Mastering Real Estate Listing Presentation: 5 Steps to Addressing Concerns
Real estate professionals often use the expression, He, who has the listings, controls the market., and, the art and science of quality rendering, therefore requires being ready, willing and able to convince homeowners to consider selling their homes to hire you as their agent. Typically, agents make listing submissions to these individuals and, in most cases, must effectively address the concerns, perceptions, needs, and priorities of these owners, to their satisfaction, in a thorough, complete, and comprehensive manner. significant. While some seem to fear, ask, etc., the best agents prepare and welcome them, because, they realize, when you have questions and concerns, it often means that you are listening and waiting to be convinced, you are the best. person, to represent it. Regardless of what specifically the concern is, the best approach is to effectively use the 5 steps to address them. With that in mind, this article will briefly attempt to consider, examine and review, using the mnemonic approach, what this means and represents, and why it is important.
1. Repeat the question / Know clearly what you are asking: When someone asks you a question, take your time before answering. Know clearly what the concern is and let the individual finish their thoughts and then seek clarification before responding. Those who don’t start here often take a chance by opening the so-called Pandora’s Box and putting other concerns on the owner’s mind. Always start by asking something, like, In other words, you are concerned about marketing (or commissions, prices, etc.).
2. Empathy: I can perfectly understand what you say They can often be the words that allow you to differentiate yourself from others. Every potential client has some specific needs, concerns, priorities, and insights, so never assume, but rather, show that you care deeply!
3. Answer questions / address concerns, to customer satisfaction: Tell the truth and maintain absolute integrity to earn the other person’s trust! Never assume, since you know the answer, that the other person will automatically, too, but slowly, gradually, effectively respond to the concern, and respond to it, to the satisfaction of the other individual! Expect some indication, of satisfaction, with their response, either verbal, and / or, by some kind of body language!
Four. Recreate Need / Call to Action: In most cases, after, successfully, using the third step, using a line, like, In light of what we have discussed, transforms the discussion, closer to a to close! After doing so, it makes sense to recreate the need and articulate a clear call to action. Often a successful way of saying that is, Since, for most, your home represents your single largest financial asset, doesn’t it make sense to hire someone to work with you and for you and make a real difference in your best interests? Then wait for an affirmative acknowledgment before proceeding to the final step.
5. Close the deal: Receiving the agreement, in principle, mentioned above, should be considered, a Trial closure. However, if you want the list, you must request it, simply, clearly and directly. Could you consider, say, We have discussed many concerns and hopefully addressed them to your satisfaction. Wouldn’t it make sense to get the ball rolling and complete the basic paperwork? It is not like this? However, remember to keep your mouth shut and wait for an answer, because if this was a game, the first person to speak usually loses!
Real estate agents, alone, make a living when / if they market and sell houses and properties! Using these techniques, in general, makes a big difference.