How to Master Listing Presentations and Win More Sellers [Part Two]

In today’s episode, Jeff shares more insights and strategies for listing presentations, and what it takes to make them good enough to win sellers. 

The goal in 2021 is to renew our focus on listing presentations, it’s one of the most important parts of us closing more and getting better at sales. One of the things that holds agents back from success with listing presentations is the questions they don’t ask, and the information they don’t manage to capture. 

Jeff shares the key questions we need to be asking in listing presentations, and how we can perfect our process. 

We also discuss;

• The 5 questions you should always ask sellers. 
• An easy way to identify different personality types in the listing presentation process. 
• Why you want to draw out objections. 
• The worst thing you can do when you walk through the seller’s home. 
• The 6 things you should always have in your pre-listing package. 

Quotes 

 

Selling isn’t telling, it’s asking questions. -Jeff Glover  

Key Points 

• “Mr and Mrs Seller if what I say makes sense and you feel 100% comfortable and confident in my abilities of getting your home sold. Will you be ready to get the home on the market?” We’re asking the question in order to draw out their objections and to see what might be stopping them from going ahead and doing business with us. 

1. Asking the seller to describe their home is a great opportunity to see what their personality type is. For example, the more analytical people will describe things in greater detail.
2. Match and mirror. Mold yourself to them from the minute they open the door. Don’t try to make them mold to you. If we don’t match and mirror the seller, we’ll lose our rapport. 
3. The worst thing you can do is have a seller walk you through the house and you don’t take notes. Not taking notes tells them you’re not interested in the home. They won’t hire someone who isn’t interested in their home. 
4. When you get an objection, learn to smile before you respond. When we get an objection, our tonality, facial expressions, and body language changes. If we get into the practice of smiling, we can counter those responses.  
5. When you get an objection, always agree, never argue. Always follow up with a statement of agreement, and never use “but” or “however” replace them with “and”. 
6. Prep the seller for what’s coming. Get an agreement on the next step while you’re still at the house.