 |  | 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 8 Activity 3: Thinking on Your Feet, Answers Directions: Read each of the following scenarios, and suggest ways that you could adapt your presentation plans quickly to meet the situation. Scenario 1: You notice that there is a lot of electronic equipment in the house, and you didn’t bring a laptop with you. How do you bring technology into your presentation? 1. Suggest putting digital photos of the house on CDs for distribution to buyers. 2. Ask the prospects’ permission to view your Web site on their computer. Scenario 2: After you’ve made your initial listing presentation, the prospective sellers tell you that they can’t list their current home until they’ve bought a new one. What do you do to convince them not to wait? 1. Ask if they will have enough to make a downpayment on the new house before their current house is sold. 2. Suggest that the sellers may end up paying a higher price for their new house if they have to purchase it based on a contingency that they sell their current house. Scenario 3: As you make your listing presentation, the prospective sellers continually question the value of your services and seem very skeptical about real estate professionalism in general. How would you handle this situation? 1. Ask the prospective sellers frankly if they have had a bad experience with a real estate associate in the past. Then address the specific issue that is raised in this response. 2. Provide a list of your marketing activities and the approximate time you will spend on each to demonstrate your value and the fairness of your commission. Scenario 4: You try to convince a FSBO to list with you. What are some strategies you would use? 1. Show FSBOs the long list of tasks required to sell and close a home. 2. Remind FSBOs that real estate professionals have access to MLS, which will expand the opportunities for buyers and other salespeople to view their home. Component 9: Handout 2, Pricing Pointers > |