Beat Your Biggest Competitor With Winning Listing Presentations!
Have you been making a lot of listing presentations and losing out to your competitors?
It happens more than you think!
One of the common problems is your presentation skills. The quality of your listing presentations could be directly related to your presentation scripts or dialogue...
Here is an innovative approach to a quality listing presentation:
"How to Completely Dominate Your Competition, Win The Listing 95% of The Time Or More, And Do It All With Incredible Ease...Even If You're Competing With The Top Agent In Your Market!"
When you walk into a listing appointment are you fired up with anticipation? Do you know beyond any doubt that you'll walk out of that home with the listing?
Let me restate it. If you were going up against the number one agent in your market...how would you feel? Would you be ready to take them on head-to-head, nose-to-nose?
Well, read through the following listing presentations and imagine yourself using the tools our agents use. Then come back and answer these questions!
"It was the heat of intense competition!"
The listing was the most appealing home in the area. He was given twenty minutes with the homeowners and if he didn’t impress them, the listing was going to the largest company in his area. His competitor was a firm that did over $375 million in transactions the previous year. So our agent was up against pretty stiff odds.
Describing the evening of his presentation Michael explained, "I had prepared for the presentation just like you told me to. I did a recording describing the home. I prepared a brochure for fax-on-demand. I had my cell phone..."
"I was ready!"
"When I arrived, I was quickly let in. The homeowners seemed in a hurry. They wanted to get going because they said they had plans later that evening. But I think they had already decided they were going to give the listing to the other company.
"So I opened up with, ‘Folks I’ve set up this new system specifically for you and your home. It’s a system that gives you 24-hour-a-day advertising and it generates hundreds of sales leads! Here’s how it works. I advertise your home with a big bold call-to-action ad. It tells prospects to call for recorded information and fax-on-demand information anytime, 24 hours a day. Prospects dial in to hear a recorded description of your home and the best part is when they connect, I get their name, address, and phone number automatically – 100% of the time, whether they leave it or not! So I can follow up on every possible lead! Absolutely nothing slips through the cracks! Let me show you how it works! Grab the phone and dial this number.’
"Bob, the husband, dialed my hotline number and entered the extension. As he began listening his eyes got bigger, he reached over and started to elbow his wife, and said, ‘honey, listen it’s our property!’ As they squeezed together my cell phone notification went off. I handed it to Bob and said, ‘Now here’s the best part.’
"It was awesome because Bob was staring at his ‘unlisted’ phone number, the one he just dialed from fifteen seconds ago! Then I told him, ‘Whenever someone calls and listens to the advertisement describing your home, my system automatically notifies me in 15-20 seconds, with their phone number, name and address and the fact that they've inquired about your home. So I can call them back right away, while their interest is at a peak.’
Their heads started bobbing and nodding like a doggie toy in the back of a car window!
"Bob and his wife started to nod, scooted up to the edge of their seats, and really began tuning into everything I said. Then, as the recording finished, I said, ‘Here’s another great benefit. Press three and enter your fax number.’ He did. Ten seconds later the fax machine in Bob’s home office clicked on. It was so cool.
"After the system faxed my two-page brochure, Bob and his wife seemed to relax. They seemed to forget they were in a hurry and started to ask questions. We talked about my marketing plan and they could clearly see I had an advantage. Even though my competitor was huge, Bob and his wife understood the value of timing. They understood the importance of reaching the prospect while their interest was at a peak. Without this system, I don’t think I could have got Bob and his wife to slow down and listen."
Really picture it! Isn’t this an awesome story? Michael stopped them dead in their tracks! Without this powerful demonstration it’s likely they would have nodded and smiled for 15-20 minutes, then showed him the door! You’ve been there. You know that feeling! Instead he walked away with the nicest listing in the entire area! Now let’s take it a step further…
Their eyes get as big as pancakes when you WOW them with this!
Kevin (who now does over 100 transactions a year), like the other agent, he prepares a recording of his prospective seller's property. Then he briefly explains, "Most agents are available 40 hours a week. My business is open 24 hours a day, seven days a week! Dial this number and enter this extension."
After his soon-to-be-clients dial, they're pleasantly surprised because again it's an advertisement for their property! Then Kevin's cell phone notification goes off. He hands it to them. As they look at the phone number, again, they are amazed...it's their phone number, the one they just dialed from 20 seconds ago!
Here's the clincher ...
Kevin follows with, "Now press zero." They do. Six seconds later, his cell phone rings. He answers and the sellers are talking to him from six feet away. He then says, "Anyone, anytime, anywhere can call my recorded info line to get more details about your home and immediately reach me to set up a showing. My system works 24 hours a day, seven days a week to help me sell your home. Other agents give you 40 hours a week. That's why I do a better job of selling homes than other agents." Then softly with a smile he says, "So who do you want to list with?"
Twenty minutes later he leaves with their listing.
Understand Kevin doesn't work 24 hours a day. In fact, he shuts his cell phone off after 6:00 in the evening. He's explaining how his system takes care of business 24 hours a day.
Now you fire your final cannon! Here’s where you pound your competitors into dust with...
Both these listing presentations are incredibly powerful, but it’s not done! Now you show your sellers page after page after page of detailed call reports.
One agent explained, "When I follow your listing presentations to the letter, it’s enough to close the listing 95 percent of the time. But when I show them a stack of call reports with names, addresses, and phone numbers of hundreds of callers, they are in awe. If they’re the slightest bit skeptical during my presentation, now there’s no way they can dispute what I’m saying. I’ve just given them concrete written proof that I’m generating 150-200 calls a month or more! Compared to the average agent who gets maybe 20."
Now let me ask, do you think you could close a few more listing presentations with this? Does this seem like it would add impact and help swing a few more of those close ones? You know which ones I'm talking about. The ones you feel were almost ready to swing your way, but a week or so later you see a competitor's sign in their yard!
This is your chance to add incredible power and impact to your listing presentations and win the listing 95% of the time or more! If these ideas make sense take a closer look... investigate...
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