We’ve discussed the 5 parts of our listing presentation as follows:
- The Warm- Up– To gather information, sell yourself and sell your company.
- Global Reach and Local Strength– “Will my home be exposed to all buyers?”
- Professional Presentation– “Will my home be presented professionally to the world?”
- Collaboration- “Will there be just one agent representing me?”
- Negotiation Skills- “Once I get an offer, how can I be sure to get the best price?”
Now that we’re familiar with the 5 parts of a presentation, what are the 3 most important points to remember about every presentation? (These are the 20%’ers):
During the Warm-Up, always begin by asking permission to ask questions:
- “If you don’t mind, I would like to ask you some questions to get a better feel for your situation. Then, I’ll be happy to share specific points that apply to your situation. And, we can see if there’s a fit or if it makes sense for us to work together. Would that be Okay?”
Also during the Warm-Up, to identify the motivation of the seller or their “Hot Button“, always ask:
- “If you were to sell today, what would it mean to you and your family?”
Even if the question never arises, always show how you’re different than any other agent by answering the question:
- “Why should the Seller do business with me, as opposed to any other agent?”
Keep one other point in mind, you can have the best presentation in the world but, it doesn’t matter one bit if you don’t have anyone to talk to. Prospecting is, and always will be, the life-blood of your success in business.