First impressions count and there is no better demonstration of this that with a listing presentation. You have seven seconds to make a first impression.
When you think about it, that could be the first seven seconds of a telephone conversation or the first few seconds when you meet someone for the first time. It will be the little things that make the difference.
People don’t care how much you know until they know how much you care!
Here are some pointers about first impressions:
- Never speak ill of your competition.
- Provide the same high level of service, no matter the value of your client’s property.
- Encourage sellers to interview multiple agents to ensure they are working with the right person.
- Never put pressure on potential clients.03
- Be informative without being aggressive or pushy.
- Be honest.
- Share the good and the bad and be constructive with your advice, but don’t sugarcoat the situation.
- Dress well and appropriately for the client and situation.
- Smile and make eye contact.
- Speak clearly and with confidence.
- Always follow up witha personal note. Don’t use a form letter. Try to send a handwritten note if you can.
- Always focus on the prospect’s needs as the foundation of your discussion.
- Guide the prospect to the answers.
- Keep the presentation focused on the client. Talk about yourself, but put it in the context of how you can help them.
- Don’t show up late.
- Take your prospective client seriously.
- Don’t talk more than you listen.
- Don’t ignore anyone at the presentation. Address the needs of all present.
- Don’t forget to explain your personal system of success.
- Be up front with how you market and negotiate.