3 Simple Steps To Taking More Listings!

Are your listing appointments taking too long or are you losing out to your competitors?

Here are three steps that can help you increase your odds of bringing home more new listings.

(1) Decide the order of your presentation.

* Tour the property.

* Discuss marketing plan.

* Discuss pricing.

In what order do you normally give your presentation? What happens if you go the way noted above and after 2 hours, the sellers don't like your price. You've wasted a lot of your time, haven't you? What if you tour the property, discuss pricing and then, if in agreement, you review your marketing plan? Then, if the sellers don't like your pricing and you feel strongly about the list price, you can save a lot of time and move on to your next appt.

Don't fall into the trap of listing the home at an unrealistic price, because you can end up with a lot of headaches. Provide the sellers with detailed market data and show them what the market is doing right now. Determine which order works the best for you and fine-tune it.

(2) Do a pre-listing phone consultation.

Assemble a list of questions that you can ask the sellers by making a 10-minute phone call. You will be able to decipher which sellers are more serious about selling and you'll gain information on what some of the seller's "Hot Buttons" are and that leads me to step #3.

(3) Pre-empt the seller's objections by covering them in your presentation.

Once you learn about what concerns the sellers have, you can bring them up as a part of your listing presentation as though they are normal concerns of most sellers. When you address the seller's concerns before they have a chance to object, you're in more control of the situation and are guiding them to an outcome that is best for their situation. So, before your next listing appointment, take some time to find out what the seller's needs and concerns are. Then cover those items in your listing presentation and finally, figure out the best order for your listing presentation to help you gain a new, salable listing.

To your success,

Dan