FSBO Guide - Authorify

How to Dramatically Boost Your Listing Presentation Conversion Here’s the number one thing you need to do to boost your listing presentation conversion dramatically. It’s not that complicated, but hardly anyone ever does it.

Prove that not all agents are the same.

Here’s an example. I know of a man who is extremely business-savvy. He runs a multi-million-dollar business with 30 employees.

He’s tremendously astute when it comes to sales, having been in the business for 20 years, and has plenty of experience selling all sorts of different products. Somehow, though, this man couldn’t figure out which Realtor® was better than other real estate agents. All the agents looked pretty much the same to him. He didn’t know enough about real estate to figure it out. Even though he knows how to sell something, he still didn’t realize that selling your house is the same as selling anything else. The Realtor’s® job is this: sell the house. Anyway, he ended up hiring the agent who sells the most houses in his area. I don’t know exactly how he found the agent. I think he checked out the different Realtors®, found the person who sells the most homes in his area, and just hired that individual. He interviewed several people, but nobody blew him away. Nobody showed him why they were different. He just hired the “biggest” agent. He figured that the agent would get him the best results. ● Differentiating Yourself Here’s how I avoid appearing the same as everyone else. When I meet with a seller, I show them that real estate is not all luck. There actually are things that a Realtor® can do to get a seller a better result. The first thing I do in my presentation is to show examples in which I was able to sell a house that another Realtor® was not able to sell. However, I also do this: I show them that not all homes sell for what they are technically worth. Here’s how I do that. I went into my local marketplace and found a neighborhood in which just about every house is identical. It was a neighborhood in which the developer built all the houses with almost exactly the same floor plans. This developer had a really good location. I guess he thought, “Hey the location’s so good, we don’t have to make the houses that different. We’ll just build a basic floor plan that everybody will like fairly well. That will sell.”