Listing Presentation Flashcards
What do you say after greeting?
Do you mind if I look around and see your house through the buyer’s eyes? (Can I come with) Sure, if you want to.
Let them brag about their house.
How am I careful to respond when they brag?
If I agree with them on everything and how nice it is, it may give them an idea that their house is worth more than the comps.
What do I say after I finished looking at their home?
As I go through the listing presentation, you’re naturally going to want to list with me.
After I finish telling them the price I recommend?
Would you like to sign the listing at that price today?
We don’t want to give it away.
Of course not. We do need to price it where the market is though, right? (Yes, I guess)
I wrote down 3 real important questions for you…
- Do you absolutely have to sell your home?
- Will you price your home to sell or do you want to keep it on the market for a long period of time?
- Do you… want me… to handle it for you?
All we need to do now is simply… sign the contract… so I can help you get what you want… in the time you want… won’t that be great?
Listen, I brought all the…
paperwork with me. Let’s go ahead and get it signed and you can put me to work, sound good?
I want to meet with the other agents.
Sure, I don’t blame you for that. Let me ask a question, okay? Sure. The whole reason you are looking for an agent is to find one you are comfortable can get the job done and make sure you’re comfortable with them, right? Yes. And I wouldn’t be here if you thought the other agent could get the job done. Now that we’ve met, I am very comfortable with you. Are you comfortable with me? Sure, I guess. Since you know I can get the job done and you’re comfortable with me, there’s no need to waste these other agents time and have them come meet with you. Let me do this. I’ll call them and let them know you have listed your home with me and give them the first opportunity to bring you a buyer. That sounds much easier, doesn’t it?
I want to make sure I have a perspective of a good agent from a bad.
I can appreciate you wanting to meet with several agents and many people do. Can I tell you something, though? Sure. You’re already an expert. You had an agent that didn’t get the job done didn’t you? Yes. Exactly. And now you’ve met with me. I’ve very comfortable with you. Are you comfortable with me? Sure. So if we take a few steps back, the only reason you are meeting with agents at all is to find someone who can get the job done and someone you feel comfortable with, right? Yeah, I guess so. So here’s what I’ll do. I’ll call all of the other realtors to let them know you’ve listed your home with me and give them the very first opportunity to bring you a buyer. Sound good? Well I want to at least meet with them because I said I would. I appreciate you wanting to meet with them. I can assure you though, it’s no big deal. We usually kind of chuckle about it because sometimes they’re making the call to me and sometimes I’m making the call to them. We all know each other and it’s just part of the business. Since you’re already comfortable with me getting the job done, there’s no need to waste their time. They will appreciate the call. I know I always do. Let’s finish up the paperwork and I’ll take care of the calls so you don’t have to.
So…
Are you ready to put me to work?
All we need to do now…
is simply sign the contract so I can help you get where you want in the time you want to be there.
What is My Listing, My Leads for KW?
When you hire me KW has leveraged their size to negotiate with over 350+ websites who share your listing with their buyers. KW has negotiated that any buyer inquiry will be redirected back to me so I can do the job you hired me to do…sell your house! When you list with an agent without those protections, your potentials buyers are routed to other agents who pay to buy those inquiries so that they can try and sell them THEIR listings rather than the one they inquired on, yours! You can see how important it is to keep your buyer inquiries rather than give them away, right? (Yes) Exactly!
