Everything You Need to Know To Get More Real Estate Listings 

How do real estate agents get new listings under their belt? They first must connect with people who are wanting to sell their home. Read our article about prospecting leads to learn more about that here. After you've secured a connection, the first thing that you need to do is set a time to do a listing appointment with the potential client. Here, we are going to break down exactly how you should prepare for this presentation and tips to knock it out of the park.

 The first item you want to consider is “what do potential clients care about?”

• How much are they going to walk away with after the sale?
• How easy are you going to make this process on them?
• What kind of work/stress will you take off their shoulders?

Preparation & Tips:

• Show your listing presentation digitally. The client wants to know that you are the best. Printing out your presentation is outdated and does not depict you as the best in the market.
• Show that you will make the process easy. Use specific examples of how you are going to make the listing process seamless.
• Show them your worth. You are going to net the most money so you must show how you are going to do that.
• Be confident. This is key to any interview process.
• Study the market and the stats. Just knowing that you have the answer if they start asking you technical market-related questions is going to give you a confidence boost. Understanding the concepts behind specific statistics is crucial for you to add context for your audience.
• Example statistics to look up:
• Absorption rate
• Past months of inventory
• Recently sold properties in the area

Steps To Create Your Presentation:

• Prepare your listing presentation. Ask your brokerage if they have a standard listing presentation. Take out the heavy points that are just about your company. The seller cares less about your company’s history and more about what you individually bring to the table. They are hiring you, not just the brand you work for.

• Create credibility. Speak about your previous achievements and prove to them that you are the person for the job.

• Present your referral network. Clients want to know that you have connections within the industry. They want to see evidence of your referral network. Discuss the relationships that you have with other agents and industry experts.
• For instance, if you are in a Facebook group with 400 other agents, tell them that you have that connection and that people know who you are. This will enable them to see your internal marketing process.
• If your broker has an impressive number of agents around the country, then speak on that. You are explaining one of the ways that you can deliver on what you are promising: marketing their property in the best way possible.

• Break down their objections & concerns. Explain what makes you a credible agent and your specific networks. This would be a good time to explain your buyer database. If you are connected to a wide range of interested potential buyers, explain that to your client.
• For example, mention how many contacts you have in your CRM. That’s a tangible number that portrays the scope of your marketing reach.

• Explain your marketing objectives. If you are running targeted marketing ads for this listing, let the client know how you can do this. Show pictures of previous listing ads. Explain your approach by telling the client that you can use targeted ads on Facebook to reach buyers in the area.
• To better explain the Facebook ad process, use Amazon ads as an example. “Have you ever searched something on Amazon and then the next day an ad pops up for that exact item on your social media feed? We can do the same thing with your listing on Facebook. It will take your listing and have it appear in front of buyers looking for similar properties in your area.”
• If you have a website that gets significant traffic, mention how many views you get a month. If they choose you, then their listing with be featured on this website and get “x” amount of online traffic.

• Mention your additional services that are going to make their life easier.
• For example:
• Cleaning services
• Photography & Zillow-online videos
• Professional Staging

• Allow your client to ask questions. Let them speak. Being a great listener allows you to hear what their goals are and how they want them accomplished.

Good luck! Hopefully, this helps you snag your next listing. If you need a refresher on how to represent a seller, read our article, “Listing Agent 101” here.  Remember to keep it simple and stick to the basics. Confidence is key to nailing any interview process. You have got this! Check back to the Career Corner for more agent news and articles.