The conversion percentage of your listing presentations has an impact on how well your business does. How can an agent improve their skills and presentation to make getting that win more likely? On this episode we discuss the tactics, strategies and questions that can multiply your ability to excel in the presentation.
People who are really good with listing presentations are also great before they even show up for the presentation. -Matt Johnson
Takeaways + Tactics
In the pre-listing presentation, aim to give the potential client a psychological advantage by making them feel in control of their surroundings.
To succeed, choose the ideal method for your personality, market and area. Focus, plough through resistance and keep working that method.
If you’re not winning with your listing presentations, you’re either going for the wrong appointments or you don’t have the skills when you show up.
This episode of Real Estate Uncensored covered;
Shiny object syndrome: why people jump from idea to idea and strategy to strategy without giving one enough time to develop. Goal setting and why it’s important to have goals written down and constantly revisited. The top 5 questions you should ask during a pre-listing appointment. How to make a client feel in control of their surroundings in pre-listing appointments. How to improve conversion percentage when it comes to listing presentations.People chase shiny objects because they don’t have a destination for their business. -Matt Johnson
The weakness of many agents is that they don’t stay in a state of curiosity and start dictating to the potential client, instead of asking questions. Greg McDaniel
What do the agents with a high conversion percentage have in common? They take the steps to succeed before the very first pre-listing appointment even happens. They also ask the right questions and know that the timing for asking for business is critical. Your intention for listing appointments should not be to close - it should be to create an opening, and you do this by leading with value.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.