Part of growing your real estate business is gathering more clients who want you to list their homes. Listing a home typically leads to selling a home which is a win-win for everybody!
How to Prepare
Before even arriving at a listing appointment, which typically begins with you touring the clients property, learn all you can about the property and the area. Show up with comps from the area and basic knowledge on the school districts and nearby attractions. Your client already knows all of this, but it's important for agents to show that they've done their homework and are knowledgeable enough in the neighborhood to really sell the property. Especially if a home is having a hard time selling and you're the second or third agent to be brought in - you need something to set you apart.
Other than that - agents should be ready to show their expertise, their forward-thinking, and be personable as always.
Nailing the Appointment
It's a great idea to arrive with a basic presentation or a game plan of how you'll market the home. This makes clients feel secure that their agent knows what they're doing and will get the job done. Feel free to subtly drop what has worked for clients in the past, this can also be reassuring.
Bring both electronic and paper copies of any required documents that you'd need from the client to list their home. The quicker you can get clients to sign on, the quicker you can sell their home. Also, be sure to write down their goals for selling meaning price, timeline, what they want to fix, etc.
While it sounds counterintuitive - try not to settle on an exact price right then and there. Unless you are truly confident that you can sell the home for that price. Why? Because what if something changes and you can't keep your initial word? That isn't a good way to start off your professional relationship with someone. After all, you want more clients and to grow your sphere of influence and word of mouth is key here.
And remember! Don't ever forget to ask if they need assistance finding a new home to buy as well!
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