You can’t win all listings, but you can win more with a cue from these top listing presentation techniques:
Pave the way. When potential sellers call, asking intake questions about why they want to sell, how they want to price, and their timeframe will provide important details regarding their needs that you can use in your presentation. This will give you an edge over competitors who just try to set an appointment.
Time it by personality. Don’t take a one-size-fits-all approach or stick too closely to a script. Prepare a thorough presentation, but if your prospects seem busy, short and sweet with a focus on key details tied to their main goals or needs may be best. Bottom line: Stay flexible.
Customize everything. Display their names and address prominently in your presentation. Produce a few mock-ups of how their home will look in your marketing and social media. Make sure your market data is localized.
Use high-quality images. Pixilated or distorted images show a lack of professionalism. If you can’t get a high-resolution image of the property or other graphics and charts, avoid using them.
Show off your work. Provide every prospect with a packet containing a customized letter of introduction, a list of your unique abilities and certifications, examples of high-quality marketing collateral you’ve created for others, and several testimonial letters.
Sources: Placester, Zurple