By Michael Kies

These days your vendors want more from the listing presentation appointment. They have access to great information, on how to choose the best agent, they have access to the internet so they can find out all about you before you arrive, and they are shopping around more for cheaper fees.

We are experiencing an upturn now, but a lot of vendors over the past 5 years or so, have been listing their houses at prices well below what they perceive to be the value, which has driven them to seek out low fees as a matter of necessity (in their minds).

So what three things are you leaving out of your listing presentation, that are making the vendor feel like you are not the right agent for them? What aspect of your competitors listing presentation, is getting the vendor to choose them? How are your competitors making the vendor feel like paying their fees is value for money?

I am going to show you three things that you cannot afford to miss in your listing presentation, so that you can be the trusted agent for your vendors, so that you can demonstrate EVERY TIME that you are the highest value agent for the job and so that ultimately you can make more money and have a successful career in this wonderful world of real estate.

I go deeper on this stuff in and include a detailed checklist for your listing presentation, in my seminar, which I have coming up in January in different cities around the country. I will be releasing tickets for this in a couple of weeks.

1. TWO – STEP LISTING PRESENTATION

You must ensure that all decision makers are present but often one of the potential vendors will want to see you without the other present. To counter this pop around and re appoint for another time.

2. RAPPORT

Have you ever had the situation where you would really like to buy something but the salesperson has been so unlikeable that it has been impossible?

You need to know how to build rapport. In the first 4 seconds the vendor has made a decision about you. They then spend the next 30 seconds justifying that decision. Take this seriously! And this leads me to number three…

Rapport is so significant that without it you will not make any sales… It’s as simple as that!

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