5 Steps to Improve Your Listing Presentation

It’s time to perfect your listing presentation.

Selling is all about solving people’s problems and meeting their needs. On your listing presentation, don’t take the time to sit down and tell somebody how wonderful you are. Take the time to ask appropriate questions so you can foster a strong working relationship with a potential client.

It shows that you’re listening. It shows that you care. It shows that you’re there to service their needs.

Any good sales cycle presentation has 5 major ingredients.

 

#1: Build rapport with clients.

Keep in mind that the clients will choose the real estate agent that they like, trust, are competent, and feel they’re responsive to their needs.

The acronym to build a rapport is F.O.R.D. Family, Occupation, Recreation, and Dreams.

Asking people questions using FORD is always a strong and dependable way to build rapport.

 

#2: Understand someone’s motivation.

If you don’t understand someone’s motivation, how can you assist them in accomplishing what they’re seeking? Cut to the heart of the task at hand by driving your service directly at what you know is your prospect’s major motivating factor.

 

#3. Take proper time to do a needs analysis.

The more detailed your questions are, the more you’re able to accumulate information, the better position you’re in to help service the needs of your clients.

 

#4. Set expectations around all relationships.

Remember any relationship, personal or professional, must have proper expectations. What do you want to pull out of these relationship, and how much of that desire is based on a reasonable expectation of their actions?

 

#5. Ask for a commitment.

You can only work with people that are committed to a relationship. Otherwise, what you’ll receive back instead of the value you seek is an imbalance. Remember to take the time on your listing presentation to assure that the person is comfortable having you work on their behalf and that they like you and trust you. If you can cover that aspect of the exchange, it will be all the more likely that they’re comfortable with your plan of action, and can be confident that it will yield them the results that they want, need, and desire.

 

And as always…

Make today your masterpiece.