|and iTunes launch||13:44|
|Controlling the environment||28:16|
|Building a connection||42:20|
|Becoming a product expert||47:43|
|The Second Close|
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Welcome to another episode of Modern American Realtor. The Episode 8 installment takes a detailed look at mastering agent listing presentations. Often considered one of the most important avenues to securing business, agents rarely invest adequate time into perfecting their pitch. The Wright brothers share the best strategies on developing a rock solid listing presentation, discussing appropriate preparation, how to establish expertise, building a connection, and most importantly, overcoming objection. Their collaborative insight will provide you with cutting edge tactics and tools to ensure every appointment ends with a signed contract.
Preparation is the key to listing presentation success. Planning should take place weeks before your presentation, giving your ideas time to evolve and develop as you polish your delivery. Casey outlines his step-by-step approach from brain dump to rehearsal, transforming ideas into a bulletproof presentation. These steps will ensure you can deliver every presentation with control and unwavering confidence in any environment. Proving your expertise to potential clients goes beyond detailing your past success.
The value of studying the property and local market will pay dividends during your presentation; your knowledge and confidence will inevitably come through as expertise. Strive to teach the clients details they won’t learn elsewhere and provide individualized recommendations tailored to their goals. Corey analyzes a best practice approach to demonstrating value, and detailing certain elements that may be doing you more harm than good.
Creating successful business relationships relies heavily on first impressions and building a honest connection. Active listening plays a key role in understanding your client’s needs and objectives. This skill will be beneficial in solidifying your value throughout the relationship. The Wright brothers detail tactics and tips to enhance your interaction and establish connections with lifetime clients.
Most realtors face objections when it comes time to sign a listing contract. Agent commission and property evaluations are common sticking points that can derail a pitch. The brothers share their tactics for turning objections into opportunity, allowing you to demonstrate to your client why you deserve every penny of your commission.
First impressions undoubtedly have a lasting impact, and listing presentations are a valuable opportunity to facilitate long-term relationships. Investing time into preparation and continually evolving your presentation creates confidence in any environment, while turning objection into opportunity will demonstrate your true value. Throughout the episode, the Wright brothers detail powerful strategies, tips and tools ensuring your next presentation ends with a signed contract.
0:44 Awards, Thankful Thursday, and iTunes launch
7:30 – Preparation
13:44 – Script
15:08 – Rehearsal
19:30 – Controlling the environment
23:20 – Active Listening
28:16 – Building a connection
32:44 – Becoming a product expert
42:20 – The Second Close
47:43 – Overcoming objections
Podcast produced and edited by Jacob Turnbloom
Intro and outro music created by Jacob Turnbloom
Show notes and transcription by Matt Russell
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