5 Agent MUST HAVES Before Going To Listing Presentations

Dated: 11/20/2018

Views: 215

5 Agent MUST HAVES Before Going To Listing Presentations

Okay everybody, today I am going to talk to you about the 5 things you must have with you before you go on your listing presentation.

First things first, remember it's not about you it's about the seller. So even though you want to go in there and talk about how great you are and how many homes you sold, that's not what's important. The most important thing is to figure out who you're dealing with, what's important to them, why they want to sell their home, how much they want to get, and where they looking to move to next? If you can focus on these key factors then you may be the listing agent that they're more keen on choosing to list their home.

Number 2! Although you might actually go to a listing presentation and bring something with you like maybe you'll have a PowerPoint or something on your computer or maybe a booklet that you go through with your customers. Remember this is just a guide, it's just the tool to help you overcome any objection the seller may give you.

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Or if they ask you a question about your business procedure you're going to refer to your guide, or your presentation and show them the answer they're looking for. But I strongly recommend that you don't sit there with the seller and then go through page by page by page and bore them to death about things that they may not necessarily be interested in when you were there and it's about them!

So if they ask you a question you can say,

“Oh, that's a great question seller! Let me refer to my listing presentation here and show you exactly what I do to advertise your listing”.

When you do that it's more keen on what they're looking for, what they want. Rather than "Hey, you're going to have to listen to me for the next 45 minutes tell you all about me and what I'm going to do to sell anybody's home". It's basically like a listing presentation in the a box. It becomes very boring and it's disingenuous. So remember use it as a guide. Don't use it as your total resource.

Number three! Remember when you meet sellers it's all about building rapport. So before you jump into business and you start talking about what you're going to do to get their home sold and why they should choose you. It's really important to just take some time to get to know them, ask them questions, see if there's any relatable topics between you and the sellers, see where they grew up, why they moved here, why they chose this home, about their family, what their situation is. And once you get to know them on a personal level then it's okay to say,

“Alright sellers, you ready to get down to business?”

And remember when you actually do your listing presentation it shouldn't last more than about half an hour. Any longer than that you're boring them to death and they're really looking the shovel you out the front door.

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Number 4! Respect the listing. Remember make sure if you have an 11 appointment you show up on time! You're not 5 minutes early, you're not 5 minutes late. You're on time! On top of that when you enter the home make sure you introduce yourself to the seller's smile, be friendly, be genuine. And on top of that I strongly recommend that you remove your shoes, show respect for the household. I’m pretty much willing to bet that the three other agents that showed up before you didn't even think of doing something as small as make an effort of taking off their shoes to show respect for the household that you’re about to list.

Five! Set expectations. Now a lot of times before I go to a listing appointment. What I do is i send a pre-listing presentation packet directly to the seller. I'll FedEx it to them so they get it a day before my arrival. Or sometimes I'll even pay an Uber driver just to bring it to their front doorstep. Once they receive that pre-listing packet, it kind of gives some information about who you are.  So they can already know that. So when you show up to the listing you're not boring them with details about,

“Hey, this is what I do. This is what I’ve sold and tell me me me me me me”

It's about about them on the actual listing. So the pre-listing packet will talk about you and it'll also say “common seller questions” or “frequently asked questions by sellers”. Now buyers usually use the term question, because in fact these are often common objections that a seller gives.

So what you're doing is you're putting the common objections that are received by sellers and you have a very well-informed answer to each of those objections. That way when you show up on the day of the listing they're not asking you stupid questions. Because guess what? You've already answered all those in the pre-listing packet. So when you're sitting there and they do happen to ask you one of these objections again. Guess what you do?  You simply say,

“Hey did you receive that pre-listing packet that I sent you?”  

Lets go and refer to that and right here is simply says XYZ. So if you do that you set expectations and there won't be any problems down the line. On top of that by setting expectations you asked the sellers,

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“Sellers, what do you expect from the listing agent that's going to sell your home?”

What do you want? You want me to contact you on a weekly basis phone, email, text? What do you prefer and how often should you call them to give updates? What do you want me to do for you? A lot of people don't ask that. They just assume that they think they know what people want. But often times they didn't ask and if they didn't ask then they're not going to know how to service the client.

So there you have it! If you like what you had to hear and you want more information like this, please make sure you subscribe to the channel or if you click the link you'll get more information on our page thank you!

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5 Agent MUST HAVES Before Going To Listing Presentations

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