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15 Tips For A Successful Listing Presentation
& Listing Appointment

Below are 15 tips that will help make your listing presentation appointments more successful.

1. Arrive In A Positive And Happy Mood, Ready To Win!

It's easy to do.

A. Try listening to your favorite song while driving to the appointment.

B. How about listening to your favorite motivational speaker!

C. How about dropping by a coffee shop and ordering your favorite blend!

The point is, you must get overly positive as it will improve your performance! And it will rub off onto your sellers, putting them in the right mind set too!

2. Always Arrive Five To Seven Minutes Early For The Appointment

Get there early so you can do a 'curb appeal' report to your seller.

Simply take your notebook out and summarize the best and worst features of the exterior so you can do a 'curb appeal report' to your seller, making recommendation on how to improve it so that buyers are impressed when they arrive at the home.

3. Look Relaxed, Happy & Professional

Be ready.

A. Have your personal image properly prepared to reflect a seasoned professional.

B. Have your listing presentation in top shape and ready to go.

C. Wear the best smile possible.

4. Always Send Your Personal Portfolio BEFORE The Appointment

Why make the seller wait until the appointment to develop a positive and favorable impression on you?

Instead send your personal portfolio 2 days in advance of the appointment.

5. Always Send Your Testimony Presentation BEFORE The Appointment

Sellers make emotional decisions and to help them make that right decision about you, then you must send to them your Testimony Presentation.

This convinces the seller about your abilities based not upon what you say, they may doubt that since you are talking about yourself, but what other sellers have to say about you and your proven experience.

6. If Possible, Tweak Your PowerPoint Listing Presentation Based On The Conversation With The Seller

A. Has the seller listed before?

B. Does the seller like open houses?

C. Does the seller want newspaper ads?

D. Does the seller want Internet marketing?

The point is the more you know before you go, the more likely you will get the listing.

Based upon their answers, make edits to your listing presentation.

7. Bring Your "Pricing Presentation"

All agents know in advance the potential for price problems when on a listing presentation appointment. So get ready.

Have your pricing presentation prepared and ready to go into battle so that you come out of the listing presentation appointment with a listing priced to sell within 30 days.

8. Find Out If The Seller Is Interviewing Other Agents

Yes you are in competition and thinking otherwise is a mistake. You must get ready to compete and win.

The most effective way is through your MLS Presentation.

It will separate you from other agents by showing the seller exactly where his buyer is living right now, including pictures of his targeted buyer homes!

9. Have Your CMA Prepared

Make sure your CMA presentation is done properly and includes all comparable homes, especially those homes nearest to your seller.

That's why you need a powerful Price It Right presentation!

10. Always Have Your Safe Island In Hand

What's a safe island presentation. Probably the best way to begin a listing presentation.

It allows you to be like a doctor, probing your seller with specific questions so that you squeeze out answers that are critical to know before you even begin your listing presentation.

11. Be A Good Listener

NAR tells us that 5% of sellers listed with the agent who listened to their concerns when on the listing presentation appointment.

Takes notes whenever the seller tells you something about his home. When the seller makes comments during the listing presentation, hear those comments out and reply only when it is your turn to speak.

12. Highlight The Benefits The Seller Will Enjoy When Listing With You

Take time to review your personal portfolio and testimony presentation with the seller. We recommend you do this review before the appointment begins. Once it is done, go into your safe island presentation.

13. Make Sure All Decision Makers Are At The Appointment

There is no point in doing a listing presentation if the decision maker is absent! So when setting up your appointment, make sure to ask if both husband and wife will be at the meeting.

14. Bring A Gift To The Appointment

Show up at the door with either a few roses or a box of chocolates. That tiny investment will yield handsome rewards for you.

15. Don't Forget The Kids!

Bring them a gift too. We recommend a coloring book and crayons or a video game. The kids will love it and at the same time keep them out of the kitchen so you can focus the parents on the listing presentation.