By: Mark Drohan
One of the most important things you can do while making your listing presentation is to slow down your pace to match that of your prospective clients. Let's take a FSBO prospect for example. If someone has made the decision to sell their home on their own, they clearly do not understand the significant difficulties involved with this undertaking. Regardless of how clearly you think you have presented the information, if the client doesn't understand or even believe that selling their home on their own will create unnecessary difficulties, they will not see your services as being a benefit. Each problem or challenge you present will have many ways in which they can be explained. Before moving on to the next challenge, be absolutely certain they are on the same page.
Once you have them thoroughly educated on the issues that may occur, then and only then are you ready to begin talking about the benefits of listing with you. Some of these issues include:
Once you begin discussing the benefits of you helping them sell their home, they will have already made the decision to list with and agent instead of attempting to sell on their own. Even with this decision made, you still must be careful to stay at a pace the prospect will be able to keep up with. It is just as important for them to truly understand how each thing you do for them will benefit the sale of their home.
The key to making sure that the prospect understands the problems as well as the benefits, is to continually ask them questions to make sure they are still with you.
Some examples of these questions are as follows:
So, keep a steady price, check frequently with your prospect to make sure you are on the same page and you will quickly see results.
One of the most important things you can do while making your listing presentation is to slow down your pace to match that of your prospective clients. Let's take a FSBO prospect for example. If someone has made the decision to sell their home on their own, they clearly do not understand the significant difficulties involved with this undertaking. Regardless of how clearly you think you have presented the information, if the client doesn't understand or even believe that selling their home on their own will create unnecessary difficulties, they will not see your services as being a benefit. Each problem or challenge you present will have many ways in which they can be explained. Before moving on to the next challenge, be absolutely certain they are on the same page.
Once you have them thoroughly educated on the issues that may occur, then and only then are you ready to begin talking about the benefits of listing with you. Some of these issues include:
- Cost of private advertising
- Time spent on dealing with calls and potential buyers ('time is money')
- One person trying to interest buyers opposed to hundreds of area Realtors
- Inability to qualify potential buyers
- Lack of knowledge of real estate laws
- Quality of buyers attracted
- Overall odds of FSBO's selling
Once you begin discussing the benefits of you helping them sell their home, they will have already made the decision to list with and agent instead of attempting to sell on their own. Even with this decision made, you still must be careful to stay at a pace the prospect will be able to keep up with. It is just as important for them to truly understand how each thing you do for them will benefit the sale of their home.
The key to making sure that the prospect understands the problems as well as the benefits, is to continually ask them questions to make sure they are still with you.
Some examples of these questions are as follows:
- Do you see how this will benefit you?
- Can you understand the pitfalls of this?
- Would you know how to identify qualifies buyers?
- Can you see how this would attract buyers to your home?
So, keep a steady price, check frequently with your prospect to make sure you are on the same page and you will quickly see results.