We recommend sending a reminder email right before the appointment. This is typically a few days prior to appointment itself. The best time to send your Pre-Listing Packet to your prospective seller is after you’ve had an initial consultation on the phone with them and have scheduled your appointment. Since most people do not provide their sellers with a marketing plan, you are "ethically sabotaging” the competition by raising the client’s expectations. This tool is extremely effective at making us stand out, communicate our value proposition, and set the expectation that anyone they meet with should provide them with a similar plan. In this case, we’re asking them to checkout our property marketing plan. Since people often scan emails looking for what’s most important, we want to summarize the one thing we want them to do or take away from our email. The final section of the Pre-Listing Packet is the P.S. By having the client say “yes” to the small requests, you’re creating micro conversions leading up to the big request, which is to sign the paperwork so you can get to work on selling their home. The “Assumptive Close” assumes the they are already our client and communicates with them in a manner that assumes you’re working together. In addition to using the “time spent” concept, where they both a time and emotional investment on our behalf, this section of the Pre-Listing Packet uses the "Assumptive Close” principle from sales. Set expectations, benefits and advantages of working with you right from the start! This helps you set yourself apart from other agents and prevents prospects from falling through the cracks. Sets expectations on your communications & client experience.īy providing prospects with this resource they now know all the services you’ll provide as well as the advantages of being your client. Makes specific offers of help and programs available. Shows the advantages of working with you. Provides useful tips & expert advice to buyers and sellers. Our Client Welcome Kit does the following: Treating a prospect like a client shows them your level of expertise and begins building trust before you even step foot in the door for the listing appointment. In this section we link to our Client Welcome Kit, which is a document that shows new clients everything they need to know about working with us and all the service we are available to provide. The third section of the Pre-Listing Packet is Client On-boarding. No matter what medium you decide to use, our Pre-Listing Packet consists of the following sections: You should modify the media you use based on the needs of your clients. We recommend using email for your Pre-Listing Packet because it allows you to provide links to videos and other resources more easily. You can use printed papers and collateral, a binder of information, or a digital format such as email. The Pre-Listing Packet helps you stand out above the competition (especially discount brokers), gives your prospective clients a reason to place a premium on your expertise and preemptively handle objections, such as “why should I use you over a competitor.”Ī Pre-Listing Packet can come in many forms. ![]() ![]() The information in the Pre-Listing Packet does the work of persuasion before your listing appointment.Ī Pre-listing Packet (done right) can do a lot of the work of persuasion prior to your Listing Appointment and secure your success. This meeting, referred to as a Listing Appointment, is where you (the real estate agent) works to convince the seller to hire you to sell their home. ![]() It’s referred to as a Pre-Listing Packet because it’s sent to the seller before you meet with them to discuss their options and sign a listing agreement. A Pre-Listing Packet (also called a Pre-Listing Package) is information you share with a home seller to show them your competence as a real estate professional and the benefits of working with you.
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