 |  | 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 7 Activity 3: Thinking on Your Feet 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? ______________________________________________________ ______________________________________________________ ______________________________________________________ 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? ______________________________________________________ ______________________________________________________ ______________________________________________________ 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? ______________________________________________________ ______________________________________________________ ______________________________________________________ Scenario 4: You try to convince a FSBO to list with you. What are some strategies you would use? ______________________________________________________ ______________________________________________________ ______________________________________________________ Component 8: Activity 3, Thinking on Your Feet Idea Sheet > |