Salesperson Clear-Cut Listing Appointment
Most real estate salespeople have so few listing appointments that when they actually get one their attitude is to get the listing at all cost. A clear-cut listing appointment is one when you change your attitude from being that desperate salesperson and say “do I want it?”
Having enough listing appointments sets you apart from other salespersons to be objective with sellers.
5 Tips to a Successful Clear-Cut Listing Salesperson:
- All Parties Present:
make sure all parties who or involved be present during the listing presentation, no matter how good your presentation if one of your sellers isn’t present you will not be getting the listing. - Two Hour Presentation:
presentation usually takes 30 minutes or less and the remaining time can be to answer seller objections, make sure to show up on time and be honest. - Competitive Market Analysis (CMA)
make sure when during your first conversation with a seller you obtain enough information about their home, asking questions will show your professional and care. - The Why:
we need to know why the seller wants to sell? This shows motivation and if seller is willing to negotiate. - Price:
ask the seller what they think their home is worth during the first initial phone conversation just to get a ball park figure in most cases this will let you know they have asked friends, seen fliers, or visited with other agents. Know your scripts for objections and be able to answer with honesty at the presentation showing why you think it should be priced right. Use the Ben Kenny 5-5-5 listing strategy - 5 active, 5 pending, and 5 sold.
Not all techniques work all the time, the key is not to buy into the sellers if they say they don’t know what the property should sell for and have no motivation. Most sellers will have a ball park figure before you show up, motivation will be detected early in the conversation and you’ll know if you need to just turn the listing down.
