Is Your Listing Presentation Good Enough?

If you were going up against the number one agent in your market, how would you feel about your listing presentation?

Would you be ready to take them on?

Here's 5 components of a winning listing presentation:

1. Pre-Listing Call - When you schedule your listing appt, let the seller know you need to ask them a few questions to prepare for your appt. The more information you know about the seller and their situation, the better chance you have of getting the listing. You may also find out that you don't want the listing.
   
2. Home Preview - If you do a one-step listing appt, ask the seller to allow you to preview their home yourself as a buyer would. Then take notes of highlights and items that need to be addressed.
   
3. Market Statistics - When you sit down with the sellers, it's important to educate them on the entire market, their community market and then their home in comparison to the market. Never get into comparable pricing until they have an understanding of the entire market conditions.
   
4. Pricing - It's real important when sharing the active listings and recent pendings and closings that this is what the market is bearing in price...it's NOT your opinion! Make sure the seller understands that. It's not your opinion of what the list price and eventual sale price will be, it's the market's opinion.
   
5. Marketing Plan - I always save my marketing plan for last, because if any of the prior steps cause a roadblock and either of us doesn't want to move forward and work together, then I don't have to waste my time on this step.

So once you have designed your listing presentation into a flip chart or PowerPoint presentation, it's time to practice, practice, practice. When it comes out naturally and free-flowing, it won't be considered canned and you'll exude a lot of confidence...no matter who you're up against.

One final thought...never assume you're the only agent doing a listing presentation. Even if you are, don't take shortcuts in your presentation. Every seller deserves your best and it will show.