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In the world of real estate sales, having stock is crucial to making sales, writes Adam Flynn CEO and founder of Flynn Estate Agents.
A successful sales career hinges on one critical skill set: the listing presentation. From the initial phone call to the final handshake, every detail matters – where you park your car, how you approach the front door, discussion points, and when they’re discussed – even your seating position at the dining room table.
A well-structured listing presentation is your “offensive” position, but a strong offense requires a solid defence. Prospecting is a key defensive strategy that sets you up for success – prospecting is what puts you in a position to “take the shot”.
With a clear roadmap from the first phone call to the closing question, you’ll be well on your way to achieving your goals.
Successful businesses thrive on systems, strategies, and actions that generate consistent results. A listing presentation is no exception. By developing a replicable formula, you can scale your business and operate at volume. This scalability applies to both individual and business levels.
A successful listing presentation and ultimately converting sales encompasses various elements, including:
- Discussion points and structure.
- Understanding goals and pain points.
- Case studies.
- Closing techniques.
- Fee negotiation.
- Marketing meeting.
- Effective managing of the campaign.
- Price improvement discussions where necessary.
By mastering these components, you’ll be equipped to deliver a compelling presentation that drives results.
A structured approach ensures you stay on track and cover all essential points. You’re not “winging it” and hoping for the best – you have a formula for success that is process-driven.
In essence, a successful listing presentation is the foundation of a thriving sales career. By perfecting this skill set, you’ll be well-positioned to achieve consistent success and grow your business.
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