Scheduled to attend a listing appointment, you might feel inclined to use the same old listing presentation template along with your usual spiel. If you’re looking to increase your conversion rate though – the number of prospects turned into clients – it’s probably time you crafted a new and improved listing presentation.
To increase your business and squash your competition, here are 7 ways you can create an unbeatable listing presentation.
Build Your Story
Including some information about your personal life is a good way to connect with your prospective clients. Including a short bio – 100 words or less – should frame your interests and life beyond the real estate business. If you have a family, love to travel, have pets, volunteer, are an athlete, etc., share these details in a short bio.
Review Your Online Presence
Sure, your online presence isn’t necessarily part of your listing presentation per se, but it quickly sets the expectations of your clients – even before you meet them in person. Take a look at your website, your LinkedIn and other social media accounts in addition to your presence on the corporate website.
Clarify Your Marketing Plan
Beyond simply uploading a property to the MLS, ensure your listing presentation clarifies everything you plan to do to sell your client’s home. Anything you might do that sets you apart from the competition should be mentioned. Plan to use a professional photographer? Say so. Plan to employ a stager to fine-tune interior details? Include this detail too.
Include Your Personal Statistics
If you’ve helped other clients sell their homes in a short amount of time, or for over the asking price, it’s worth including these details in your listing presentation. You should also share any real estate related award too.
If you have raving fans – satisfied past clients – it’s a good idea to collect some testimonials in writing or video format. Adding testimonials to your website in addition to your listing presentation is a good way to show your clients your portfolio of happy past clients.
Uncover Their Motivation
By asking plenty of questions, use the listing appointment as a chance to uncover the underlying motivation to sell. In addition to simply asking why they’re selling, consider also asking questions like:
** What do they like or not like about their home?
** Does the home have outstanding and necessary repairs?
** When do they want to move?
** Where will they move?
In addition to sharing ample research of the subject property through a CMA (which should include comparable active, pending, sold, and expired listings), it’s important to share your knowledge of the overall neighbourhood too. Highlighting top amenities, like shopping venues, parks, schools, restaurants and cafes, will help convey your knowledge and interest in selling the home.