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The Simple Listing Presentation

March 21, 2011 by Gloria Keith

LISTING PRESENTATION KEPT SIMPLE…the best way to show your professionalism to a Seller is to make a Listing Presentation that is precise, to the point, and "doesn't take all night". First of all, let's assume you are presenting to people who are Motivated to Sell. This means they have passed the "Where?, When?, Why?" test. They are motivated.

In making the resulting Listing Presentation you should only focus on four items: 

1. A basic Script that "sticks to the point" (See "Scripts and Forms" on my website  and print "Listing Presentation Script") 

2. A one-page CMA…only one-page (6-9 houses maximum) 

3. Your Marketing Plan…15 – 20 points 

4. Objection Handling & Closing 

That is it! No more! This does not mean you should not build rapport… it does mean that there are really only the above four things you need to cover. You will stand out as DIFFERENT because of this simplified and professional approach. Remember…all they really want to know is: 1. what's my home worth?, 2. what's your commission? & 3. can you sell it? Do your job the right way, focus on selling them on what you can do for them… that's all they're looking for. Keep it simple. NO Excuses.

Filed Under: Blog, Sales Training

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