Listing Presentation www.RichLevin.com 585-244-2700

Perfecting Your Listing Presentation

A perfect listing presentation is a 4 step process

Establish rapport and take control Qualify Presentations Decision

Tips to improving your listing presentation 1. Explain how you work 2. Rehearse 3. Prepare all Materials ahead of time 4. Determine up front what is most important to them to get the listing then only promise to do those things. No need to pull out entire step by step marketing plan (mention them but do not present) “Under promise-Over Deliver” The more information you give them the more you confuse and overwhelm them so they will procrastinate. 5.Confirm urgency and time frame as soon as possible. 6. Ask for a decision

Script Excerpts Opening This is how I like to work.... describe the outline for the appointment then say Once I show you everything and tour your home, I will get started on a marketing plan immediately. Your spouse will be there won’t they? No- he/she doesn’t need to be there. I like to have all parties available, when could we re-arrange our schedule so that all three of us can meet? I love my job and I pride myself in being honest and up front with you at all times. How do you feel about that? I’m going to tell you the good and the bad about your house and the sales process. I may tell you things you want to hear and things you don’t want to hear and I’m going to tell you what is going to work and what’s not going to work. Would that be okay with you? During My job is to educate you on the process. You decide what is most important and we work within that. Okay? On a scale of 1 to 10 with 1 being your least desirable and 10 being the most desirable, I am going to ask you what things you consider to be a 10 so I can emphasis those in order to sell your house easier and quicker.

Listing Presentation www.RichLevin.com 585-244-2700

Do you want an average agent or a top agent working for you? The average agent last year in this area sold (# of home). I sold (# of home) I have already helped over (# ) of people buy or sell. Last year I helped (#) make the home choice. But the only one that matters to me is the one that I am going to help you with. These are some of the houses I’ve sold over my career. (Provide testimonial etc) Please know I’m in the business to sell houses not list them and you do want your home to sell, don’t you? I have a team of professional, along with me, that will make certain that you get that home you want. Getting the home you want is important to you isn’t it? Tell everyone you know that it is for sale if they start asking you about how it is marketed please give them my phone number or email address and I will be happy to speak with them. This is part of how I earn my commission so please don’t concern yourself with fielding questions that you are not comfortable with. Handling Objections Seller says they don’t need to sell Would you go to a doctor if you weren’t sick? We’ll I am a real estate agent and if you don’t want to sell I can’t help you. So at this point what can I do for you? Not making a firm decision - I appreciate you need to think this over but may I ask what you need to think about? You are not experienced enough- If you had an Agent with 100 years experience would hire that person? Well great because I do and you know why because my office works as a team so I have the experience of every agent. Another property on the street hasn’t sold- Well I don’t know because that is not my listing but what I can ensure your home will sell... Another listing of yours has been on the market for a long time- Yes that is unfortunate and sometime situations are out of our control. Can I ask you a question? Do you make the same mistake twice- NO? Well then that is why you should list with me because I won’t make that mistake again. I will sell you home. I see a bunch of competitor company signs, why should I choose your company? Well because for one your sign will stick out from all the others on the street. Also aren’t you wondering why all those signs are still up there, do you think maybe they are having trouble selling those properties?

Listing Presentation www.RichLevin.com 585-244-2700

Now is not a good time to show the home. Oh no we may have a problem, the house is still available isn’t it? The reason I ask I am here with a couple that told me they are ready to buy today and they picked your home to consider unfortunately they picked two others that they are gong to see today. So I am worried they may not buy your home? Can just this once...... Closing Any further questions? Any questions before we proceed? So how does that sound to you? I hear hesitation in your voice? Why is that? You probably have a good reason for feeling that way? Do you mind if I ask why? I completely understand you wanting to think about it, it is a big decision, out of curiosity is it the price that is making your hesitate?-NO Ok well is it my services or approach that is lacking something? NO- so in other words you don’t really see a need to look at other Agents then right? So it is just because it is such a big decision and I completely understand that so why don’t I let you go and start thinking and but could I ask you one question before I go? I thought we were hitting it off nicely but there is something that is keeping you from making a decision tonight. I would almost rather hear you say no with a reason so I know what I did wrong. Hypothetically if you did say no, what would have been the reason? See closing document for additional scripts Follow-up Hi This is (Agent Name) with (company). I wanted to give you a call back to see if you were ready to list yet? I know you had to think about it as selling your home is a very important decision. I wanted to be sure you didn’t have any other questions or concerns. Hi this is (Agent Name) I just wanted to check in to see if you had any questions or concerns that maybe we didn’t address yesterday? Great, I have already started to promote your home. I will check in with you on (insert time) and in the meantime if you do need anything please feel free to give me a call. Hi this is (agent name) I was just calling to see how you were settling in to your new home or if you had any questions about the home, the area or the schools? Great, well I will keep in touch but in the meantime don’t hesitate to contact me should you have any questions. Thanks for your time and enjoy your new home.