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Sign into your accountBest of 2015: 11 Tips For Acing Your Listing Presentation
December 28 2015
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published back in May and is #5 in our countdown. See #6 here.
It's a no brainer; knowing how to put together a winning listing presentation is absolutely essential for any Realtor. RealtorMag says, "listing appointments are your chance to outshine the competition and instill confidence in sellers that you'll shepherd their transaction to a speedy and satisfying close." Pitching a listing presentation takes time, effort and a lot of research, so losing out on listings after putting all that effort can be frustrating and demoralising.
Here are our top 11 tips to ace your next listing presentation and get that property under your portfolio belt!
1. Actively Screen Prospective Clients
While it can be tempting to try and make as many presentations as possible, you should really be focusing on clients who are ready to sell immediately. Therefore when you start initial contact with the client, make sure you find out what their motivations for selling are and what the expected time frame is. From their answers you can then decide how much time, if any, you are willing to spend preparing a presentation.
2. Last Is Best!
Ask whether or not other agents are being interviewed and, if so, always ask to be positioned last. REM Online maintains that strategically, this is the best spot to be as it means you and your presentation are the last thing they remember. It also gives you a chance to answer any final questions and address any criticisms that other interviewees might have made about you. Most important of all, it puts you in a great position to seal the deal there and then as all the interviews have been completed.