When it comes to that first meeting with your clients, it’s important that you don’t waste their time – nor yours. The listing appointment is a nerve-racking situation for both sides. The seller is eager to sell his or her home, and you want to snag that client ASAP!
So it’s important to make the listing appointment as efficient and as direct as possible. Why? For several reasons:
- Time is money (our favorite phrase). The more time and, in effect, days you have to spend convincing a potential client to work with you, the less time you have to meet with another client. Think of it as dividing the commission on that sale, if it moves forward, by the amount of time that you are spending with the client doing unnecessary fluff meetings.
- Another agent may be able to convince the seller that they can do the job in one sitting while it would have taken you three. Don’t give away your prospects to another real estate agent!
- The efficiency and clarity of that first meeting could set the tone for the entire relationship going forward. Make it solid from the get-go!
Here are some ways that you can improve that listing appointment to ensure the WIFM factor runs clear and simple.
- Make sure your listing presentation has only the information that the seller wants to see. They don’t need to know your life story, where you went to school, what you believe in as a real estate agent. If anything, those are the things you will SHOW them in the way you present, how organized you are and with clear examples of what you’ve done RELEVANT to the seller’s particular situation.
- Stay organized before you enter the appointment. Have all of your documents you prepared in a logical order. Clip groups of papers together. Stick a Post-It marker flag on the edge and label in the order you’d like to present them or by what each group of papers is.
- Be prepared. Do your homework ahead of time. Are there potential questions the seller may have that you’ve heard before?
- Have an agenda. You don’t have to share it with the seller per se, just have a clear idea of the flow of your presentation. It should, in the end, be natural, and you may not be able to stick to your agenda to the “T”, but at least you have the time together organized into manageable chunks.
- Make sure you steer the conversation towards the situation at hand. Don’t let the seller waste YOUR time by focusing on irrelevant topics. Your guidance and confidence (but not TOO much) will help them feel confident that you will have any situation under control when it comes to buyers and their agents.
It’s important to makes sure your potential client feels that the listing appointment is not a waste of time and that they can trust you from the start. It’s your first opportunity to make a great impression and to show your value!