![]() Once you’ve figured out which real estate leads are worth pitching, it’s time to prepare your expired listing presentation. Pitching Sellers During Your Listing Presentation “Ninety percent of selling is conviction, and 10 percent is persuasion.” Sympathize with their frustrations, and get frank, factual information on their relationship with the previous agent, but don’t let it turn into a rant. Besides, a seller who complains excessively about their previous agent may not be one you want to work with either. Even if the seller wants to complain about their previous agent, you won’t gain much by chiming in. You’ll have a chance to set things straight later, but first you have to know what they think went wrong.Īlso, this isn’t the time to bash a fellow agent. Don’t interrupt with your own opinions, even if you think the sellers are delusional. The sellers will probably have strong opinions about why their property didn’t sell. Remember you’re there to fix a problem, and the first step is understanding the problem.Īt this stage it’s more important to listen than talk. Not only will the sellers appreciate your willingness to listen, you’ll learn exactly how to win the listing. So, ask plenty of questions at the outset. This helps you prepare your sales pitch and adjust your language and tone. Are they upset they haven’t offloaded their home? Are they angry with their previous agent? Determining their mindset is crucial before stepping foot in their home or bringing them into your office. First, you’ll need to put yourself in their position. Next, it’s time to set up meetings with those you consider good prospects. If the expired listing has unusual qualities, it opens up the opportunity for you to take a fresh approach with your marketing. Unique features: A property with unique features needs some innovative marketing.Look for properties that play to your strengths. Poor agent fit: If the previous listing agent specializes in farm land, but happened to pick up a condo listing, it’s unlikely they had the expertise to sell the property.Underappreciated markets: If the property is in an up-and-coming area, it may become more desirable as that area’s reputation improves.A competent marketing job might just make the property move. Poor photos and copy: If the listing agent provided terrible photos and a lousy description, it’s unlikely their sales efforts were very sophisticated. ![]()
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. ArchivesCategories |