Put five minutes on the clock; it’s overtime. You just tied with another real estate agent in a competition fiercer than the NBA’s ever seen: the listing presentation. Agents are used to fighting hard for listings, whether they're dealing with "my friend is a Realtor" or simply trying to stand out in a hot market saturated with brokerages. In one case, a Realtor asked a real estate community for advice on Facebook: After slaying the listing presentation for a family friend, she was told the decision was a toss-up between her and another "more seasoned" agent. So say you're up against a professional with years of experience, but your impressive (albeit short) track record indicates you're ready for the job. How do you give it your best shot, or make it a half court buzzer beater? 1. Present your case Make sure a prospective client knows your stats, even if you only have two years, one year or six months to cite. How long have you been a full-time agent, and how many d...
- Make sure a prospective client knows your stats.
- Express how you're willing make up for any doubts they have with the sweat of hard work and personalized service.
- Tease out more specifics from an on-the-fence seller: "What does 'seasoned,' or 'experienced' mean to you?" If it's solely time in the business, then there's an opportunity to redirect the conversation.
Learn the New Luxury Playbook at Luxury Connect | October 18-19 at the Beverly Hills Hotel