You did it. You finally reached the listing appointment. Now you just have to convince the seller that they should trust in your services to get their home sold. This is a crucial time when the little things, like the words you use or don’t use, during the meeting matter. Check out some the do’s and don’t’s of what to say during your next listing appointment and seal the deal.
Oftentimes, it’s hard not to show off your expertise by spouting off “big” technical words that only a real estate professional uses or understands. What you have to remember is that many home sellers are new to the entire process let alone the industry, so an extended vocabulary that will leave them with more questions will likely not impress them. In fact, it may make them feel disconnected. Think through your conversation and main points you want to bring up beforehand to the seller and make sure you keep your concepts and language simple. Put yourself in the seller’s shoes and determine if the information you are sharing is clear yet informative.
A good way to test this out is to share information with a trusted friend who doesn’t know much about real estate and quickly asking them to hear you out. Any questions that they may have can clue you in on where you should simplify your conversation.
Avoid the Word “Try”
“Trying is not doing” is a mantra often heard in the business world, and the same holds true in real estate. instead of telling your seller that you will “try” to sell their home, be clear and definitive instead. The simple removal of this word instills more confidence instead of taking it away and removes any doubt that you will commit to what you say you will do in the seller’s eyes.
Keep the Filler Words to a Minimum or Non-Existent
We all use filler words to transition from one idea to the next. But a few can be killer for listing presentations. Words like “Honestly” or “To be honest” make it sound like anything you’ve said up to that point was not the whole truth. “Actually” is another one of those words that overemphasizes a point that should be absolute in and of itself. “Really” is another one of those words that seems to cast doubt on what the seller has just said.
“Uh”, “um”, “like” and “you know.” We say them everyday when we need to gather our thoughts, but all it really buys time for is more doubt on the seller’s part. Instead of using these filler words, simply pause and think about what you want to say. Or better yet, ask a question if you need clarification. It will not only exude more confidence but also show that you are listening or want to listen more closely to what the seller is asking or saying.
Then, there’s just plain old word dribble. It’s the stuff that seems to just tumble forth in an inarticulate wave when you’re not sure what to say or don’t understand what the person is asking. It’s okay to ask the seller to clarify their question or comment. A pause in this situation before answering can be helpful, too. Or, if you want to take a little more control of the moment, think about and repeat back in your own words what you think the seller has just said or asked.
Even if you have done listing presentations a million times, it’s important to take a step back and ensure that old habits don’t come creeping back. Next time your meet with a prospective client, keep these tips in mind so you go into your meeting with more confidence and credibility.