Listing Presentation Steps 9-10
Steps 9-10 of the listing presentation.
1. Restate and clarify the answers you receive: The age old principle, “Seek first to understand, and then be understood.” I see too many listing presentation ends up like this… “Let me tell you how wonderful I am and how great our company is, and then I’ll listen to you.” Don’t go into the listing presentation with an arsenal of features and benefits that you overwhelm the seller with. The seller is primarily interested in knowing that you will do what’s important for them. Restate their answers so that they know you listened, gain clarity, and allow yourself to hear it again, and then proceed with how you are going to move forward in the listing presentation.
2. Ask the seller what they think your job is as their real estate agent. What do you think their answer is going to be? To get their house sold, yes? NO!
“Mr. and Mrs. Seller, my job is to take your home to market and to test the market. Selling your home is a result of me doing my job.”
You ever feel like you get caught in a sales trap with your sellers? Your job is the process, not the outcome. If you follow the process, your sellers will experience their outcome.