The HOW TO Guide of Listing Presentations
Instructor: John Henderson JT@grar.com
Use this time as an opportunity to evaluate your seller’s decision-making style. Knowing this information about your client will guide your pathway through a successful listing appointment. Most folks fall into 3 categories: Interpersonal, Objective or Introverted. Each style will receive, interpret and act on the information you provide differently. So, use the walking tour to decide the best plan to tailor the remaining listing appointment.
How do you do that?
Talk a little and listen a lot. If a person warms up to your chattiness and responds in the same way, they most likely have an interpersonal style of relating. Interpersonals have a need to know YOU. They will list with you if they like you and feel friendly towards you. So, keep talking and build rapport.
Some people don’t like chattiness. If they respond to your chattiness with “data” about the house rather than personal stories, these folks probably have an objective style of relating. Objectives have a need to know you’re a PROFESSIONAL – that you know your stuff. They will appreciate the fact you took the time to open every closet door, the electrical panel and flashed your cellphone’s light over the furnace. Those actions say you’re interested in the details. That will build trust with them.
But, what if they’re mostly silent during your walk through? If they offer neither personal stories or much information about the house, they likely have an introverted style of relating. Introverts need to know you RESPECT THEIR OPINION and will not try to “SELL” them. They appreciate statements that indicate they are in charge of all the decisions ahead. Phrases like, “If you decide to list your home with me…” are perfect for them to hear from you.
Get personal. As you’re sitting down, make a personal connection with the client. Look for family photos, wall decorations, books on a table, sporting equipment, etc. Asking about these items and connecting them with your own story helps build personal bridges with your client.
Manage the table. Don’t split a couple by sitting between them. Position yourself to see all decision makers at the same time so you can be aware of any silent communication and body language going on between them.