Welcome to part 3 of my 5 part treatise on how to be successful in real estate! If you missed the first two parts, here are the links to the articles on my blog:
- Prospecting: http://realtytechbytes.com/?s=prospecting
- Staying in Touch: http://realtytechbytes.com/?s=stay+in+touch
If you’ve done a good job of prospecting for new business you may have gotten the opportunity to compete for a listing! Staying in touch with past clients may also have award you the opportunity to compete for a listing. Either way it’s now crunch time.
If you think that you can just go to the appointment and “wing it” you may be in for a very rude awakening! Sellers today have become very well educated on how the process works and they are going to want to know that you know what you are doing!
I suggest that you click on this link http://realtytechbytes.com/?s=Listing+Presentation and read all of the articles that I have written on this topic.
There are several parts to a good listing presentation, the research needed to produce a good CMA, the actual production of a CMA that can be displayed on paper, a phone, an iPad and a computer, and of course, the actual presentation in front of the seller!
I am going to hit you with something you won’t like – role playing! In order to become really good at delivering a killer listing presentation, you need to practice your presentation. If you aren’t delivering two or more listing presentations a week, you are going to be rusty! You won’t be at your best and your chances of getting the listing are greatly reduced.
Find a way to get practice delivering a listing presentation in front of real people. I show agents working in my company a simple method to get that practice. If you’d like me to show you, you’ll have to come over to my office in Danville.
At any rate, there is still a lot to learn from the articles that I have written on the subject. Please take the time to click on this link: http://realtytechbytes.com/?s=Listing+Presentation and start reading!