LISTING STRATEGIES (19) Step 13 of the listing presentation: Close and get the listing signed. At this point in the listing presentation you get to find out one thing, how good your listing presentation was. If the seller stalls, or objects over commissions, there’s only one reason, you didn’t make a strong presentation or present enough value to cause them to take action and list with you. Now what? Go back and review all the features and benefits that you presented and ask them a simple question, “What part of my marketing plan do you feel won’t get you the maximum exposure to the greatest pool of buyers?” Don’t go into your “But I’m the best” commentary. Go right to the truth. Truth lies in the value they see or don’t see in you. If you feel role-playing will help, please call me; it’s always good to hone your technique (practice) “before” you slay the dragons! Call me. Your next tip will be step 14 of the listing presentation, the last thing you do before you leave with the listing. If you would like to get that from us today, give us a call at 416.252.4368.
Posted on: Thu, 11 Dec 2014 18:00:01 +0000
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