 |  | SALES MEETING TOOL KIT: BETTER LISTING PRESENTATIONS | |
|  Component 1: Facilitator Talking Points Component 2: Agenda Component 3: Activity 1, Selling the Benefits of You Component 4: Activity 1, Selling the Benefits of You Idea Sheet Component 5: Activity 2, Constructing a Listing Presentation Component 6: Handout 1, Listing Presentation Tips Component 7: Activity 3, Thinking on Your Feet Component 8: Activity 3, Thinking on Your Feet Idea Sheet Component 9: Handout 2, Pricing Pointers Component 10: Handout 3, Sellers’ Homework Checklist Component 11: More Resources | Component 2: Agenda Welcome (1 min.) Background and objectives (2 min.) Activity 1: Selling the Benefits of You (5 min.) Learn how to present your characteristics and skills in terms of their benefits to the client. Activity 2: Constructing a Listing Presentation (12 min.) Review the components of the company’s and your own listing presentations and brainstorm new items you could add for a more effective listing presentation. Handout 1: Listing Presentation Tips (5 min.) Share ideas for more successful listing presentations. Activity 3: Thinking on Your Feet (10 min.) Discuss strategies for adapting your basic listing presentation to respond to the personalities and needs of different prospective sellers. Handout 2: Pricing Pointers (5 min.) Review strategies to help sellers arrive at a realistic listing price for their home. Handout 3: Sellers’ Homework Checklist (5 min.) Consider what information sellers could give you to make the sales process smoother. Adjourn. Running Time: 45 minutes Component 3: Activity 1, Selling the Benefits of You > |