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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



  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 4
Activity 1: "Selling the Benefits of You" Answer Sheet
Use these suggested characteristics to prompt participants in recognizing the benefit of each to the seller.

Remember: Characteristics and activities are about you and what you do; benefits are ways these characteristics and activities help your client.
 
Characteristic/Activity
Benefit
Topic 1: Education
1. Real estate designation
 Exposure to the best practices in the real estate industry helps you apply the best strategies to the client’s sale.
2. Degree in business or real estate You are well-prepared to provide guidance on financial and tax implications of homeownership to clients.
Topic 2: Experience
1. Long experience in the business Your familiarity with all types of real estate issues means you’re not easily thrown by situations.
2. New to the business Enthusiasm, time to concentrate on your home
3. Skills learned in former profession that help in real estate Salesperson in other field—selling skills Homemaker—understand needs of the family Teacher—good at handling diverse personalities and explaining complex ideas to make them understandable.
Topic 3: Professional Contacts
1. Active in REALTOR® association Your regular contacts with other professionals keeps alliances strong and ensure that others will show your properties.
2. Active in civic or charity Your high visibility and name recognition in the community attracts buyers
Topic 4: Achievements
1. Awards and honors Unbiased recognition by third parties that you excel shows sellers they will receive the same level of quality.
2. Testimonials from clients Sellers will benefit from the same high level of service as past customers.
3. Sales figures/closing ratios The proven speed and quality of your marketing will help give sellers a quick sale at a good price.
Topic 5: Your Marketing Strategy
1. Extensive advertising, custom color brochure Wide exposure will help ensure a prompt sale and supports the quality image of the property.
2. Mailings to top salespeople Mailings to top contacts gives the property a high profile with those that sell the most and helps a prompt sale.
3. Broker open houses in first two weeks Your aggressive commitment to selling the property gives sellers a sense of their home’s importance to you.
Topic 6: Personality Traits
1. Good communicator/mediator Your skill means easier negotiation and better result for sellers; minimizes lost sales.
2. Aggressive, go-getter Your extensive activity and showings will lead to a prompt sale.
3. Caring, people person Your understand of sellers or buyers needs means increased satisfaction for all parties.
4. Well-organized, good follow-through The many details needed to close will be completed correctly, offering an easier sale in less time.













































































Component 5: Activity 2, Constructing a Listing Presentation >