Tips for a Successful Listing Presentation

Practice is the best way to build confidence in your listing presentation. But besides practice, these tips will help you make a good first impression:

  • Break the ice with a social conversation on a noncontroversial topic.
  • Mirror the sellers’ demeanor—if they are formal, follow suit, if they're casual, take the hint and loosen up.
  • Ask to tour the house first and take photos. This will help you gain information you’ll need to suggest a purchase price and give you more time to build rapport with the sellers.
  • Review the marketing plan you’ve prepared and describe the services you’ll provide.
  • Ask open-ended questions and listen carefully for clues as to what issues in the sale are most important to the sellers. Then adjust your presentation accordingly.
  • Present the listing agreement and ask for the listing.
  • Present the comparative market analysis and settle on a price for the home.
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