Listing presentations often bring with them sweaty palms, an increased heart rate, and the loss of sleep the night before. Even successful agents still experience nerves before every listing presentation.
There may not be an easy way to make the jitters go away. But there are things you can do to improve your preparation. Let’s take a look at the do’s and don’ts of a successful listing presentation.
DO the basics
Make sure you have all the basics covered in advance.
Dress The Part
It may be expected to wear a slick suit to every listing presentation. But you should also consider the potential clients. By dressing similarly, it helps them feel more comfortable and shows you can relate to them and understand their needs.
Final Phone Call
Make a phone call to confirm that everyone who needs to sign the agreement will be there. If someone is absent, then it’s a waste of everyone’s time to show up.
Be Punctual
It may be surprising to learn that most agents are notorious for arriving late. For someone time poor, this may be a deal breaker.
Mobile Phone
Turn it off before you arrive. Make the prospective client your sole focus during the listing presentation.
DON’T Put It Off
It may be tempting to put off preparing your presentation until the last minute. You’re already busy. But that could be a big mistake.
Give yourself adequate time to prepare the presentation, and double check the figures are correct. It also gives you time to rehearse, so that you are sure to wow the potential clients with your presentation.
DO Take Notes
Bring along your iPad or a notepad. Anytime the seller says something that seems important to them, make a note of it. This makes the potential client feel important, and that you are engaged and listening to what they are saying.
DON’T Think Every Seller Is The Same
It’s easy to think that since you had a huge success with a previous listing presentation, that the same one will work on your next potential client. But each seller and each home is different.
Make sure to customise your entire presentation to each home and seller. Let the competition use generic presentations. Your custom, thoughtful presentation is what will make you stand out and secure the listing.
DO Assume You Will Close
Often at a listing presentation, the hardest part is finding the best moment to try to close. Sometimes, it may seem mission impossible, but keep patient for the right moment – even if it’s as you’re leaving.
Ask a question such as do you want some tips on how to better prepare your home for listing, or are you planning to sell it as is?
Questions like this assume that you will be listing the home. The seller will unconsciously answer and think that you will be listing their home too.
DON’T Forget Any Paperwork
It’s easier than you think, especially if you are in a rush. You’re going to be successful with your listing presentation, so make sure to bring all the paperwork with you. Go a step further to save time, and have it already filled out.
While these tips won’t help you with your nerves, they will help you to prepare, reduce anxiety and keep you calm. Before you know it, you’ll have had a hugely successful listing presentation.