It can be tough treading new waters as a new agent. Especially in the UAE where training opportunities for new agents are limited to a few brokerages. Too many agents find themselves in a “sink or swim” situation. Here at Bayut.com, we want to give you some tips to help jump start your career. And our favourite differentiator, at the moment, is a proper listing presentation for sellers. Everything you do should be around securing a face-to-face meeting with sellers, and the following tips will help your listing presentation go smoothly – before, during and after.
Before the Presentation
Identify your value proposition
New agents often struggle with this, but you DO have a unique skill set that will help you achieve success. Spend some time thinking about what makes you better or different from your competitors and incorporate this into your sales and listing presentations.
Know the neighbourhood and prepare a comparative market analysis before meeting the client
You may need to spend some time studying the neighbourhood, the building or the area before preparing the listing presentation. Have a CMA prepared and be ready to provide an updated one after viewing the home based on what you find during your initial visit.
Research the seller (if possible).
Try to get any information regarding the seller if possible. Linkedin can be a great resource to getting some professional background information on the client. This can help you prepare for the initial conversation.
Have your marketing plan outlined
The listing presentation is all about how you will market and sell the property. The marketing plan should include where and how you advertise the home, information about your network of your buyers, how your photography and marketing gets results and comparable sold and competing properties in the market right now.
During the Appointment
Tour the house
All agents should tour the house to get full visibility into upgrades or to understand the current state of the property. Walking through the home with the owner(s) builds rapport and is a great way to discuss any concerns the owner may have.
This is also a good time to ask some pertinent questions to understand the seller’s motivation. Some great questions to ask include:
- What has brought you to the decision to sell your property?
- How did you arrive at your opinion of the price?
- What would happen if you didn’t sell the property in the time-frame you have in mind?
- What will it take to make you feel comfortable listing the property with me?
After you get the listing
Keep in touch with the seller
Congratulations, you got the listing! Now make sure you keep in touch with the seller and communicate with them throughout the entire process. You may need to revisit comparables and will need to make sure you do everything you say you do in the marketing plan.
Remember, you are responsible for your success so create a presentation that showcases what makes you unique and what highlights your value proposition.
If you feel this is the something you would like to work on, contact us at firstname.lastname@example.org and sign up for a customer service training today!