Any real estate agent can understand the frustration of an unsuccessful listing presentation. After investing time, money, and energy following up on prospects and leads, it’s discouraging to lose a listing – especially if you don’t know why. The following are some tips for creating winning listing presentations with motivated sellers.
- Research first – Before the date of the presentation, ask your prospects a few questions to help you understand their timing and motivation. Ask them if they’ll be speaking with other realtors. This way, you know your leads have been properly qualified before the presentation.
- Set the stage – Avoid using a living or family room for your presentation. A kitchen or dining room table is better, as you’ll have more room to set up your laptop and spread out your material.
- Understand your prospect – In order to effectively communicate your presentation to your prospect, you need to understand their personality type. Try to remember to help them the way they want to be helped as opposed to the way you want to help them.
- Present last – If your prospects will be speaking with other agents, ask to present last. This way, your presentation will stay fresher in their minds. This also gives you the opportunity to get the last word. Your prospect will feel more comfortable listing with you in the evening once they’ve gathered information from the other agents.
- Go the extra mile – Show your prospects you’re willing to go above and beyond what other agents can do for them.
Combining the above tips can help you create winning listing presentations with motivated sellers. Making the effort to understand your prospects’ needs is essential to maximizing the ROI of your real estate marketing efforts.
Visit Owning the Fence for more information on marketing your realtor business.
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