If you had a kick-butt, powerful Listing Presentation that was engaging for the sellers and that would inspire them to list with you on the spot,how awesome would that be? In this blog I am going to give you the single most important tip for a great listing presentation. And then there are 3 simple steps I will give you to explain HOW to do it.
Think about it this way. First, most Sellers are not excited about their listing appointment with you. They’re tired and often stressed out, and sitting down with one or more real estate agents to listen to your “pitch” is kind of like going to the dentist when you have a toothache. You know it’s not going to be fun, but you’ve got to do it.
So how do you give yourself the edge? By avoiding the biggest mistake agents make in a listing presentation that turns the seller off fast…and the seller doesn’t even know why they don’t want to list with you. And here it is…
If you want more listings….STOP Being Boring!!! When your listing presentation is boring, the sellers mentally check out in a matter of seconds.
So here are 3 Tips to Keep Sellers from falling asleep on you and to keep them engaged:
1. Have more energy and enthusiasm. This is something you can do instantly! And it doesn’t take experience or training. It just takes a conscious decision and awareness.
2. Ask questions to keep them engaged in the conversation. Make sure the questions are about them and their situation. Most sellers are not interested in small talk. Ask questions that are planned and relevant to their situation, and that communicate that you know what you are doing. This is a powerful way to develop their confidence in you.
3. Get to the point! This communicates tremendous confidence and competence when you know how to get to the bottom line quickly while communicating to the seller that you care and that you know what you’re doing. Don’t get stuck beating around the bush. Learn how to lead your prospects to make a decision. Most agents spend way to much time talking about things that the sellers are not interested in hearing, because they don’t know how to “inspire the hire.”
The key is that you go in excited and prepared. That alone will increase their confidence in you and give you a huge edge in getting the listing