Every top real estate professional is well scripted, and this is one of the main reasons that they are confident and get listings. Don't take scripting as a bad connotation. (When you give your listing presentations you usually say the same thing to each client so it's no different in preparing exactly what you want to convey.) You always want to be prepared in your presentation. The saying, "If you fail to prepare, then you prepare to fail" is very true.
By using a Pre-Listing Package along with practicing your script will help you develop the confidence and get the income and listings you deserve. Be sure to arrive at your appointment early to gather your thoughts and be prepared. Smile when you meet the seller, build rapport, tour the house and take photos.
Be confident when you give your presentation. Sellers want to know if you have the confidence to get their home sold. A great place to hold the presentation is at the kitchen table. This is an informal and comfortable setting. You don't want to rush into the presentation. Make small talk and listen to the seller to understand their needs. You may want to give a compliment about the home and ask open-ended questions to get a feel of what they need. The objective of the presentation is to convince the seller that your services will help them achieve their goals. People don't buy from salespeople; they buy from friends and people they trust, so building rapport and trust with the client is key.
You want to make this presentation your own. As a real estate professional you may give presentations on a daily basis without even paying attention to the words you use. You want to use "trigger" words, such as the "highest price" to get the seller interested in what you're saying. Make an emphasis on these words and be confident, but not arrogant in your presentation. Be aware of your non-verbal gestures as well. It's a proven fact that people pay more attention to your attitude and your non-verbal communication than what you actually say.
By mastering your verbal and non-verbal presentation skills you will give yourself the ultimate edge in conjunction with the Pre-Listing Package. Your presentation should be short and to the point while building rapport. Your time as well as the seller's are very important and shouldn't be wasted. If you're not using a package or using a script, you are missing out on a lot of sales. Good luck and much success!
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