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Tips for Your Next Seller Strategy Meeting (Listing Presentation)

The “Listing Presentation” as we know it is no longer enough. Take a more compelling approach that inspires sellers and truly sets yourself apart.

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You've successfully qualified the seller during your intake call with your Seller Questionnaire and conducted your 15-minute walkthrough.

Now it's showtime!

The seller strategy meeting is basically a traditional listing presentation with a twist. You're coming prepared with much more info than the other agents the seller is interviewing, allowing you to present details that will position you as the expert.

While other agents are talking about their general marketing plan and pricing recommendations based on what they found online, you'll be presenting the real world numbers and strategy the sellers actually care about.

Before the Seller Strategy Meeting

•  Prepare your CMA. Come up with 3 pricing options based on comps: high-end, low-end, and middle ground.

•  Tailor your marketing plan and process overview to reflect their goals based on previous conversations.

•  Create mockups of social posts, listing flyers, single property website, etc using photos you took during the walkthrough.

•  Look up the sellers on LinkedIn to see what they do for a living or what interests them. This gives you talking points to build rapport when you meet them in-person.

•  Prepare for common objections!

•  Create a textable listing presentation and send it to them the day before your appointment.

•  Prepare a listing agreement using information from previous MLS listings and public records on the County Assessor website. Make it EASY for the seller to say yes and get signatures on the spot.

During the Seller Strategy Meeting

•  It goes without saying, but don't be late!

•  Remember to ask the seller if they want you to remove your shoes before entering.

•  Don't start talking about the house right away. Build rapport: "I'm so excited to discuss selling your home, but first I noticed the soccer net outside. Who is the soccer player? I love [team name]!"

•  Simply ask them to tell you about their home. This open-ended question will immediately give you insight into what the seller values most, since those are the things they'll talk about first.

•  If possible, sit at the dining room table next to the seller. It might feel natural to sit across the table from each other, but that can create a psychological barrier and make it feel like you're on opposing sides.

•  Review the main points from the Seller Questionnaire you used during the intake call and any information learned in your walkthrough. It shows you paid attention and gives you a chance to clear up any confusion.

•  Use "we" statements instead of "you": "Are WE leaving the fridge? Are we looking to list on this date?"

•  Go through your listing presentation, making it a point not to rush, actively listen to any objections, and provide solutions.

•  Present your 3 pricing recommendations and ask where they think their home fits based on finishes/upgrades/condition. Respond to objections using data, not opinion.

•  Don't be afraid to ask questions!

•  If there's more than one decision maker, ensure everyone agrees on the same needs, wants, and goals.

•  The goal is to get them to sign the listing agreement with you on the spot. If they don't, clearly outline the next steps of your process, tell them when they can expect you to follow up, and how to reach you with questions.

•  Say thank you!

💡 Pro-Tip:

Before you leave, ask them if any of the other agents they've spoken with mentioned anything you didn't include in your presentation. This gives you a final chance to uncover any remaining objections before walking out the door and realizing you forgot to bring up something important!

Get more strategies to win listings, generate leads, and grow your business using the same strategies taught by the #1 coach in North America, Tom Ferry!

👉  Learn from Tom Ferry today!

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