June 11 2013
Today it is imperative to set the stage with a listing prospect in order to manage and meet their expectations.
Because of the sheer volume of information available online, today's real estate consumer is quite savvy. As a result, consumers have their own definition of what they think a real estate professional's job entails in the marketplace.
As the industry matures and the internet closes the gap on listing exposure, a new and unique relationship is being formed between agent and seller.
A seller counseling session helps address a seller's unspoken questions, especially when there are financial issues involved. You can neutralize objections with this session and honestly determine if you want to take the listing.
Use the session to showcase your skills and marketing plan and convey confidence to your client that you have the knowledge and abilities needed to effectively guide their transaction.
Consumers are generally interviewing two or three other agents so standing out is a must. One way you can stand out is by engaging your prospect. Educationist Edgar Dale developed the "Cone of Learning" which states that after two weeks we remember only 10% of what we read, but we remember 90% of what we do.
What this means is that actively involving the seller in your listing presentation will assist in awareness and retention. Consider speaking and using visuals, but also involve the seller in order to get the listing.
How are you making an initial presentation to potential clients? I would love to hear your tips for getting sellers active during your listing presentation in the comments below!
To view the original article, visit the Clean Slate blog.