In parts 1, 2 and 3 of the listing presentation, we discussed how to identify your prospective seller’s personal goals and objectives, their “hot button”, and how you as their trusted real estate advisor, will expose their property to all possible buyers in the best possible light. In part 1, we discussed how to handle […]

In parts 1 and 2 of the listing presentation, we previously discussed the three primary goals for sellers. They are; To sell their home At the highest possible price In the most reasonable amount of time With little or no stress In part 1, we discussed how to handle the warm up. Part 2 of […]

After the Warm-Up in part 1 of the presentation, it’s important for you to confirm the objective of your seller.  Most of the time there are 3 primary objectives. Most Money– sell the home with the best possible price with the best terms. Least Time– Sell the home in a reasonable amount of time. No […]

Of all the elements to a listing presentation, the warm up is by far and away the most critical. Unfortunately, most agents are so anxious to begin discussing what they can do for a seller, they overlook the warm up. There are two purposes to a warm up. Building rapport. Gathering information.   Building rapport […]

A common misconception held by even successful agents is that “more is better”. For example, the more data you bring, the more impressive you are to your clients. The more marketing material you bring to a presentation, the better. The truth is, less is more, unless of course, you don’t really know what you’re doing. […]

Quite often, agents are called upon to give an estimate of price during a listing presentation. Most agents will prepare for the presentation by researching prices of similar homes that have recently sold. This is usually done in preparation for the listing appointment. Although this approach can be effective, it may not be the most […]

2012 Presentations – Get Listings by Using Conversion Rates to Beat Top Producers It’s always much easier to get listings and generate sales when you’re a top producer. But, what do you do when you’re competing with a top agent to get a listing. After all, it looks to the seller like the other agent […]

Listing Presentations – Be Like a Financial Advisor, Not a Travel Agent  Many agents still believe they can use the same strategies that have worked for decades in real estate with little change. These agents still believe that servicing a listing means: taking photos of the home populating the listing sheet with basic comments putting […]