23 Questions to win your next Real estate listing presentation
Rather than worrying about how good you are at closing, or whether you'll get the appraisal range wrong, focus on understanding what your client is trying to achieve. Then, provide tips and advice specific to their situation.
In this article, we'll introduce you to our 23 Listing Presentation Questions toolbox. It's the easiest way to create more meaningful engagement with your potential clients and win more listings.
Hands up if you have ever had this experience...
You go along to a listing presentation, do the meet-and-greet, sit down and start talking through your proposal. The owners sit there quietly, politely listening to your spiel, without asking many questions. Eventually, you finish talking, shake hands and leave, with that slightly sickening instinct in your stomach that you probably won't be selling their property.
It sucks, right?
Don't worry. We've all been there.
This is a flow on effect of presenting to owners without engaging them.
Let's put it another way...
If you walk out of a listing presentation without knowing more about your owners goals and motivations than when you walked in, you have missed a golden opportunity.
In practice, that means you should spend most of your listing time asking questions and listening intently to your client's answers. Ideally, your client should spend more time talking than you do.
You should be having a listing conversation, rather than a listing presentation.
Make it all about your clients
This shows owners that you care about them. Their goals, their needs, their aspirations. As opposed to your process, your company, your commission, your marketing.
In a listing conversation, you'll still get a chance to answer all those common questions, like What's your commission? How should we sell? How long will it take?
But in a listing conversation, after asking thoughtful open questions, your answers will be better tailored to suit your client's particular situation. You client will also pay far more attention to what you have to say.
In the words of Theodore Roosevelt — "People don't care how much you know until they know how much you care."
