Page 43 - New Agent Real Estate training book

Listing Presentation

Introduction

Mr. ___ and Mrs. _____ I want to thank you for the appointment to meet with you today. It is truly an
honor to have this opportunity to earn your business today and to get started working together!

First, I want to start with the most important part, which is to clearly understand your goals,
objectives, and expectations. I want to know what you expect from me as the one who will represent
you in the sale of your home. My goal is to provide outstanding service and in order to do that; I need
to make sure we are both open with our expectations.

My brand, CENTURY 21, is what makes us more effective than any other company in today’s real
estate market. Allow me to share with you the power it can bring in the sale of your home. My
specific brokerage, CENTURY 21 Boling, has led the market for over 20 years, and we all work together
to get the job done for you. You see, you aren’t just hiring me as an individual, but you are essentially
hiring an entire team.
Setting Expectations

I would like to briefly discuss everyone’s desires and expectations, and then we can discuss the
current state of the marketplace. Afterwards we will try to determine the value of your home based
on today’s market conditions and compare pricing strategies. The goal of a good pricing strategy is to
select a price that is going to maximize potential activity, but ensures you don’t leave money of the
table.

Because my desire is to create lifelong client relationships, I am going to spend time here on the front
end to ensure I truly under promise and over deliver in service. To do that, I must know what your
goals and expectations are?

(Listen to their expectations)

Mr. ____ and Mrs. ______ thank you for helping me understand your situation. This helps me
provide you with better service since I now know what you are looking for.

If I can show you how we can get the job done for you with the least amount of inconvenience, within
the time frame you need, and at the best possible price, would there be anything that would keep us
from getting started today?

Involve the seller

Great, the next part of doing an exceptional job for my sellers is to gain maximum exposure. By
knowing the home and highlighting the homes features, along with the extensive marketing we do we
can increase buyer inquires, showings, and sales. Let me ask you…

What caused you to buy this home over all others when you were a buyer?
What are some of the features about the home that you have enjoyed?