To convince potential home sellers that you’re the real estate agent that will sell their home the fastest and for the highest price, you need to be prepared. Your listing presentation should highlight both your experience and your advanced marketing strategies.
With that goal in mind, here are eight listing presentation tips that will help you WOW your prospects and win more listings:
1. Be on Time
So simple, yet so important. Being on time for a listing appointment shows the client that you value and respect their schedule. If you arrive late, they will start the meeting feeling miffed and may wonder where else you will disappoint them. If you arrive too early, they may not be ready for you and feel rushed or uncomfortable.
2. Describe Your Go-to-Market Process
Tell them how you will help them prepare their home to sell for the highest dollar amount in the shortest time. Will you help them stage their home? Do you offer educational seller resources that tell them what to expect and how to prep for showings? If something should be fixed or painted, do you work with any referral partners who can get the job done quickly for a good price?
3. Highlight Your Photo Strategy
You know that good listing photos will help showcase the property online and get interested buyers in the door. Tell sellers how many photos you plan to take and if you will use a professional photographer or camera. This is a good time to show photos from other listings you have recently sold in the past.
4. Showcase a Single Property Site
Single property websites are a major differentiation. Every seller wants to have a website dedicated to their listing! If you use Point2 Agent, it’s easy to show your buyers what you can do in a snap to create a mobile-friendly website that’s optimized for social sharing.
5. Demonstrate Your Social Media Savvy
Speaking of social sharing, if you have an engaged social network on any of the main platforms, use your computer, tablet or smartphone to show your sellers. When people like you on social media, it is an instant implied endorsement. If you’ve used Facebook ads or Twitter ads to market homes before, pull up an example.
6. Sell Your Brand
Your brand should inspire trust in your abilities. Speak to the unique reputation and abilities of your brokerage. What sets your brand apart from others? What kind of assurances can your brand provide to sellers?
7. Prepare some Impressive Numbers
Present your sales history in a pdf or document that is easy to review. Do you have a high list price to sell price ratio? Impressive recent sales? Use this data as a leave behind or email it to clients in advance of your meeting to drive excitement and stimulate questions.
8. Be Straightforward about Pricing
Aside from marketing strategies, pricing is often the biggest topic of interest during a listing presentation. Don’t skirt the issue or instantly agree if the seller wants to overprice. Use comparables to walk sellers through pricing options and come to a number that makes sense to all parties. Transparency and expertise are two things clients look for in an agent.
One additional tip that should guide all of your client interactions—not just listing presentations—is to be a careful listener. You can learn a lot and better position yourself to help both buyers and sellers if you listen to their specific needs.
What is your #1 listing presentation tip? Or is it too top secret to share? 😉