A real estate coach breaks down how to win listing appointments by focusing on three things: pricing strategy, property condition, and aggressive marketing. The presentation works best when you add your team's unique programs like a buyer database and guaranteed sale clause, then close with a transition question that gets the seller to commit.
Foreign maximum payoff seller presentation. This is where you have to be a complete standout in certain terms of the services and marketing you provide. You have a copy of the presentation that we're currently using. This is a presentation that I've modified. It's a version of a presentation that Bob Senk uses with his team. It's not so much that you have to use my presentation as much as the elements in my presentation. So let me go through. If you go into your listing system folder, the listing appointment, it's Lars Group presentation. So obviously this is all out branded. It's totally for our team. It's pretty long. I've got a copy. I'm going to post a link in your member portal that will go through this slide by slide. So I'm not going to do that today. But it basically reads the way that you want to go through it. So it's not. There's no magic in this. And the elements of it I think speak for themselves. So let me show you the there's some lead in here mission of our team. How we, you know, it's basically a hundred year old industry. It's just stuck and broken. Most agents suck in these 20 ways. You know we have solutions to some of the common problems and ultimately we give the guarantee that you can just get rid of us. Most agents juggle all these balls. This is what we do. We've got a team approach. My agents present this side slide because I'm not on the appointment. We've got our flowchart here. We're a team of professionals, dozens of tasks. Typical agents do everything. We've got systems that drive our business. Here's the elements of your presentation that you have to have. So you have to cover pricing strategy right in their face. Don't make any hesitation about pricing is critically important. You've got to cover the condition and showability of the thing. You're selling the product and then you go into aggressive marketing. So you can look at this. I remember this slide from back in the day. Danny Griffin. You know the best thing you could say is 90% of any great marketing plan is pricing your home in the right range. And that was just awesome wording from. From Danny back in the day condition. So this is all self explanatory. I'm going to run over to. After you get through those three points you want to cover there's a lot of things you do that are special there but then you want to go into a section where so you're done with those three points. And you want to go into something, what you do special. So we've got a lot of great things going on outside of what we just covered. And then you want to go into your guaranteed sale. You want to cover, you know, your buyer database. We do Boomtown. We have client development folks. We advertise aggressively to other buyer agents. And we call that our city wide buyer agents network. We have professionally designed brochures. We do pre inspections and home warranty. I give the certified pre owned car analogy here. We do Craigslist reverse offers. We train our team. Poor communications, you're always in communication, showing feedback, market snapshot. Boom, boom, boom. Sell more houses, 300 plus versus 4 to 6. Sell homes faster. 152 days typical agent. We're 78 days and our stats have improved and so is the market. But this is an older slide and ultimately, you know, our listing agreement doesn't cover firing us. So most agents are going to trap you and we'll let you out. And to recap, we are awesome. Can you see how our team structure repeatable systems, unique programs, create more demand, get the job done. Let's just put an agreement in place and get your home sold. And so I'll post a link that I go through every slide, but that's the gist of what your presentation should be. So it doesn't have to be my presentation because you may not have a team, but you have to cover the three elements here. And I think you do organize your presentation around those three elements. And you need to talk about pricing strategy, condition and showability and aggressive marketing and then some unique programs that you run. So anyway, so that is critically important. So pricing strategy, main drive, showing and getting offers, address condition and then show your results versus the average agent. So we covered that. So listing, appointment docs. These again are in your Dropbox. So once the seller has said yes. So you'll have that slide there at the end where you say, you know, on this slide here. So on this slide, the language you use is. So, Mr. Seller, you know, assuming we can agree on a pricing strategy and commission structure, are you ready to move forward with our team handling the sale of your home? You want to get their buy into that question. So that's a very important transition.
