Listing Appointment Flashcards
Steps of the listing appointment: Step 1
Drive- bys
Drive-bys
Step 1, Be sure to drive the neighborhood prior to the appointment. Make sure to stop by any comp properties you are planning to discuss.
Steps of the listing appointment: Step 2
Greeting Client
Greeting Client
Arrive to the appointment a few min early! Ask them if it is okay to come in, don’t just barge in. If they are an
S or C they will love you asking this. Be sure to compliment the house as soon as you arrive.
Steps of the listing appointment: Step 3
Walk-Through
Walk-through
Step 3, The goal of the walk through is to create rapport with the seller. Try and have any decision makers walk you around the home. Take some basic notes on the home.
Steps of the listing appointment: Step 4
Goal Recap
Goal Recap
Sit down (preferable at the dining room table), not directly across from them if you can. Review what you discussed during the pre-call and let them recap what they are trying to achieve. You will notice that that their plans are often different than what they discussed with you over the phone.
Steps of the listing appointment: Step 5
Transition
Transition
Step 5
Steps of the listing appointment: Step 6
Presentation
Presentation
Step 6, Don’t preach, it should be a discussion not a speech. The more interaction you have with them the more rapport you will build- remember that rapport is 60% of the sale
What is the most important goal to the seller?
Getting Top Dollar!
Whats in it for ME!
How to address these? Marketing Plan
Marketing Plan will do what?
is how to show the seller that by using LR Marketing Plan, we will truly help to create the most demand for their home.
Greater demand =
higher the sale price