2013 Listing Presentations – The Final Step
With listing inventory continuing to decline, 2014 is likely to be a challenging year for securing new listings. That’s why it’s extremely important that you pull out all the stops for each and every opportunity you have to list properties.
Most sellers interview several agents before they make a decision. The competition makes it more difficult to get the “go ahead” during the initial listing appointment. Many times, prospective sellers struggle to make the decision between agents because each one brings their own unique strengths to the table. If you’re not prepared to deal with this scenario, you could be edged out by another agent who has a better follow-up strategy. The risk of waiting until the seller calls you back after a listing appointment is very high. The “waiting strategy” is never recommended.
The best approach to handling this scenario involves several steps and a little creativity. Consider the following:
- During the listing appointment, identify gaps of information and agree to provide that information the day after the presentation.
- 2. At the conclusion of the presentation, always ask your clients, “Mr. and Mrs. Seller, What do you see as your next step in your decision to sell your home?”
- 3. Once you’ve identified the next steps, follow-up by asking, “Is there anything else that I can do or provide to help you move forward?”
- Instead of waiting around for the seller to call you and tell you they’ve chosen another agent, use the missing information you identified in the presentation as a way to get back in the door.
Remember, you miss 100% of the shots you don’t take. It’s far better to be more aggressive, especially in the final phase of the process.