Listing Presentations That Impress

Jeff Glover

Jeff Glover

Detroit, MichiganMore than 850 homes sold in 2015

Over $170 million in sales volume

$4.9 million in GCI

FAMILY REUNION

2016

The Process

Prelisting Conversation and Package

1. Prequalify Seller

2. Pre-Appointment Routine

3. It’s Showtime!

5. Pricing Presentation

6. Handling Objections

7. Close for the Signature!

8. Post-Appointment Routine

FAMILY REUNION

2016

Before I come out … there are a number of questions I need to

ask you … OK?

1) If what I say makes sense … and you feel comfortable and

confident that I can … sell your home … are you planning to list

your home with me when I come out on ________?

2)Are you planning to interview more than one agent for the job of

selling your home?

3)Tell me again … where are you moving to?

4)How soon do you have to be there? (3 months) Great!

Prequalify Seller

FAMILY REUNION

2016

5) When I see you … how much do you want to list your home for?

As a real estate agent, I study homes and prices every day …

therefore I assume you’ll list with me … at a price that will cause

your home to sell … correct?

So … what price won’t you go below?

6) How much do you owe on the property? ($100,000) Excellent!

7) Have you ever thought about selling it yourself? (No) Terrific!

8) Will you help finance the home for the buyer … or do you want your

cash out?

9) Will you please describe the home for me?

Prequalify Seller

FAMILY REUNION

2016

10) I’ll be sending over a package of information … will you take a

few moments and review it? Thank you.

11) Do you have any questions before I arrive? (no) Great!

12) So you know … our meeting should only take between 5 and 25

minutes … is that OK? I’ll look forward to seeing you on

____________ at __________.

Prequalify Seller

FAMILY REUNION

2016

Listing Presentation Script

• Dear NAME,• Thank you for taking the time to speak with me. Our team is looking forward to

going to work for you.

• Enclosed you will find information on myself and what our team is doing to sell homes like yours in CITY. During our meeting, myself or one of my associates will be taking a look at your home and offering some suggestions to improve the way your home shows, which ultimately will improve your value. We will also be discussing your goals, plans, and timelines so that we are on the same page from day one and every day we are working together to get your home sold. Finally, we will cover the price and terms of our agreement, and if we agree it makes sense to work together, I will have a listing agreement for you to sign to put me to work immediately.

FAMILY REUNION

2016

• Preview Nearby Homes

• Prepare CMA

• Prepare “Your Résumé”

• Get Your Head in the Game

• Be on time!

Pre-Appointment Routine

FAMILY REUNION

2016

It’s Showtime!

FAMILY REUNION

2016

Hi … Thanks again for having me over … I am excited about getting your home on the market and getting it sold … Do you mind if I take a quick look at your home?

I wrote down three … real important questions for you …1)Do you absolutely have to sell your home? 2)Will you price your home to sell, or do you want to keep it on the

market for a long period of time?3)Do you … want me … to handle the sale for you?

All we need to do now is simply … sign the contract … so I can help you get what you want … in the time that you want … won’t that be great?

Listing Presentation

FAMILY REUNION

2016

Pricing Presentation

FAMILY REUNION

2016

• What price do you absolutely have to have?

• Based on that … there are a couple of real important questions I

need to ask you ... specifically .... why do you feel your home is

worth $____ more than your neighbor's?

• In today’s marketplace ... that means you’ve simply brought your

home up to selling standard ... right?

• All homes need ______ ... right?

• Let me ask you a question ... if a buyer wants to buy your home ...

but ... they plan to get rid of _____ ... the moment they buy your

home ... how much is it worth then? Did you add that to your home

for the next buyer or ... for your own enjoyment?

Pricing Scripts

FAMILY REUNION

2016

• If you were purchasing a new home … and two similar homes

were for sale ... one for ___ ... and one for ____ ... which would you,

buy?

• Wouldn't you want to use the extra ____ thousand dollars ... to do

what you wanted to the home?

• Don't you think most buyers would feel just like you? Of course they would.

• That's why ... I'm going to reccommend ... a price of $_____ ... based on what we know ... do you want to ... list your home ... for that price though?

• All we need to do now is simply ... sign the contract ... so I can help you get what you want ... in the time that you want ... won't that be great?

Pricing Scripts

FAMILY REUNION

2016

Handling Objections

FAMILY REUNION

2016

Close for the Signature!

FAMILY REUNION

2016

• Handwritten thank-you card

• Phone call follow-up (before they ask)

• Set up on drip campaign

• Set up on home search

Post-Appointment Routine

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