There’s nothing more disconcerting to a real estate agent than to be sitting across from a disengaged homeowner during a listing presentation. Right? ...
There’s nothing more disconcerting to a real estate agent than to be sitting across from a disengaged homeowner during a listing presentation. Right?You did all the right things to secure the meeting as part of your prospecting efforts. You’ve created an excellent presentation. You feel good about what you have to tell the prospect. But, they just don’t seem focused on what you have to say. Or, worse yet, they look bored. Did they just sneak a peek at their watch for the third time in five minutes?It doesn’t matter how long you’ve been in the business, there are going to be times when you have a difficult, uninspired listing presentation. Maybe the prospect is having a bad energy day? Or, maybe you need to step back and take a look at your presentation strategy?Here are five common mistakes that can take a listing presentation off the rails:
The goal of every listing presentation is to FIND ALIGNMENT WITH THE SELLER. The best way to do that is through healthy dialogue about goals and strategies. Yes, you want them to know enough about you to feel comfortable that you’re the right person for the job. But you don’t want them to know more about you, than you know about them, and their dreams. Talking less and listening more is ultimately the best way to build a strong, trusting relationship.
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