Why I Don’t Have A Listing Presentation
Most listing agents think they need to dazzle sellers with a listing presentation.
I guess the reasons might include:
- Ego gratification ~ it’s their big moment “on stage” where they can brag how they’re #1 (who really cares?), have the biggest team, how their company can beat up the other companies, etc.
- Wanting to impress the seller so they can get the listing, no matter what ~ even if it means taking an unsalable listing.
Listing presentations are silly and here’s why:
- Sellers are interested in WIIFM (what’s in it for me).
- Sellers aren’t easily-impressed by braggadocio, personal sales statistics, and agents driving Hummers with full body graphics proclaiming they’re #1 (again ~ who cares?).
- Sellers (and everyone, for that matter) want to be heard.
- Sellers want to be asked questions.
- Sellers want to be listened to.
- Sellers want to be respected.
- Sellers want to understand.
- And, more than anything, Sellers want to be understood.
The simple fact is that I can get a lot more information about a potential seller’s situation by asking questions and listening carefully than I can by putting them to sleep with my super-duper PowerPoint presentation.
Which is why I walk into a listing appointment with a blank yellow legal pad and ask questions.
Questions like:
- “Why don’t we start by having you tell me what you would like to accomplish?”
- “What are your top three concerns about selling your home?”
- “What do you think are the top three selling features of your home?”
- “What happens if your home doesn’t sell?”
You get the idea.
It isn’t about me; it’s about the seller.
Once I clearly understand the seller’s needs and wants, I can develop a custom marketing plan with creative ideas to get their home sold in our present, challenging market.
Is this any way to run a real estate business?
My thousands of delighted past clients enthusiastically shout “Yes!”.
To see what my clients think of my service, check out the Testimonials button on www.BoiseReal.com !
July 17th, 2008 Posted in Seller Stuff
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3 Responses to “Why I Don’t Have A Listing Presentation”
By BawldGuy Talking on Jul 19, 2008
Channeling Uncle Chucky Chatham I see. I’ve also never ever had a listing presentation, and for many of the same reasons.
By Phil Hoover on Jul 19, 2008
I miss Chuck.
He was a very formative part of my real estate career after attending one of his seminars in San Mateo around 1982 during a horrendous down market.
I still remember him saying property is property; what matters is who owns it and what they want to achieve.
Also remember him holding court in the bar with we students after class.
And, I remember Brondino, Howard, and Howey.
By boise mls on Jul 31, 2008
I love asking the questions. So many times an agent just speculates on what the client will do after they sell, their concerns, etc. It might change the advice provided in response to counter offers, marketing, etc. if you knew this.