As a coach to some of the top million dollar agents across Australasia, here’s a listing presentation tip to differentiate yourself that has proven to work.
Firstly, you need to visit the open homes in your farm area, collect brochures, making notes about the properties – and then bring this portfolio of marketing material and analysis to the listing presentations.
Then the next time you’re at a listing presentation you can sit in front of a vendor and say:
“I’d like to let you know that when your home comes on the market you will be in competition, not in isolation. My job is to make sure that I know everything about every home that you’re up against. Let me show you the homes that your property is competing against.”
You then flick through each brochure, highlight the hand-written notes and then vividly describe what those properties are like and how they compare to the vendor’s home.
For example, one rival listing might be poorly presented, while another house might be in excellent condition.
You then look the vendor in the eye and you say:
“Can I ask you – the other agents that you’re interviewing, did they go through the properties like I have? Or did they just give you an RP Data CMA report?”
For more free million dollar agent strategies visit: www.tompanos.com.au
Real estate coach and trainer Tom Panos teaches agents how to attract business and not just chase it. He is regarded as one of Australia’s leading coaches on helping real estate people become 7 figure agents. He has trained hundreds of agents via his online coaching programs: “9 weeks to your best real estate year ever” and “Kick Start”. Find out more about Tom here.
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