One of the key fundamentals in real estate, especially when first starting out, is learning and mastering the listing presentation.
We got together with one of our lead Metrix Coaches, Jerome, to get his perspective on how to master the listing presentation. Jerome outlined five tips that you can implement right away! Here they are…
- Instead of going into the listing presentation as a traditional “sales agent”, approach the appointment as a consultant and economist of choice. In other words, while listing the property for sale may be the objective, the best path to get there (in today’s market) is by taking a consultative approach, understanding the objective of the seller and searching for solutions that may not actually be the retail sale of the home. Evaluate all options with the seller – investor acquisition, iBuyer opportunities, turning the property into a rental, etc.
- Make the goal of the appointment to be “one and done” – ask for the listing and “close” while at the house. While you may be more comfortable using a multistep listing process, as your business grows so will the need to be more efficient. Additionally, greater efficiency equals greater net income.
- Know your value proposition inside and out. What separates you from the other agents that the seller is interviewing. Have something compelling that differentiates the way you operate.
- Have an outlined script and framework around your listing presentation and how you want it to go. This should be a step by step framework that you can follow every time. Once this is established, practice with a fellow agent, your spouse, or your friends. The more you practice, the more comfortable and confident you will be. Jerome’s Pro Tip: When you practice with someone outside of real estate, that person is able to give you honest feedback — treat this like a true mock presentation!
- Don’t forget to follow-up! Always follow-up with the clients that you did not win over the first time. It is easy to become discouraged and frustrated when you did not ‘land’ the client, and when this happens it is easy to forget about or leave these clients. Even if you do not end up working with the client, remember to move him or her back into your CRM, within the appropriate pipeline stage, so you can follow-up in the future!