Click Here for a short video: Get more listings using a prelisting system
Have you ever thought about how a listing appointment is much like a job interview? That’s because it is! You would never show up to a job interview without some kind of resume, and discuss your plan of action to tackle the job..and provide testimonials as to your expertise and suitability for the job.
Why wouldn’t you do the same types of preparation for the interview when you are looking to get the job of marketing a listing for sale?
So why not win the listing BEFORE the appointment by setting up your sellers with information prior to your appointment?
For years I listed and sold over 100 properties a year, and I found that having a pre-appointment system conveyed the message that I was different from and hopefully more prepared to be their choice of agent. Having a pre-appointment package conveys a differentiation that says you are serious about
committing the time and energy to marketing their property and you are providing solid proof that by organizing the meeting ahead of the meeting, your plan is professionally executed as your goal is to maximize both time and efficiency!
So here are a few tips to make your appointment winnable before it happens!
1) Have the package delivered by a service that requires a signed receipt. This will provide verification of delivery so you can follow up with your confirmation call. It’ is on that confirming call that you ask if their “homework” that was included in the package is complete so you are all prepared for the actual appointment. This will bring attention to your name and brand above your competition before you even get there! and…If circumstances don’t allow for delivery, use an overnight service, a courier or a special mailing envelope. If your prospect is technically sophisticated, you can consider using emailing the package as a last resort.
2) Engage your strategic partners to participate in the pre-positioning process. Ask your manager to call and leave a message acknowledging your appointment, thanking them for the opportunity and relating that the entire company will support the marketing of their property to secure the best buyer. Ask your lender partner to call or email a testimonial letter that states as part of your service team they work with you to qualify any and all possible buyer candidates to make the transaction confidently close.
3) Include a homework page for the seller to fill out prior to your meeting. When they see how organized your system is, they will undoubtedly know you are different from your competition and be interested in meeting you in person!
4) And finally, the day of the presentation, consider what medium of presentation will best suit your prospect’s style – whether it be online, paperless or print, whatever resonates with their core values and preferences makes you a strong choice…
Creating differentiation in our crowded marketplace does take some creativity, and having a pre-appointment system will win you the listing every time!
Terri Murphy is the author of 5 books including one with Donald Trump. For more information about her speaking, consulting and coaching, visit: www.TerriMurphy.com