In this week’s episode of Cut To The Chase, my co-host Diego Traglia and I talk about how to close a listing presentation to ensure the best results for you and your client.
When giving a listing presentation, a tip shared by Diego is to treat everyone the same by treating them differently. Theres no point in giving a presentation that isn’t personalised to your client. This will only make them feel undervalued and make the chances of success in getting the listing lower.
Here are our top tips on how to close a listing presentation:
Ask Questions– There is no one at this point that knows the home better than those who are living in it. Ask them when they feel is the best time for photos – daylight or dusk? What time and day would you feel is best for open homes? Make them feel valued by asking questions and genuinely listening for their answer. This will not only give you valuable information, but will also strengthen your relationship with them.
Cut to the Chase – A good listing presentation doesn’t have to go on for hours. Most people want to know the facts, they want to see that you are prepared and efficient. Sometimes you may have a client who wants to sit down for a cuppa, and thats absolutely fine too. In each situation the client is trying to see if you are the man or woman for the job.
Closing Questions – Avoid defensive closing statements and questions such as ‘can i sell your house’. These will come off divisive and leave the room feeling like a sales pitch. Instead, try something like ‘Do you feel comfortable working with me?’ and if so ‘lets get the ball rolling’. Express your excitement at even the prospect to work together – operative word here being together. Make them feel as much a part of the selling process as you are, because they are!
Overall, its confidence and experience that will put you in good stead when it comes to closing a listing presentation, which is why Diego and I are sharing our tips from experience here with you.