Are You Doing Listing Presentations All Wrong?

One of the biggest lessons I learned came about ten years ago, when most of my business was REO foreclosures: Your listing presentation should begin before you walk through the seller’s door.

Of course, you should confirm the date, time, and place. But that is only the start.

Send the seller as much useful information as possible before your appointment:

Your pre-statement.
Your Statement of Qualifications.
Your marketing plan and strategy.
The comparable sales.
Client testimonials.
Links to your YouTube channel.
Anything else that shows how you work and why you are qualified.

Why send all of this in advance?

Because your listing appointment should not be a two-hour speech about how great you are.

Let the seller review the facts before you arrive. Then you can use your time together to focus on the one thing that truly wins listings:

Building rapport.

Listen with intent. Ask smart questions. Find out what they fear. Learn what is making them nervous. Understand their motivation, goals, and what they need from their agent.

Sellers rarely sign because you showed them the most slides.

They sign because they feel heard, understood, and safe with you.

Send the information first. Build the relationship in person.

That is how you turn a listing presentation into a signed listing agreement.

Chris

Christopher Stafford DRE  01155105 | 30+ year listing agent in San Francisco | Founder, The "Listing Collective"

P.S. Our Listing Pipeline X-Ray will change your listing business. Complete the X-Ray (get it RIGHT HERE) and send it back to me.

Stop Chasing Listings. Start Attracting Them.