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Reconstructing the listing presentation

Win more clients by taking a 'collaborative' approach

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Are you still working with an old, outdated listing presentation from the 20th century? If so, there's no better time than now to make the shift from doing listing presentations to doing "listening consultations." Recently I was conducting a new agent training class. During the lunch break, the parent company did a webinar featuring four very successful new agents. Here's what one of the new agents advised the listeners on the call: "When a seller asks me how long I've been in the business, I tell them that it's only been a year, but I am the top producer in the office. They should hire me because I sell more houses than anyone else and I'm the best agent to get the job done." Another agent said, "I tell them about all the designations that I have earned and how that means that I'm more competent than those agents who don't have the same level of training." Each of these approaches to "listing presentations" illustrates the old, 20th c...