Want to get more listings? One of the best ways to increase your listings is to increase your closing ratio. Of course you could just go on more listing appointments and leave your closing ratio where it’s at but that’s a lot harder than just closing more of the appointments you go on.
Here are 5 ways to increase your closing ratio when conducting a listing presentation.
1. Don’t “Wing” It But Rather Use A Proven Real Estate Listing Presentation
Most Realtors use a CMA as their listing presentation. They compete over price to get a listing. It’s not unusual for a Realtor to name a higher price than they feel the home will sell for just to get the listing. That’s why I hate competing over price and basing my listing presentation around a CMA.
What has always worked best for me is to evaluate the seller’s motivation before going on a listing appointment and then using a proven listing presentation to get the listing.
The listing presentation that I like the best is one that presents a big problem like the housing market is still going down (at least it is where I am at in Florida); then solve that problem by showing how you sell homes in a rough housing market, make an offer and ask for the listing.
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