Listing Presentation Guide - AFY

Introducing Yourself, Ensuring Everyone is Home and Prompting a Tour When you initially arrive, what you say when the door is opened will depend on whether or not you confirmed the appointment ahead of time. If you ​ did confirm​ the appointment, try something like this: “Good afternoon/morning! I’m Jerry. Thank you again for agreeing to meet with me and discuss your home. I’m looking forward to showing you what I can do to help. Are you and your wife/husband both here? If you ​ did not confirm​ the appointment, try this: Good afternoon/morning! I’m Jerry Garcia with Keller Williams. We had an appointment scheduled for this time. Are you and your wife/husband both home? I’m looking forward to showing you what I can do to help you.” “You Had Me at Hello” It’s easy to gloss over the “hellos” and “how are yous” when you meet people, but ​ do not​ make the mistake of doing this with the owners. A lot of clues about your prospects will take place in the first five minutes! As you go through the introductory process, note all of the following: ● Check eye contact, smiling, facial emotion. Are they serious or relaxed? ● How is the handshake? Firm or timid? ● How is the chemistry between the couple? Are they on equal footing or does one seem to wear the pants? ● Are they “house proud” or ready to ditch the place? Prompting the Tour A little honey will catch these homeowners, so don’t be dry in your request for a tour of the home. Compliment something that you see right as you walk inside, such as the foyer or stairwell, and be genuinely interested in seeing more. Say something like: “I love this room; it’s so elegant. Why don’t you show me your favorite qualities of your home?”

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