5 Important Points Realtors Should Focus on During A Listing Presentation
When it comes to selling homes, many homeowners consider going the "For Sale by Owner" route in order to avoid paying high commissions to real estate agents. However, working with an experienced agent can actually save homeowners time and money in the long run.
Here are a few tips for convincing homeowners to list their property with an agent:
Highlight the benefits of working with an agent. Homeowners may not be aware of all the ways an agent can help them sell their property. For example, agents have access to a wide range of marketing tools and resources, can provide valuable advice on pricing and negotiating, and can handle all the paperwork and legal details involved in the sale.
Emphasize the importance of pricing. An agent will conduct a Comparative Market Analysis (CMA) to determine a fair and accurate price for the property. This will help the property sell quickly and for the best price, which is something homeowners are sure to appreciate.
Show them your knowledge of the local market. Having a deep understanding of the local market can help you understand what buyers are looking for and how to market the property to them. Therefore, highlighting your knowledge of the local market, what is happening in the area, and what the trends are, can convince homeowners that you are the right agent for them.
Share your experience and track record. Share examples of how you have helped other homeowners sell their properties quickly and for top dollar. This will help build trust and show that you have the experience and skills needed to sell their property.
Be available and responsive. When homeowners are considering listing their property, they want to work with an agent who is responsive and available to answer their questions. Make sure you are easy to reach and that you respond to their inquiries promptly.
The easiest listings come to you when you are in rapport with the client. Obviously being referred to a homeowner by a friend, colleague or past client is the ideal situation, but for many Realtors, these options are not available, especially for Realtors who just relocated into a new area, for new licensees and for non producing agents.
In addition to what you say during your presentation, it is important to also focus on how you say it and hear, a personality style can make a big difference. In his book "Bang-Up Real Estate Agent" Ran Biderman, a top producers real estate coach, explains in detail each personality style and how to use your own style to improve your listing presentation delivery. It's about your posture and your energy, it's about how you say what you say. To purchase a copy of the book, simply go to amazon.com or click here for a direct link to the book.
In conclusion, convincing homeowners to list their property with an agent takes time and effort, but by knowing your personality style and how to use it to your benefit, plus highlighting the benefits of listing with you, emphasizing the importance of pricing, showing your knowledge of the local market, sharing your experience, and being responsive, you can build trust and win their business.