How To Tackle The Perfect Listing Sales Pitch
A little preparation prior to your real estate listing presentation and you’ll be ready to set yourself up for success. Having a great sales pitch can be challenging for some Realtors. To be successful you want to stand out from your competitors and here are some tips on how to do that.
· Know your competitors and learn how you’re different from them. Once you take the time to understand where and how you are losing potential sellers to other agents you will be able to start making changes. However, don’t ever tell sellers in your listing presentation that you are “better” than anyone else.
·Be prepared to tell sellers how qualified you are. Present all certifications and designations you may have. Don’t expect sellers to be knowledgeable in all these titles, but it will show them you are dedicated to the job and knowledgeable about it at the same time.
·No one wants a generic script. Personalize your listing presentation by using some creativity. The presentation should be tailored to meet that seller’s needs.
·Present sellers with the hard data. Include in your presentation your sales history, such as how many homes you’ve sold, the average sale price, and any other data that will impress them. Always let them know that past data is not always a good indicator of future sales. Today the housing market continues to improve and home sales are increasing. If this is the case in your area let them know you expect those numbers to rise as a result.
·All sellers will want to know what you think their home is worth. Prior to giving them a recommendation, start by letting them know what homes comparable to theirs in the area have sold for in the last year and where the market is expected to head. Many times you will encounter sellers that have an unrealistic price in mind for what they want to list their house at and they may not be willing to change their mind. Representing a seller that is flexible will result in a better chance of it selling in a timely fashion.
·In your listing presentation let potential sellers know all avenues you plan to use to market their home. Let them know what strategies you will take when it comes to marketing. Sellers want to know you are going to actively try to sell their home and not just list it on an MLS and forget about it.
·Make it look great. Most of all make your listing presentation look professional and come across as a professional.
Coming up with a listing presentation that is concise and looks professional will take some time on your part. If business is suffering because your listing presentation is not professional looking we can help.
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