Chapter 15:
How to close 94.3% of your listing presentations
Preparing thoroughly for a property meeting is akin to studying for a crucial exam – it’s what separates a stellar performance from a disappointing one. Believe me, sellers often come equipped with their own research and are ready to scrutinize your knowledge. That’s why we always strive to present first. You might wonder why. We’ve discovered that our well-prepared presentations frequently leave sellers so impressed that they end up canceling their meetings with other agents then and there. In the competitive world of real estate listings, being the early bird doesn’t just mean getting the worm; it often means securing the entire banquet!
Make it a goal to finish all your preparatory work at least a day before the meeting. And if you find out that the sellers are considering other agents, here’s a useful script to have at the ready:
“That’s a smart approach! I always recommend that sellers consult with 2-3 agents. If it’s not too much trouble, could you please wait to make any commitments until after you’ve met with all your options? My reason for this request is simple: I plan to dedicate the next couple of days to thoroughly researching your property and analyzing comparable sales to maximize your chances of a successful sale. Moreover, I’m quite confident that you won’t find another agent who can match the level of marketing expertise we bring to the table.”
Once you’ve locked in the meeting date, always send out a Google Calendar invite, complete with a reminder the day before and another two hours prior to the appointment. This not only demonstrates your exceptional organizational skills but also helps to avoid any missed meetings.
For every listing appointment, we prepare two identical listing books – one for presenting during the meeting and another for the sellers to review at their leisure and keep. This not only ensures that the sellers have all the information they need at their fingertips but also leaves them with a tangible reminder of your professionalism and thoroughness.
In “Six Weeks to Real Estate Success: An Actionable Guide for Ambitious Agents,“
Dustin Fox provides a comprehensive guide for real estate agents looking to transform their careers. Drawing from his own journey to becoming a top producer, Dustin shares practical advice, innovative strategies, and personal anecdotes that demystify the real estate industry.
