Every agent should have a basic script to use during a listing appointment; knowing what to say will increase the seller’s confidence. Practice the script until you have a version of it that is comfortable and natural for you.
Open with the basics. “I know you have a lot of agents to choose from; I appreciate you giving me the opportunity to meet with you today. Would you mind showing me around your house?”
As you view the house, continue asking questions. “Tell me about the desirable features of your home. If you were a buyer, which features would you want to change? Who is the ideal buyer for your house?.”
After you’ve seen the house, sit down with the owners and continue. “Based on experience, there are 4 areas most sellers want to discuss prior to putting a house on the market. 1: How I plan to show the home to the highest number of qualified buyers. 2: How much you can expect to get for the property. 3: The timeframe to complete the sale. 4: Why to choose me to represent you. Outside of those issues, if there anything else you want to discuss?” Go over the areas of concern, answer any questions the homeowners may have.
Get the details of the homeowners’ moving plans. “You said you were moving to X; how did you decide on that area? In order to make the move, do you need to sell this home, or is renting it an option for you? How soon do you want to be in the new location? If your home doesn’t sell in time to meet that deadline, what is your backup plan? Did you have time to review the marketing proposal I sent you? Exposing your home to the highest number of qualified agents and buyers is vital; do you agree? Let me show you how I’m going to do just that.” Focus on building rapport and making a connection. Go over your marketing plan, and discuss what actions the homeowners need to take.
Have a good one and let me know if you need anything