Get Listings Coaching: Week #4
How to use the Easy Close Presentation to convert appointments into listings
Your Action Items:
- Download the Easy Close Listings Presentation.
- Familiarize yourself with the presentation.
- Modify the presentation to fit you.
- Practice the presentation by yourself.
- Create a video going through the presentation.
- Use the presentation on a Listing Appointment.
Detailed Execution Plan Steps:
Using a Free Canva.com account, you can quickly and easily customize our 70-page Easy Close Listing Presentation to fit your needs.
Linked below are six templates in total. You will see one fully customizable template that will allow you to add your brand colors and five templates with locked background colors. Be sure to check out the video tutorials below for Canva editing tips and a full roll-play of the presentation.
Not interested in using Canva? Download one of these options instead.
Before you start modifying your presentation, we recommend that you go through the entire presentation to familiarize yourself with it.
Sample Listing Presentation. In this Video, Ben walks you through the presentation as though you were a seller. Other members have found it helpful.
Go through the presentation and modify it to fit how you do business, and your marketing strategy. Simply delete any slide that does not fit your business or market.
Open your presentation on your computer, start at the beginning and do a practice presentation as if you are meeting with a seller.
Imagine that you are sitting at the kitchen table in a seller's home and you are going to go through the whole presentation with them now.
Go through each slide one-by-one and explain the slides. Speak outloud as if you were talking to a real person. If you get stuck on a spot, then go back to the training video and watch it again to learn how to present that slide. Then go to the previous slide (one before the slide you got stuck on) and start again.
Keep doing this until you get through the entire presentation.
Once you’ve gotten all the way through the presentation, go back to the beginning and start all over again.
However, this time you will record your screen with a screen capture software such as Loom or Snagit.
The reason you want to make a video is so that you can watch it back the next time you are about to go on appointment and it will help you refresh your memory quickly so that you can present it effectively.
Practice makes perfect, and in order for you to have the best chance of getting the listing, you need to practice your presentation either the day before or the morning of the listing appointment.
Watch back the video you created going through your listing presentation to refresh your memory.
Do a practice run. Go through all the slides from start to finish and practice what you’ll say on each slide outloud.
Review the How to Overcome Common Listing Objections and Win the Listing training. This will give you some simple responses to overcome most common listing objections.
Print out the Scripts for Overcoming Objections and keep them in your car.
When you’re on the listing appointment with the homeowners, ask them if you can sit down with them at their kitchen table to review some ideas you have to help them sell their home.
“Could we sit down at your table for a moment to review some ideas I have to get your home sold fast and for top dollar?”
Sit down next to them and start going through the presentation.
Take your time and don’t rush it.
When you get to spots where you’re asking them a question, make sure you pause and wait for them to answer the question. This will keep them engaged and interested.
When you get to the end of the presentation, say clearly and boldly, “Can I go to work and help you find the perfect buyer for your home?”
Then wait for their response.
If they say yes:
Get the listing agreement out and sign them on the spot.
If they say no:
Ask them what’s stopping them from listing today.
Dig around and ask questions until you find their objection.
Do your best to overcome their objections and sign the listing with them.
The first time you use the presentation you might make some mistakes and stumble a bit.
Don’t worry about that, it’s NATURAL. Don’t beat yourself up. Understand that this is just growing pains and you’re going to get better each time.
The more you use this presentation, the more you practice it, the more comfortable you will be, and the more effective you will become at closing people with it.
We’ve used this on more than 100 listing appointments and it’s gotten us many listings, so don’t give up on this if you don’t get a listing the first time.
Keep practicing, improving, and presenting until you become the Listing Appointment King or Queen in your office!