The HOW TO Guide of Listing Presentations
Instructor: John Henderson JT@grar.com
Module 2 – Listing Presentations
Every word, action and document we present to a client either draws them closer towards choosing us as their real estate agent or pushes them farther away. In this module, we’ll discuss the face-to-face elements of a successful listing appointment.
Let’s divide the listing presentation into 4 distinct sections: The Greeting, The Answer, The Plan and The Closing. Each section has an objective. Before proceeding to the next segment, take a moment to mentally assess how well you’ve met the goal. Winning small victories throughout your presentation will earn the listing. The opposite is also true: Failure to answer questions, resolve problems or clear objections in each section will prevent your seller from moving forward listing with you.