Real estate agents are making avoidable mistakes when delivering listing presentations. Are you burying the homeowner with too many numbers? Are you distracted by your phone? Do you bring a gift? In this episode, Derrick Evens, who has witnessed over 65 listing presentations from top agents, shares his top tactics for winning more listings by giving better presentations.
You can’t show up for a listing presentation empty handed. You have to show them you aren’t someone who is outside of their circle, you are inside of their circle. - Derrick Evens
Takeaways + Tactics
Winning the listing comes down to one element - trust
Why you should never show up empty handed (and what to bring)
Get your information across in the form of questions
In this episode we talked about ways to find material for your videos by simply going through your sent box and seeing the questions you have replied to. Next, Derrick talked about his show ‘Win This Listing’, and gave us a number of tips to win listings, including the need to be present and not on the phone. He also shared on the gifts you should bring, and when it is best to discuss numbers with the homeowners.
Derrick also went on to talk about;
Availability matters to homeowners a lot more than a long list of homes you have sold, so be 100% present in your interaction with them, Show that you can be an available partner in this process. Homeowners want to feel like you’re part of their circle, and that you see all the great things they see in their own home. By changing your approach to listing presentations, you can become the most appealing agent to homeowners. Remember, building trust is the paramount goal.
Agents think how many deals they do every year is very valuable. What homeowners think is valuable is how available you are. –Derrick Evens
Homeowners want to believe you believe in the property as much as they do, and that you see all the beautiful elements in it. –Derrick Evens
Derrick Evens is the host and creator of the reality television ‘Win This Listing’. As such he has seen over 65 different listing presentations from some of the best agents in the San Diego area. To find out more information about Derrick head over to SmarterSanDiego.com for more information, connect on LinkedIn https://www.linkedin.com/in/mrcredit or follow him on Twitter @MrCredit.
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