How to Do a Killer Listing Presentation… and Get the Listing Here is the most important thing that I have done to get more listings from sellers: I show how I can do a better job at marketing their house. I show them how my marketing plan will increase the odds of their house selling — and selling for more money. ● Step #1: I show them lots of case studies. For example, I might say something such as, “Look at this house right here. John was trying to sell it himself for $285,000.” “But he wasn’t having much luck. I looked at his house and immediately saw that it was underpriced. But that’s not what John thought.” “After all, several buyers had looked at his house and told him it was a rip-off! They thought it should have been priced at $250,000.” “But I saw the value. So I put it on the market for $299,900. I did a good job at marketing it, and I sold it a few weeks later for $296,000.” “Now, my marketing helped out quite a bit. But this story also illustrates how a Realtor® will get you more interest in your home.” Not all agents are the same (I talked about this at length in the previous chapter). It’s not all luck; there actually is something to this. The Realtor® you hire can get you a better result. I show them that they might not get a fair price for their house unless an expert markets it properly. In addition, because I do great marketing, I might actually be able to sell it for more than another Realtor® can. Or I’m going to sell it faster . ● Step #3: I show them how I will do a better job at marketing their house. I go through all the things that I do differently to get more buyers interested in the house. “That’s why you should list your house with me.” ● Step #2: I show them that real estate is not luck.
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