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My Listing Presentation Secret
Posted by Naples International Group on Tuesday, January 23rd, 2007 at 6:05pm.
When I’m doing a listing presentation I find that many potential clients want me to immediately tell them where I feel their home or property should be priced. I have a hard and fast rule, (and I stay true to it) that I will not divulge my price point unless I know that I do indeed have the listing. In other words, I ask for the listing and go for the close prior to my talking about the price of the home or property.
One of the biggest challenges in a listing presentation is always keeping the presentation in the order and way that you wish to present it. The potential clients will be trying to get you to change that order by asking you if you would like to see their home before you are ready, or what do you think our home is worth, etc. The key for me has always been in demonstrating that I am the professional and that, as hard as it can be sometimes, I maintain the flow of the listing presentation. After all, I did all the preparation, it is my show and I want complete control of how it will go. If I can’t maintain that control, invariably I walk away without the listing.
Again, I will never talk about the pricing that I have set for a particular property unless I know that I have the listing, otherwise it becomes a mute point. If a potential client cannot commit to listing with me at that moment that I ask for the listing, then divulging the price, in my eyes, is totally irrelevant and pointless.
V.K. [Mel] Melhado PA
Downing-Frye Realty, Inc.
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