 |  | 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 6 Handout 1: 15 Tips for Turning Presentations into Listings 1. Always reconfirm the appointment. 2. Be sure your materials are ready. 3. Take a paper backup of your presentation if you use a laptop. 4. Get good directions and arrive on time. 5. Break the ice with chitchat. 6. Compliment the home during the tour. 7. Qualify sellers to be sure they are motivated to sell. 8. Create a basic flyer with the property’s photo before the listing. 9. Mirror the sellers’ demeanor to put them at ease. 10. Ask open-ended question to get more information. 11. Listen carefully to responses and adapt your presentation. 12. Watch body language to assess responses. 13. Avoid real estate jargon. 14. Pause to give an opportunity for questions. 15. Ask for the listing. Component 7: Activity 3, Thinking on Your Feet > |