Listing Presentation Mastery: 15 Points to a 90% Closing Ratio

Listing presentation mastery I'm seriously really really excited about all the stuff that I'm going to share with you today you're going to see me looking at the side that's my ipad with notes lots of notes I have five pages of notes because I don't want to forget anything that I intend to share with you and and this is going to be good because it'll be applicable to one of the things that I'm going to talk to you about today when you think about listing presentation mastery what does that look like here's what I think about and everything that I'm going to share with you today has the goal to get you to have a 90 or higher closing ratio on all of your listing appointments how does that sound

Everybody interested in a 90 or higher closing ratio on your listing appointments yeah the first thing I want to say is you should have a pen and paper next to you because I'm going to give you 15 10 and 5 more 15 points today so you can master your listing presentation and I know that as I go through these points you're not going to be able to write everything down right now you're gonna write down as much as you can right now and then when this webinar is finished you're gonna go on youtube and you're gonna search Jackie Kravitz and you're gonna subscribe to my youtube channel because this webinar will be on youtube before the end of the week so whatever you miss

Here that you weren't able to write it down you'll be able to get on youtube and watch it again yay okay perfect so do that I want to start by having you write down this quote luck happens when preparation meets opportunity you may look at some people and say wow they're so lucky look they're they got they got this going on and that positive thing and I want what they have luck happens when preparation meets opportunity and every listing appointment that you get to go on is an opportunity I'm gonna use an average commission of ten thousand dollars I don't know what you each of your individual average commission is let's use ten thousand dollars for the sake of

This conversation every listing presentation is an opportunity for you to earn ten thousand dollars if you're prepared and these fifteen points that I'm going to give you here today are I put them together for that purpose for you to show up prepared I want you to imagine this close your eyes for a minute and imagine you know the quote that says what the mind can conceive and believe it can achieve I want you to imagine going on a listing appointment every day monday through friday one you've mastered your listing presentation and you have a 90 closing ratio on your listing appointments or higher and you take four listings a week in this market a listing taken is a listing sold we're talking about 40 000 a week

A week actually with a 90 percent closing ratio it's on a month in in one month you're going to end up with if you go on five listing appointments a week one a day monday through friday that's 20 per month 90 closing ratio it's 18 listings taken listing taken is a listing sold a hundred and eighty thousand dollars a month at an average commission of ten thousand dollars that is the opportunity that you'll be able to capitalize on by being prepared is that clear that's what is at stake here that's what all of this preparation will get you um the first point I want you to write down and this is really interesting because it's exactly what I'm asking you to do

What I have here the notes that I have on this ipad the 15 points that I have it's not word for word what I want to say to you it's an outline I have the 15 points a couple of little things I wrote down underneath each one and it's not because I need to read it and I don't know what I'm talking about I just don't want to forget because I know every single one of them is really important and the number one point that I want to give you on mastering your listing presentation is use an effective script now I wish I could give you a better word for script because most real estate agents don't like scripts oh no I don't I don't like script I'm not going to use a script

Here's the reality everybody uses scripts all the time when you if you've if you've ever gone on a listing presentation and some of you have been in business for a long time and you've been on a lot of listing presentations if you're not using an effective script that doesn't mean you're not using a script you are you if you really check you will agree with me that you usually say the same thing it just may not be the most effective things to say and you're not prepared when I mean effective is a script that has a sequence of thoughts and ideas that you want to share with this client with the seller that makes sense it's in an order that makes sense and it's it's leading to the end result of actually getting the listing agreement

Signed an effective script you have to because the other option is you're making things up as you go in every business out there use scripts when you sit down at a restaurant to eat the waitress or the waiter will come to you and the one of the first things they'll ask you is would you like something to drink that's a script everywhere you go people are using scripts so you gotta get over this idea that I don't like scripts and here's why here's what you really don't like to sound scripted can you go like that and agree with me that's what's horrible right to to feel like you're reading some to sound like you're reading from a script that's awful

But you can change that by practicing and preparing and just like me I have the outline here you should bring your outline with you to your listing appointments even when you have your presentation mastered you should still have an outline so you don't forget any important points an outline is not word for word you're not going to sit and read it but it's just to keep you on track so you don't forget all the important things that you're doing when you walk into a doctor's office for a visit the the the nurse or whoever sees you before the doctor they take your blood pressure they your pulse whatever they do your your temperature have you noticed that they have a sheet of paper and they have a checklist and they ask you a couple of

Questions like a checklist that's what I'm asking you to do use an effective script and have the outline right in front of you so you don't forget the important things you need to cover and remember what you don't like is sounding scripted and you can change that and you want to change that as quickly as possible because the more scripted you sound the worse your results will be and the more conversational you sound the better your results will be so really that the the trick here is to use an effective script and sound conversational as you're using it does that make sense how do you do that by practicing that's how you do it I actually um the more conversational you sound the better your results will be

Mastering the listing presentation script can make you millions I say I I had a webinar or something I did that physical mastery can make you millions well listing presentation mastery can make you millions as I was preparing the notes for this I thought about um actors and actresses great actors and actresses get paid tens of millions of dollars for one movie you're aware of that right yeah do you think that they may they they just make up the script they're there you know in front of the producer the director and they just like make stuff up they don't even know what this is about or do you think they spend endless hours internalizing and owning the script and then figuring out how they're gonna embody this

Character so that everyone who watches the movie believes that they are the character that's why they get paid tens of millions of dollars for one movie you realize that right do you that's what they do so then I I thought you know I've heard different figures about what's the highest paid actor or actress for one movie like the high the most amount of money that any actor or actress has ever made for any movie and um after some research I actually came up with I know I didn't even see this movie I've heard of it but I didn't see it it's uh the sixth sense bruce willis has anybody seen that movie the sixth sense with bruce willis for one movie he got paid 115 million dollars

To internalize own a script and embody a character you can make millions of dollars by doing the same does that make sense why are you why why is why are real estate agents so much against using a script what's up with that yeah let's master the script and make a fortune one of the things that in addition to having an outline of your listing presentation script and bringing it with you I'm going to recommend this and I want you to write it down so you don't forget you want to do this there are different ways for you to practice but one thing you want to do is you want to video tape video make a video of you doing a listing presentation sit down with an agent in your office

A friend a relative and do an actual listing presentation videotape it and watch it so you can watch what is it that you sound like what you look like and as you're watching it because you're gonna learn so much you're gonna become aware of certain things that you gotta change and improve I want you to ask yourself this question it's gonna help you improve can you write this question down please when you watch yourself doing a listing presentation would you list with yourself would you hire yourself to sell to sell your own home interesting question here's point number two to master your listing presentation never schedule a listing appointment for tomorrow that you can go on today this is a

Critically important point and here's why and some of these points I'm going to spend a little more time on than others because there's 15 of them and I want to go through all of it here with you this is critically important because when you set an appointment you got somebody on the phone and they agreed to meet with you the fact that they agree to meet with you it means that you've got to have some level of rapport they have to be somewhat interested in what you have to say and there's a momentum going on here and you want to get to that appointment as quickly as possible so you ride the momentum you keep that momentum going you don't want to have 24 hours or two or

Three days or a week go by before you meet them because especially if it's someone you don't know if it is a past client a friend a relative okay well you know you already know them they like you they're probably going to list with you but people you don't know you want to write the momentum that you created when you set that appointment does that make sense and also if it is a fizzbur unexpired and you're setting appointments for tomorrow or the next days so you can prepare and you have time to do the cma and you got to figure out why the neighborhood you need time for you to prepare you hang up on that call with an appointment for tomorrow and

Guess that's guess what's happening right after you hang up they're getting calls from other agents another agent the fact that they set an appointment with you meaning means to me they have an interest in selling and you're not going to get there until tomorrow somebody else is going to call that seller set an appointment and go before you and take that listing and your appointment will be canceled so urgency to get there as quickly as possible here's point number three always a hundred percent of the time pre-qualify all of your listing appointments a hundred percent of them on the same call you don't call back later to pre-qualify your appointments it's

Set an appointment right now you transition right into the pre-qualifying remember with pre-qualifying as well as everything else the more conversational you sound the better your results will be I've had many clients in the past many years say well you don't like pre-qualifying you know sometimes sellers say why are you asking me all these questions you know like it sounds like an entire an interrogation it's not the script that sounds like an interrogation it's the way that you're you're reading it when you're reading a script you're gonna sound scripted you don't sound like you care you're concerned you're not interested you're not repeating and approving and nobody likes that kind of conversation

So that's where your practice comes in so transition right into the prequel what is the purpose of pre-qualifying so write this down to gather information gather in not to handle objections gather learn learn learn gather information so you are not blindsided by questions and objections at the listing appointment how many of you just love to be blindsided like I have no idea where that came from totally out of left field I mean what how where did that objection I had no idea they were thinking of interviewing another agent well I had no idea if someone had offered a lower commission or they had a friend in real estate or I had no idea why because you didn't pre-qualify it and you didn't do it well because had you done it you

Would know I don't like being blindsided I don't think any of you do either pre-qualifying is gonna take care of that and you're gonna learn about their motivation and financial situation so write that down mo there are not sales ex training scripts okay but there are other scripts out there where before you even set an appointment you're asking motivation questions well where are you moving to uh how soon do you want to move and why are you moving completely irrelevant and they have no interest in telling you about what they're doing especially strangers at all they're not interested in answering those questions those are questions you need answers to when you're pre-qualifying and you don't

Pre-qualify an appointment you don't have first you focus on setting the appointment then you start pre-qualifying and that's where motivation financial situation coming does that make sense all of the questions on the pre-qualifying script are critically important and there's one question I don't like saying this is the most important question because they're all really important questions right and if I say this is the most important one you say well then I don't have to ask the other ones no you gotta ask everyone but I am gonna tell you which question I believe if if you said to me you could only ask one which one would you choose and my choice would be and it's the last question on the sales x training pre-qualifying script

When I see you after our meeting if you are absolutely confident that hiring me is the best decision you can make will you be ready to go ahead and list the property with me when I come out today at five o'clock to me that's the most important question if I could only ask one that would be the one because I mean yeah I I want to know the motivation I want to know how much they oh how much they want to list for are all the decision makers those are all important questions are they interviewing other so see this question will bring out if they're interviewing other agents you could actually as a result of this question that might come up so when I say

After a meeting today if you are confident that listing with me is the best decision you can make will you be ready to go ahead and do it you know I said it in two different ways whatever it doesn't matter I'm not scripted it's conversational so now why is this question so important because if they say and most people that don't know you will say well you know I don't know I guess we'll do it depends on you know what you say I guess we'll figure it out when you get here they'll give you some sort of vague answer have you ever gotten a vague answer from a seller and you have like okay what do I do with this like I have no idea what's going on

So when you have a when you get a vague response what do you do okay you repeat and approve because it's it's like an objection you repeat and approve and then you ask additional questions clarifying questions so you can understand what's going on you know that's so you could say something like this and donna I hear what you're saying obviously I just called you today a couple of minutes ago I appreciate the opportunity of meeting with you but bottom line is you don't know who I am you don't know what I do and you don't know how I would be able to benefit you in the sale of your home I understand that so I'm really not expecting you to tell me over the phone that yeah sure come on list

With you I mean that wouldn't even be reasonable right now what I'm what I'm thinking donna though is obviously when you think about the agent that you will hire to sell this property for you and let me ask you donna um are you thinking of of of talking to other agents have you met with other agents do you have other agents that you will be uh meeting with so that gives you an opportunity to ask that question here's another question that can be a result of this one but it's a standalone and very important question in this process of selling your home and speaking with different agents donna tell me what specifically are you looking for in the agent that you all hire

Wow I love this question so much please write it down what specifically are you looking for in the agent that you'll hire they will tell you exactly what you need to do to take this listing that's how important this question is do you do you all get what I'm saying they'll tell you well I'm looking for an agent who can get me this price or I'm looking for a lower commission you know they'll tell you they'll lay it out so now let's for the sake of the example here you ask what specifically you're looking for and they tell you a b and c now you're gonna ask that same question from if at the end of our meeting so but now you're gonna fill in the blanks with the abc whatever it is they told you so so let me just ask you this then

After our meeting today if I can show you how I can deliver give you achieve for you the a b and c that you are looking for in that case will you be ready to list the home with me today do you see what I just did they said no I'm not sure we'll see when we get here then I ask that question and I take their answer and I insert it back into that question and I ask it again it's almost impossible for them to say no what does this do for you on the pre-qualifying we're talking about mastery you now are in control of that appointment they have just told you exactly what they're looking for deliver it to them and the listing is yours everybody get what I'm saying here yeah

Point number four oh by the way see I'm glad I have my my outline here otherwise I would forget never discuss price over the phone because when you're pre-qualifying and you ask how much do you want to list the home for you may ask some additional questions what would happen if your house doesn't sell what price will you go below whatever may come out of that question don't start discussing price well what do you think you could sell it for it's not a conversation that you have over the phone point number four if you use a pre-listing package I never did okay I just didn't I never did I my appointments eighty percent of the appointments that I went on listing appointments I scheduled

Them in the morning and I was in their house later that day so I never bothered with a with a pre-listing package I'm not opposed to it it can be a great thing for you to do make sure you have an electronic version of your pre-listing package and do not include a market analysis or price in your pre-listing package I would never do that especially with people you don't know okay it's a complete no no people you don't know they're hearing from a lot of agents we know everybody wants more money for their house and their house is worth all of a sudden they get a per listing package from you they just expire that 400 000 the house is worth 350 and they see a cma or you circle a

Price 350. what do you think is going to happen with your appointment the minute they see that carousel just talk to a few other agents over the phone that you know said they would list it for anything no it's just you don't do that okay unless it's someone you know very well and you know they're listing with you no matter what whether they like the price like I would never include that okay that makes no sense point number five please write this down number five mindset is everything period mindset is everything always now when it comes to your listing appointments always assume the listing is yours you're gonna leave that appointment with a signed listing agreement because the other option is assume that

They're they have a bunch of objections and I don't know how I'm gonna overcome those and I don't know what I'm doing enough listen you get what you expect and when you don't if you assume anything other than the fact that you're gonna take this listing and it's gonna be well priced um what can you expect out of it nothing positive okay on your way to your listing appointments you're driving there okay if you're doing it on zoom I mean if if I was selling real estate today after everybody last year just got used to zoom everywhere I don't think I'd ever want to go on a listing appointment again okay and I just want to do everything all zoom why not save so much time

And you can do it efficiently and get them to sign the listing agreement electronically while you still see them on zoom okay anyway we're not going to talk about that today if you're driving to your listing appointments or even if you're doing it on zoom for like 10 minutes prior to your appointment you should be listening to I'm the trainer and founder of sales x training in this platform in addition to live calls a week you have a library of over 200 live role plays of listing presentation for sale by owner scripts dialogues mindset stuff every script like endless I I like I look at it now oh my god I can't believe I've done it okay I've done that and I keep doing it because every day there's a new lesson so on your way to

Your listing presentation what should you be doing in your car you definitely should not be on the phone talking to anyone about anything that takes your mind off of the appointment you're going on you should be listening to live role plays of listing presentation the sales x platform they're available if it's a physical appointment expired appointment or just a general listing appointment you're going to hear me role playing the entire script the conversation the dialogue that's what you should be listening to in your car so when you get there you've already prepared you practice your script you videotape you're doing all this but on the way to the appointment

Extra preparation do not allow yourself to dwell on any negative thinking okay so when you arrive at the appointment you're in the most powerful mindset possible get that is that clear and this is an interesting uh thought that I'm gonna say to you here right now decide before you knock on the door that you are not leaving without a signed listing agreement you're just not they'll have to throw you out you're gonna get look at jacqueline smiling I see you yeah you're you're gonna sign that listing agreement boy oh yeah it's gonna happen and you gotta walk in with that mindset and assumption point number six wow I'm running out of time arrive 15 minutes early always

Always plan to arrive 15 minutes early and here's what you do unless you've been in real estate for like forever and you're going into an appointment in an area that you know really really well then maybe you don't have to you should still plan on arriving early okay so you're never late but what I recommend you do is with those 15 minutes drive in front of every com comparable in your cma in your market analysis just drive in front of the house I didn't used to do this all the time but sometimes I did because I used to sell real estate in a large area and sometimes I'd set an appointment with like an expired and I I like I have no idea where this is

Like it's 40 minutes away I've never been there I don't know where this neighbor I don't know anything about I do my market analysis so then I would show up early and I would drive okay one two three banana street I draw okay here's one two three banana streets uh corner house fenced yard yellow paint whatever you make eye contact with the property then I drive to the next one and I oh yeah okay so this is the street right behind you here so what I learned by doing that is it it built my confidence so much because when you don't know the area really well you feel a little bit uneasy and obviously this homeowner's been living in their house for however long they

Know that they they know the neighborhood they know the area they know everything about it and you're showing up and so to me it was amazing because now I feel like I know the area and when I'm when I'm taking them through one of the comparables in the market analysis I could say oh and in this home right here this is the yellow house on the corner with the fact and you just keep going and it sounds like you know what you're talking about it's the first time I've ever been here can you see how that's gonna build your conference big time oh yeah great and then park in front of their house at least two minutes before your appointment okay so drive around look at the comparables and then park in front of the house and now here's

What you do before you get out of the car in your mind's eye whether your eyes are open or closed in your mind's eye visualize the seller signing the listing agreement visualize them taking the pen from your you're gonna hand them the pen I'm gonna talk about that in just a minute and they're gonna take that pen and they're gonna sign right there and you're gonna have this big smile on your face and you're gonna walk out with a signed listing agreement visualize that happening before you get out of the car and off on their door got it point number seven wow it's such an obvious point but I have to make it okay a great first impression is absolutely critical hi darla I'm scrolling up and looking at everybody

Who's here a great first impression is critical and when you park in front of this seller's house they could be looking out the window and watching you you do realize that right it's very possible why not so you're still sitting in your car and you know they're already they're already sizing you up and deciding what's going on here because that's what human beings do from the moment that you get out of your car okay so you're sitting in your car you get up shoulders back smile on your face oh I'm not talking to anybody who am I just have a pleasant smile of confidence shoulders back always don't assume like oh I could just walk to the house they're not looking at me oh no yeah they're looking at you

Plus when you have a smile on your face when when you have your shoulders back and your head up high you feel more confident you feel better so assume they're watching you when you knock on the door and they open smile I don't know we're not shaking hands these days but if you are make sure you have a firm handshake a little like if they have a soft handshake like don't break their hand okay but always a firmer handshake than they do sometime the future will be shaking hands again walk up confidently smile on your face what is it that you look like professional looking professional men women I don't care who you are I I had a a suit I had several and I still do but I had one that was my favorite for listing appointments

And you need to have a professional attire that you show up at because you want to look professional your hair if you're a lady you should put some makeup on no just help out shoes nice clean your car should be clean this is all part of the first impression you want to look and feel successful your chances of taking the listing go up um number eight point number eight motivated sellers are looking for what is a motivated seller looking for I'm gonna tell you right now they're looking for a knowledgeable professional and aggressive agent they're not looking for wishy-washy knowledgeable professional aggressive agent that can sell their home quickly and for the most money possible that is what what a motivated seller is looking for

They are not looking for a friend they're not expecting you to show up and be their best friend they're not interested in that and by the way aggressive is not pushy at all totally two completely different things I'm not gonna get into that here now because I could talk about this for half an hour but aggressive is someone who can sell their home quickly and for the most money possible and they believe that okay that's what they're looking for they're not looking for you know oh how was your weekend oh you have a dog too oh I love your decoration excuse me no if you have a headache and you go to the doctor you and and you you want them to give

You something to get rid of this headache you're not expected do you even want the doctor to say oh so how was your weekend what do you do for fun tell me about your it's like please just give me something to get rid of this headache so I can get out of here that's what they're looking for point number nine have all of the documents that will need to be signed obviously the listing agreement and all the disclosures all the paperwork prepared and organized in a professional manner the last thing you want to do is okay so you get to the end of your listing presentation and now you start you know just you open your briefcase and there's papers all over the place and the listing agreement is not even filled out and

By the way we do so much electronically these days obviously if your listening presentation is on zoom you're going to send them an electronic machine agreement sign but all the people are saying electronically but when you're in person in front of a seller paper pen sign that's what I would do okay not electronically piece of paper and with that in mind before you start your listing presentation you get to the house they show you around or you look at it on your own whatever and you're gonna be at the kitchen table take I don't have I have a sticky note here because I'm addicted to skin nose uh pretend this is a listing agreement okay before you start saying anything to them as you're as you're

Getting yourself settled at the kitchen table open your briefcase take out the listing agreement it's completely filled out the only thing that is blank is the price their name the address the commission the expiration date anything else that needs to be filled out is filled out except for the price you take that listing agreement you don't say anything you just sit it on the table and put the pen on top of it and you leave it there it's a subliminal close okay before you start this is super important okay don't forget this you just leave it there and they see what it is and they know what's up and it's fine I want you to write this down under this point

Okay of of setting the listing agreement there before you start people are looking for a leader that's what they're looking for in you as their agent a leader and you know what a leader does a leader makes people feel confident that they know what they're doing and it's almost like you know here this is the way we do it let's go I can make it happen a leader is someone who guides them through and makes things happen not like oh so what do you think and you know and well weird okay because I say when you leave they follow when you're weird they get weird when you're all hesitant and you're awkward well guess what they they hesitate because they're just looking at you and and feeling like oh this is

Really weird this person is like yeah no I don't feel confident here I better find somebody else because this is not gonna this doesn't feel good to me here okay and in the same point of having all the documents and paperwork prepared organized you are going to prepare a market analysis doesn't mean you're going to take two hours to do it but it's going to be a very um very I don't even want to use the word detail I didn't write down what I wanted to say it needs to be carefully prepared you need to select comparables that make sense that you are confident you need to be confident about the comparables you're choosing you need to understand the market and these comparables and the recent sales and whatever you're showing them better

Than them and they live in that neighborhood so you you need to prepare it carefully and have confidence that you know it better than they do and remember riding driving in front of these properties and and making eye visual contact with these um with these with each comparable in your cma is going to help you tremendously okay uh point number ten be energetic enthusiastic and passionate during your presentation and why is this so important obviously you want to mimic and match especially in the beginning and when you're in person even if you're on zoom you can mimic and match their body language their facial expressions when you're over the phone you're mimicking and matching rate of speech volume emotion but when you see the person

Now you can mimic and match if they cross their arms if they go like this if they cross their legs their facial expressions the nodding the all of that okay and and that creates rapport and it helps you maintain rapport people do it naturally but the energy enthusiasm and passion is important for this reason people make decisions when they're excited about the future their decision to grab the pen and sign that listening agreement when you ask them to sign is gonna be based on the fact that they feel excited about the fact that you can sell this home quickly and for the most money possible and they're not gonna feel excited about that possibility that you could do this for them if you're not excited if you're just sitting there

You know and no yeah not that you do that but that's like how do you expect a seller would you list with yourself I asked you earlier your energy and enthusiasm is actually it makes up not that you lack skills but for those of you who have some work to do in mastering the script and master your listing presentation energy and enthusiasm makes up for a lack of skill it's contagious everybody wants to be around people that are excited uh point number 11 stand up during your listing presentations standing up I'm 5'2 so it's easy for me to stand up but I I don't even care who it is or who I'm presenting to okay if it could be you know they're taller than me they're shorter than me

Unless it's like I remember one time I went on a listing appointment and it was a little old lady I mean like in her 90s no she was very kind you know like nice little grandma type and and she was very quiet I sat next to her because I didn't want to overwhelm her okay I think it was the only time I remember ever sitting down on let's jump on I used to stand up why because when you are standing and they are sitting you're in a position of authority and that's what you want it doesn't mean you're you're not going to be pushed you're pressured you're just in a position of authority you're the authority here that's what I used to do and I highly recommend you do the same plus when you're standing up you

Naturally have more energy than when you're sitting down point number 12 smile I haven't smiled a lot in this presentation but smile when it's appropriate okay when it's appropriate there are certain things you say when you don't want to be grumpy you know you don't want to be like sound like you're angry because when when if you don't smile occasionally and you're not it it just creates tension and when people feel tense they tend to you know they close down they could feel pressured and remember people make decisions when they're excited about the future people don't make decisions when they feel pressured and they feel tense when they feel

Pressure they feel tense they back off that's when you hear well I gotta sleep on it call me tomorrow we gotta discuss it I don't make decisions on the spot that's their way of saying I don't feel good about this right now and they may not know why it's a feeling people get and sometimes it's just you're way too serious lighten up you know like lighten up it doesn't mean like you need to be making jokes or you just lighten up okay good point number 13 ooh don't talk more than you need to that's as simple as that having a script is going to help you with this because if you don't have a script you've got not nothing to guide you through this presentation

And you know how homeowners are they give you an objection they ask a question they're all over the place they're talking about this they're talking about that and you just go along with it and sometimes they give you an objection you don't know the answer because you you don't you you haven't practiced you do and now you start talking talking talking and I learned this a long time ago and I think this is a great thing for you to write down and never forget never sell because you're a salesperson with blah blah what you can sell with blah because sometimes we start talking and you could put your foot in your mouth okay point number four ah four no fourteen this is a really important point and I know it's

One that um I actually put it on the outline of something that I would share with you on this webinar we got 10 minutes left so that's good 14 and then 15 is going to be easy and then we're done what is it that you do differently from other agents what sets you apart why should they list with you and not you know any of the other thousands of agents in your area so when you're on a listing appointment you have to by by doing everything that I shared here with you today and really preparing you have to stand out and all of this is going to help you stand out but I'm gonna give you a script here that separates you from everybody else are you ready

Remember if you don't write everything down this will be on youtube in a couple of days before the end of this week so you can go back and listen to it again and write it down so I would say something like this to the homeowner if you are sending out a pre-listing package it could include an abbreviated version of your marketing plan which is you know what you do to sell homes but what really separates you I will say like this to them I would say Mr. Seller when we spoke over the phone you did tell me that you you're obviously getting a lot of calls from real estate agents and I think you you told me that you met with a couple of agents already and every real estate agent that you've talked to

Do some of the same things to sell properties they obviously put the home in the multiple listing service they may put a sign in front of your home they put it on hundreds of websites they may hire a professional photographer or do a virtual tour or a drone whatever like you you know I'm going with this you can you can quickly list all of the things that every real estate agent does um and Mr. Seller by the way I do all of those things as well now what really separates me from all of the other agents that you've spoken with is I am an active and aggressive agent because when you think about all of these things that every real estate agent does that we just went through them that I do also they're passive marketing

Strategies basically because once agents put your home in the multiple listing and they put it on hundreds of websites and they got the professional photos and you list all this stuff they now basically sit around for the next several months and hope and pray that your house is gonna sell I don't work that way Mr. Seller as I said I am an active and aggressive agent you and I both know there is a buyer for your house out there and my job is to go find them and that's exactly what you would expect your agent to do for you isn't it okay so and you may be wondering well okay so how are you gonna do that well Mr. Seller here's what I do monday through friday from 9 00 am until noon I am on the phone I speak with 30 to 40 people a day

Looking for buyers for my listings and looking for more homeowners that want to sell and that's how I found you also and there's a tremendous benefit for you Mr. Seller in me having more homes for sale because having homes for sale is really the number one way to attract buyers and I very often buyers when they inquire on a property they've seen online or they drive in front of a home and see a sign or they contact me most of the time they don't end up buying the home that they called on and that gives me having a lot of homes for sale gives me an opportunity to cross sell meaning I can get a buyer call on a property that's 30 minutes away from your home and when

I find out what's their budget and what are they looking for even though they're looking 30 minutes away they just described your home to me and after seeing that property that I have for sale over there and they say well no you know we need more of this more of that I can bring them to your home and they could be they could end up being the perfect buyer for your property so the more homes I have for sale the more buyers calls I get the more opportunities I have to cross sell and sell any of the homes that I have versus agents that have one or two listings or none but I also Mr. Seller call around the neighborhoods so when we list your property I'm gonna get phone

Numbers for three to four hundred of your neighbors and I'm gonna personally contact each and every one of them to let them know that your home is for sale and ask them if they know anyone who might be interested in buying in the area there's more to this I'm gonna leave it here because I still got point number 15 I want to tell you but this is what separates you this is part of what I used to say to sellers on my listing appointments and they will look at me like a lot of them they'll look at me and say uh you do that like yeah I do that because they're like obviously most real estate agents don't so if you're gonna actually say you do you better do it

You don't want to lie about it and when everyone is out and about and life is back to normal you could even say to them Mr. Seller you're welcome to come into my office any monday through friday from 9am until noon and you're gonna see me doing exactly what I just told you again mr saller my job is not to just list your home and sit around and hope and pray that it would sell I mean if it was just about putting it on hundreds of websites putting it in the multiple listing service putting a sign in front of your house if that was all that it took to sell homes I mean you wouldn't need to hire me to do that there's so much more that I do and looking for the buyer for your home is how we're gonna maximize

The exposure on your property so we can sell it for the most money possible that's exactly what you want isn't it great I'm ready to go to work for you let's go through the market analysis so we can agree on what's the highest price we could sell your property for and I can go to work so you know I didn't say this um this is going to lead right into the last point here today which is 15. but you notice what what I just said to you when I said let's let's go through the market analysis so we can agree on what I'm nodding my head this is a time to put a smile on your face and you're nodding and they're nodding and they're a green so we can get your home on the market and

Get it sold great so now you take the market analysis and you're gonna show the comparables I'm not gonna go through that um if there are any expireds in the area in the last 12 months you can use them but I usually have four active listings and four recent sales so I'm gonna go directly to obviously you could get objections about the price I don't know about this market right now because it's a hot market but when you get to the point remember before you started the appointment you put the list this is the listing agreement completely filled out the only thing blank is the price the pen is on top of it just like that it's been sitting here okay this whole entire time

So now we go through the market analysis and we agree on a price so I'm going to hold it up so you could see it okay my table is a little bit lower so it's like this my hand is the table so now we go through the cma they have some pricing objections blah blah blah you finally agree on a price so here's what I do okay grab my pen okay great so let's go ahead and price it at 499 000 and I just need your signature right here Mr. Seller right here so you know it's on the table I I write down the price as I say it great so let's price it at 4.99 write it down and I just need your signature right here and I turn the paper to them and I point to the signature line

And I give them the fan and I'm I'm smiling not in my head and I don't say a word I just keep going like this until they pick up the pen and sign and I just keep nodding that's how you do it now what did you just do right there point 15 is closing for the signature asking for the signature needs to be a seamless process it's not like oh okay 4.99 let me open my briefcase take out the list you're going to start oh yeah I hadn't didn't have it ready wasn't filled out no no no it's right there I just it's like seamless it just it's the natural thing to do this paper's been sitting here waiting for your signature the whole entire time I highly recommend

That you practice this in front of the mirror with the body language and you super important all the way through the audio and the video need to match you don't say uh I just need your signature right here I cannot even do it it's like so weird you know like your body language doesn't matter what you're saying weird and as I've said many times before when you get weird and you do weird stuff they get weird okay like it's incongruent how what you say and what what you're doing don't match you've got to be careful with that too not throughout the entire presentation but not only there when you're on the phone making calls too because body language is 55 percent of communication

And even though over the phone they don't see you what you're doing with your body affects how you sound so it impacts what it is that they hear be very careful but obviously when you're in person make sure the audio and video match okay thank you for taking the time I trust you got some good stuff out of this webinar today make sure you go to youtube um subscribe to the channel Jackie Kravitz this will be there for you in a couple of days check out salesxtraining.com there's so much great information there on what to do how to do it when to do it schedule structures skills objections closing fizz bows mindset live role plays two live calls per week

Endless material and extremely affordable any one of you can afford this training and it will make you millions not just signing up and paying for it when you actually immersed in it and you do what I say so that's it for today thank you for being here everybody see you next month bye bye