Winning listings is how real estate agents get their bread and butter. However, meeting with clients and sharing information isn’t as smooth of a process as some might think. Many little things can go wrong the moment you step into the room, and it can bring a lot of pressure knowing the competition between fellow agents.
However, there are a couple of things that you can do and prepare to help you stick out from all the other applicants. Aside from charisma, you can offer your amiable personality and enthusiastic efforts from the initial meeting.
Here’s a small list of things you can do to win a listing from a client:
Know People’s Presentation Preferences
You can bring up the same presentation to different clients, but that doesn’t maximize your chances of getting the listing. Some customers don’t want a plain discussion with papers of description and graphs. Others may find themselves unsatisfied by the visuals and photographs on a tablet as enough.
Expect to meet with an impulsive, picky client ahead of time and ready a backup plan to ensure your success. Ahead of the appointment, find different ways of presenting and be prepared to switch it up if a particular method isn’t working. Clients will take note of that preparedness and flexibility when making their decision.
Anticipate Questions and Practice
There will always be follow-up questions, no matter how clear or concise you think you were with your presentation at the listing appointment. It’s better to anticipate their inquiries and practice the answers early on. You get to think about how you want to articulate your response and tone when replying.
You can rehearse the lines with someone you’re comfortable with, like a partner or friend. Practicing with a fellow agent from your brokerage may also mean that they can think of possible questions you wouldn’t have foreseen.
Strive to Bring the Highest Quality
Another way to show your effort is the quality of the materials you bring. If you’re bringing pictures, try to commission a professional photographer to get some well-taken shots that will upscale your listing and wow clients.
Along with presenting excellent materials, you can also dress to impress. Pick an outfit that can match the caliber of your clients and listing. Smart casual attire can be a safe option if you’re just hoping to look neat.
Be Politely Transparent
When you’re finally at the listing appointment, it’s not advisable to hold back when discussing the property’s position in the real estate market. Be frank while being respectful about the strengths and weaknesses of the listing.
This practicality will showcase your knowledge and professionalism. You can’t go and please every client if the odds aren’t in their favor, but you can discuss how the listing can be improved and what steps they can’t take.
Conclusion
If things don’t work out, just think that this isn’t the only listing appointment you’re going to get. There are tons of other prospective clients you can appeal to and do business with. In the meantime, just polish those presentation skills.
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