In today’s episode of the Live UNREAL w/ Glover U Podcast, we’re taking a deep dive into listing presentations. Whether you’re running a big team, or working as a solo agent, everything in this business revolves around the listing presentation and getting listings. 

Every single day in our business should revolve around listings, it’s how we create the most solid and sustainable real estate business.  

Because of new systems and technologies, we’ve gotten away from the basics of going out and taking listings and revolving our business around it. As we plan ahead for the year in business, a renewed focus on listings is key. 

We will learn from Jeff what it takes to master listing presentations, and build a solid listing-based business. 

We also discuss;

Why listing business beats buyer business 

The basic strategy and mindset we need to have around listing presentations 

How to speak and what to share in the listing presentation to build rapport 

Quotes 

The listing presentation is by far the number one thing we have to think about. -Jeff Glover 

When you’re working with buyers, you’re the employee. Being a great listing agent makes you the employer. -Jeff Glover

If you generate, you won’t have to tolerate. -Jeff Glover

 

Key Points 

For every listing you take, you will close one transaction. With every buyer you meet and build rapport with, you’ll only close 50%. If you’re going to commit time to something, why not let it be the thing that has the higher ratio? 

We can’t use the same listing presentation style for every single seller. A huge part of getting into rapport is adapting to someone and how they communicate. We need to have a listing presentation style for each DISC personality, and bring a different level of rapport, conversation and dialogue to the presentation. The 4 things we should all pay attention to in a listing presentation are rate of speech, tonality and dialect, and body language. Additionally, we should always play to the wife because she’s the one making the decisions.  

Take your listing presentation and write it out once day for 30 days. When you write something, you get to read it and commit it to memory. Next, you have to chant the script at least once a day for 30 days. Finally, you have to role play the script once every single day for 30 days. 

The majority of listings are either won or lost in the pricing discussion. If we quote something too high, they’ll think it’s unrealistic and that we’re just trying to appease them. If the price is too low, they’ll feel like we’re giving their home away. Pre-pace them for price reductions ahead of times so that there are no bad surprises down the line.