark motto is I will always tell you what you need to know, not just what you want to hear. (TM), which means that my commitment to absolute integrity and your best interests sets me apart from the rest of the group.
5. Address concerns; answer questions: Welcome to the questions and answer completely and completely! If you hope to make yourself stand out, in a positive way, you must make them feel comfortable with you and believe that you will provide a unique, client-centered representation.
6. To close: If you provide the 5 steps above, you should be well on your way to securing the listing. However, until / unless you ask, you won’t close the deal! A simple statement, like, In light of your stated needs and goals (and explain them), and my dedication to the best interests of my clients, doesn’t it make sense to do the paperwork, start the process of selling your home, and get it done? the best possible price, in the shortest possible time, with a minimum of hassle? It is not like this? Then wait for your reply!
These steps may seem simple and basic, but they have been tested and are effective. Will you make sure you are comfortable with this process and procedure?