Your Listing presentation can give you way more listings than you think — Transcript

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1. 0:01hey it's greg harrelson here with real
2. 0:02estate sales solutions and uh if you're
3. 0:04like me you're probably always looking
4. 0:06for ways to improve your listing
5. 0:08presentation who wouldn't want to
6. 0:10actually
7. 0:11convert more listings out of the lists
8. 0:14and presentations that they go on so i
9. 0:16wrote down some notes here i want to
10. 0:17share with you and it's three things
11. 0:19three different things that you must
12. 0:21know you must incorporate in order in
13. 0:24your list and presentation in order to
14. 0:26convert and take more listings so let me
15. 0:28just get right down to it number one
16. 0:30you've got to understand why they're
17. 0:32selling now i understand a lot of agents
18. 0:34will will tell me well i know why
19. 0:36they're selling and i say well why are
20. 0:38they selling they say well they're
21. 0:38moving to atlanta
22. 0:40well
23. 0:41knowing that they're moving to atlanta
24. 0:44doesn't necessarily tell you why they're
25. 0:46selling
26. 0:47why are they moving to atlanta well i
27. 0:49want to get closer to my grandparents
28. 0:52well okay well what's important for you
29. 0:54getting closer to the grandparents well
30. 0:57my grandmother's getting very ill or my
31. 0:59mother's getting very ill and she needs
32. 1:01to have family closer closer to her
33. 1:03there is no family in case she was to
34. 1:05fall there's no one to help her okay now
35. 1:08see there's a big difference in a why
36. 1:10why i'm moving to atlanta or why because
37. 1:13i'm getting close to my family or why i
38. 1:16gotta get close to my family because i
39. 1:18need to make sure i'm there to help them
40. 1:20if there's health concerns now out of
41. 1:23those three different why's which one do
42. 1:25you think is a stronger motivator
43. 1:27so
44. 1:28you've got to understand why somebody is
45. 1:31selling but you got to go deeper
46. 1:33peel the onion deeper to the core and
47. 1:36understand the motivating why like
48. 1:38what's the why that motivates them to
49. 1:41take action
50. 1:42if i said oh i can help you get to
51. 1:44atlanta
52. 1:45they may take action on that but it's
53. 1:47not going to motivate them nearly as
54. 1:49much as hey i can help you get to
55. 1:51atlanta to make sure that your mother or
56. 1:54your family member is in good or to make
57. 1:57sure that you can take care of them if
58. 1:59something was to happen the last thing
59. 2:01you want to do is have to to fly to
60. 2:03atlanta after somebody has fallen or
61. 2:06somebody has fallen on to some unhealthy
62. 2:09situation so i think you're getting what
63. 2:11i say you need to know why but you must
64. 2:13dig deeper and understand the why that's
65. 2:15motivating them you know that that's
66. 2:18going to help you with your listing
67. 2:19presentation because you can motivate
68. 2:21them to move forward the second thing
69. 2:23that i wrote down is you must understand
70. 2:26how much they want to sell for
71. 2:28so you got to ask them the question you
72. 2:30know i i understand you want to get to
73. 2:32atlanta and the main reason is you want
74. 2:34to be by your your family so you can be
75. 2:35there in case of any any um health
76. 2:37emergencies or situations that they're
77. 2:39going to need some help with you know so
78. 2:41i'm just kind of curious i mean what are
79. 2:42you hoping to get for this property what
80. 2:44are you hoping to sell it for
81. 2:46now i know a lot of you probably will
82. 2:47say but greg they always say well that's
83. 2:49why i need you you're the agent why
84. 2:52don't you tell me you're right you know
85. 2:54and i appreciate you sharing with me
86. 2:56that you're going to trust what i do
87. 2:57tell you but what kind of range are you
88. 2:58looking at you think it's somewhere
89. 3:00around 300 350 000 just kind of curious
90. 3:02what's on your mind well i'm thinking
91. 3:04around 375 000 okay great the reason why
92. 3:08i want to know what they're hoping to
93. 3:10sell it for is because that may
94. 3:13influence how i present price now i'm
95. 3:16not saying i'll present a different
96. 3:18price but if somebody says oh i want 300
97. 3:21000 and i can get them 350 then i'm
98. 3:23going to probably present it with you
99. 3:24know one of the great things about me is
100. 3:26i can really drive prices higher and i'm
101. 3:28excited to tell you i can get you 350
102. 3:31way more than you want but if they
103. 3:32wanted 350 but i could only get them 300
104. 3:35i might not walk in saying hey i'm so
105. 3:37excited to talk to you about how much i
106. 3:39can get for you
107. 3:40so them revealing to me what price
108. 3:43they're hoping to get kind of influence
109. 3:46how i'm going to present it'll influence
110. 3:48my tonality my inflection the words that
111. 3:50i use the excitement in my voice all of
112. 3:53those things are going to matter and
113. 3:55i will disclose again though that
114. 3:57doesn't mean i'll tell them a different
115. 3:58price it just means i might
116. 4:02i might actually present it differently
117. 4:04those two things right there can have a
118. 4:06world make a world of a difference
119. 4:08in improving your ratio from listing
120. 4:10appointment to list and presentation the
121. 4:12last one the last one that i wrote down
122. 4:15is
123. 4:15you must always ask them
124. 4:18i'm just kind of curious what are you
125. 4:19looking for in an agent
126. 4:22now
127. 4:23when you first ask that question what
128. 4:25are you looking for in an agent it's
129. 4:27highly
130. 4:28likely that they're going to say well i
131. 4:30just want an agent that's going to sell
132. 4:31it when they say that to me i'm going to
133. 4:33say something like this you know what mr
134. 4:35seller or mrs seller you know every real
135. 4:37estate agent is going to come over here
136. 4:39and probably tell you they can sell the
137. 4:41property even if they can't sell it i
138. 4:43mean every agent is going to tell you
139. 4:44they can sell it so you know when you're
140. 4:46talking to different agents how are you
141. 4:48going to know that you're actually
142. 4:50talking with one that you're confident
143. 4:51can get it sold for you
144. 4:53that's the follow-up question because
145. 4:56now they're going to have to answer that
146. 4:57question with something like this well i
147. 4:59just want to see their track record okay
148. 5:03then you might want to bring some data
149. 5:04about your track record or your
150. 5:06company's track record or they may say
151. 5:08well i'm just gonna you know i'm gonna
152. 5:09see how they market property i want an
153. 5:11agent that's not gonna just take the
154. 5:12listing that they're gonna do something
155. 5:14okay good you may wanna put some extra
156. 5:15emphasis
157. 5:17on your marketing plan how you're gonna
158. 5:18get the property sold
159. 5:20and then or they may just say something
160. 5:22like this well you know i um
161. 5:25i'll just know you know i'll just i i
162. 5:27just when i'm talking to somebody i just
163. 5:29kind of know
164. 5:30what that tells me they're an internal
165. 5:32personality they go with their gut so if
166. 5:34somebody tells me they'll just know
167. 5:36they'll just
168. 5:37they'll just fill it you know it'll just
169. 5:38be a feeling then i'm going to
170. 5:40communicate with them like like this i'm
171. 5:43going to say things like you probably
172. 5:45already know
173. 5:47that price ranges in this area are
174. 5:49between 300 and 300 350 300 and 350
175. 5:53thousand dollars you probably already
176. 5:55concluded that all agents are going to
177. 5:57get it on zillow all agents are going to
178. 5:59get it on dozens of websites but what's
179. 6:02most important to you is who's going to
180. 6:04take the extra step to get the property
181. 6:05sold you see when somebody tells me
182. 6:08they're going to use their gut or it's
183. 6:09just going to be a feeling then i'm
184. 6:11going to speak to them with you probably
185. 6:13already know you've probably already
186. 6:15discovered i don't mean to tell you
187. 6:16anything you don't know but blank
188. 6:19when you communicate with somebody that
189. 6:21it goes from the gut if you communicate
190. 6:23with them like that that's music to
191. 6:25their ears
192. 6:27so between knowing what they're looking
193. 6:28for in an agent that's going to dictate
194. 6:31and influence your presentation knowing
195. 6:33the price that's going to influence your
196. 6:35presentation and knowing why they're
197. 6:37selling that's going to influence your
198. 6:39presentation so every listing
199. 6:42presentation is going to be slightly
200. 6:44different
201. 6:45because it's influenced by different
202. 6:47answers
203. 6:50hence that's what's going to make your
204. 6:52listing presentation unique for the
205. 6:55person that you're talking with and your
206. 6:57closing ratio is going to be much higher
207. 6:59so there's many many things that i could
208. 7:01share with you about listing
209. 7:02presentations how to improve them one of
210. 7:05the things i recommend you doing is
211. 7:06check out agent success academy there's
212. 7:08a link in the description for agent
213. 7:10success academy check that out that's a
214. 7:12group coaching program that i have that
215. 7:14goes into much more depth on how to grow
216. 7:17your real estate business anywhere from
217. 7:19listing presentations to converting more
218. 7:21buyers to managing technology or
219. 7:23leveraging technology isa you name it we
220. 7:26cover it in our coaching program so i'd
221. 7:29love to have you join that and in the
222. 7:30meantime i hope this information is
223. 7:32helpful talk to you soon