So you did all of the right marketing and you are finally ready to go out and list a house. If you are fully prepared for the meeting you can really increase your chances of listing the property.
First, you need to have a nice listing packet. This shows that you are professional and it also helps set you apart from other real estate agents they may have already met with. The listing packet should include information on their property, including comparables. It should also include information about your company and how you plan to market their house for them. I also like to have a checklist of that explains the entire process from they day they list with you to the day the property closes. People are much more at ease when they understand the whole process and all of their questions have been answered.
Make sure you know your listing packet inside and out and practice presenting it so it sounds smooth. Next, you need to think of common objections and how you will respond. You need to eliminate all objections before your appointment is over so you can walk away with the listing.
Don't underestimate the power of the hard close. Be a little bit pushy. Chances are they are going to list with someone, and if you walk out that door they just might list with the next person they meet with. Push yourself past your comfort zone, and let them know that you are the right agent for them and let's just go ahead and get the paperwork started while I'm here. You can always make changes later.
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