I hope you are alive, excited, and full of energy–ready to take on the day and make great things happen in your business!
One of the things I’ve been spending a lot of time on with my clients so far this year is improving the power of their listing presentations. We all know the importance of pre-qualifying and really digging deep up front to be able to know what we’re walking into… and if we WANT to walk into it. Another important aspect for creating a successful close for the signature is the ~set up~ for the signature that you do at the beginning of your conversation with them.
Here is the script to use for this:
‘Mr./Mrs. Seller, I have had the opportunity to talk with a lot of people just like you who have come to the point where they need to sell their home. One of the things I’ve noticed is that there are 3-4 things that almost ALL of these homeowners had in common in terms of what they were looking for in the agent they wanted to hire. Would it be okay if I shared those with you?’ ‘Sure’ ‘Okay, great… One of the the things that it seems almost all sellers are looking for is an agent who understands the market and can help them price their home properly so that they sell it for the most amount of money possible… how important would you say that is for YOU?’ ‘Very important!’ ‘Yeah, I can understand that! The next thing I have noticed is that homeowners seem to hire agents who really have an aggressive marketing plan to get their home exposed to the maximum number of buyers… is this something that YOU are looking for as well?’ ‘Absolutely..’ ‘Okay, I agree, that IS very important..and I’ll be reviewing MY plan with you in just a few minutes. Next, I wrote down ‘customer service’. If you’re like all of the other sellers who have hired me… I’m assuming that you want to feel like all of the details are being taken care of and that you’re NOT just a number… is this something you’re expecting from YOUR agent as well?’ ‘Yes’ ‘Great, and I would expect the same thing if I were in your place… Last, I’ve seen just how important good communication is to my clients–keeping them up to date on a regular basis… Is this one of the key things that you’re also going to need to see from the agent you plan to LIST your home with?’ ‘For sure.. we want to be kept up to date and know you’re available.’ ‘Perfect. Now, what else would you like me to add to this list.. what ELSE is absolutely essential for you to feel comfortable hiring an agent?’ [they may give you something or they may say you’ve got it covered] ‘Okay, so here’s what we’ve done, Mr/Mrs Seller.. we’ve just described your ideal agent! Now, let me ask you… and be honest… At the end of our meeting tonight, as long as you believe that I meet ALL of these criteria and you feel confident that I can SELL your home… is there any other reason why you wouldn’t be ready to put me to work for you?’ Let’s work on getting this down, delivering it with huge enthusiasm, and confidence, and prepping yourself for more signed listings. After all, they ARE the name of the game, eh? Go make today count..