• Trust is everything when it comes to winning listings. Both a strong presentation and solid market knowledge are essential for building sellers' trust in you as a real estate professional.

Looking for quick ways to strengthen your listing presentation before spring sparks action with home sales?

You should be.

As the weather starts to heat up, so will the market, that’s how it usually goes. Now is the perfect time to tweak your listing presentation — before a wave of homesellers starts looking for real estate agents.

Besides, making a few changes to your presentation is actually a lot less work than most agents seem to think. Often enough, the hardest part about changing a listing presentation is deciding what to do.

To make the entire process easier on you, I’ve put together several of the most important items to focus on when improving your chances at winning listings. You’ll find all of them, along with tips on implementing changes, below.

Perfect your pre-listing packet

Before you set foot in a potential client’s home, you should strive to make a great impression.

A pre-listing packet can help you do this, but not just any pre-listing packet will do. Your pre-listing packet should be attractive, informative and professional. If it’s not, now is the time to make some changes.

If you have the time and are up to the task, you can improve your pre-listing packet yourself. Services like Canva are available to make the entire process simple, even if you have no experience with graphic design.

If you’d rather have someone else handle this for you, freelancers from sites like Upwork can rework your pre-listing packet quickly and affordably.

Strengthen your scripts

Selling yourself during a listing presentation is much easier with a few powerful scripts in your corner.

Instead of simply running through the same presentation with the same wording constantly, you should be able to make adjustments as needed to match each client’s needs and personality.

If you don’t have at least five effective listing-presentation scripts at your disposal, you’re not equipped to overcome the objections that can cost you a listing commission.

Prepare for pricing questions

If you’re not coming to listing appointments over-prepared for pricing questions, you’re not coming prepared.

With the sale of a home typically being one of the largest transactions in a person’s life, you’d better believe that sellers will always have their fair share of pricing-related questions and concerns.

Before each listing appointment, you should conduct thorough pricing research, including the collection of highly relevant comps and thorough market analysis. With this, you can accurately, honestly answer questions regarding pricing, which will help make you a stand-out agent in your sellers’ eyes.

When it comes to building relationships with sellers, trust is everything. As you strengthen your listing presentation for spring, be sure to keep that in mind.

Help sellers trust in you and your abilities as an agent by strengthening both your presentation and your market knowledge.

Pat Hiban sold more than 7,000 homes over the course of his 25-year career in real estate. Now, he dedicates his time to helping others succeed as agents and investors. As host of the Real Estate Rockstars Podcast, Pat interviews real estate experts to explore what works in today’s markets. He also founded Rebus University, an online training platform for real estate agents and sales professionals.

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