1. Follow the 5 step process: Once you get to the property:
a. Ask for a quick tour of the house where you get to ask the client for all the pros and cons worth of mentioning to a potential buyer. “Mr. Seller before I get started with my presentation I would like for you to give me a brief tour, overview of the property and tell me any problems and/or improvements you have done to the house that may be worth mentioning to a potential client in order to improve our chances during the negotiation process”
b. “Now Mr. Seller I want to review the questions I asked you over the phone to make sure we are still in the same page and your needs are still the same”
c. Show 3 comparable properties for sale or better recently sold, ask the client to name a price.
d. Handle the any objections
e. Close
2. It is all about the client: “The client doesn’t care how much you know until he knows how much you care”. I have worked and trained agents from small and large real estate firms and I have seen this mistake many times in the past. The agent starts the presentation by talking about his experience, passed successes and the benefits of working with XYZ realty. Most clients don’t care about what you have done but what you can do for them. Listen to his or her need provide a solution and get to work on solving his problem quickly.
3. Involve the client in the presentation: Instead of stating, ask. For example when showing the comparable properties, don’t tell the client how many bathrooms it has, show him and ask him to tell you.
4. Maintain a high level of energy: (Purr your heart into it) Passion, energy and vitality are contagious. Remember that for every sale you lose for being too energetic you lose 10 for not being energetic. Clients want aggressive, proactive, positive and ambitious agents that want to get the job done fast.
5. Time is of the essence: In step one make sure that you complete a-c in less than 20 minutes, don’t spend more than 30 minutes handling objections and close quick. Get the job done and leave, it is time to get to work. Nobody gets paid until the house is sold. The more time you spend with the client after you have finished your presentation the less likely you will close the client. DON’T BE AFRAID TO ASK FOR HIS SIGNATURE.