How To Do Exact Listing Presentation and Closing
You can become a listing superstar by developing a detailed and exact listing presentation. Here we are discussing few points on exact listing presentation. Some of the essential points for exact listing presentation are:
Review your listing presentation daily before you go on any presentations whatsoever. You have to review it all the time. You take your script cards, you take your listing presentation, you sit down by yourself, and you simply practice saying the words out loud to get comfortable with them. You also want to always be looking for ways to update your pre-listing package, to make it just a little stronger, and just a little bit more effective. It has to be a non-ego pre-listing package. It has to be a seller oriented pre-listing package. It has to be designed to help them do what they want to do, which is get the home sold. The more efficient you are, the more likely you will get a signature on the first appointment.
Be sure to maintain control through asking questions. It is also more efficient to conduct the presentation in your office, rather than their home. Simply say, “Mr. and Mrs. Smith, I would like to see you and your wife Tuesday at 7 o’clock. I would like to meet you here at my office as I have all the appropriate papers, faxes, all the equipment, and systems designed to get your home sold. I would like you to be here at 7 o’clock. Thank you.” Be sure to tell the seller in advance that you only have 20 minutes allotted for this presentation. You can say that you only have 20 minutes because you have two other sellers in the area that want you to list their properties and get them on the market.
Only go on a listing presentation when you are assured that the people are ready to sign a contract. If they are not going to sign a contract, why go out?
To get a signature faster, ask for the order early in the presentation. “Mary and Jim, after talking for the last four or five minutes here, it seems that we should get this home on the market as soon as possible. Why do not I just get the contract out, get your approval, and let us get going.” Some of them may be shocked that 3 or 4 minutes into the presentation you are bringing this up, but others will say, “Oh! Okay!” And away you go.
To close more quickly on a listing presentation, ask the following three questions when you start:
a) Do you absolutely have to sell?
b) Will you price it to sell, or do you want to leave it on the market a long time
c) Do you want me to handle it for you?
Many agents will not ask these questions because they are afraid of the outcome. We are afraid they might say, “Well, I do not know.” Either they are going to sell, or they are not going to sell. Do not be naïve enough to think that you are going to walk into a non-motivated seller’s home, be able to spend 2 to 3 hours with them, and suddenly transform them into a motivated seller. The odds of that happening are a million to one, and that is if you are doing really well. Get off that kind of thinking.
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