You're Doing Your Listing Presentation All Wrong

Before your next listing presentation, send your sellers your marketing plan, comps, bio, and reviews.

Give them time to look it over.

Then walk into that meeting ready to do your most important job: build rapport.

Your résumé already had its turn. Now let the sellers talk.

Ask them:

• What worries you most about selling?

• Why is this move important to you?

• What would a great result look like?

• What do you need from me to feel at ease?

And when they answer, slow down. Don’t jump into your pitch.

Try saying, “Tell me more about that.”

Listen to their fears, their goals, and their dreams. Repeat back what you heard so they know you understand.

If you’re busy thinking about your next line, you’re missing what could help you earn their trust.

Yes, you still need to answer questions and agree on pricing, commission, and the plan. But those talks mean more when you know what matters to them.

Being heard builds trust. And trust helps you win the listing.

Before your next appointment, send the facts ahead. Then show up ready to listen.

Chris

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

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