The sellers are sitting across the table from you and you’ve got a legit shot of securing their listing.

 

You’re thinking to yourself: “I’ll do anything - legally, ethically and morally - to get this listing tonight.

 

That’s a great attitude to have, but there are some things you should never do when sitting face to face with sellers, even if they beg you to do it.

 

As a real estate agent, meeting with sellers for a listing presentation is a crucial step in securing a listing. However, in your eagerness to get the listing, there are some things you should never do when meeting with sellers face to face. 

 

These mistakes could derail your listing presentation and stop you from securing the listing. Here are three things you should never do when meeting with sellers:

 

3 Things to Never Do When Face to Face With Sellers

 

Never give the price first:

The main reason you're at a seller's house for a listing presentation is so they can get your thoughts on the price of their home. While they do want to hear about your marketing strategies and other services, you're ultimately there to provide them with a price at which you think their home will sell. 

 

However, giving the price too early in the meeting can diminish your chance of securing the listing. Keep control of the sales process and follow a structured approach in your listing presentation to get the best results.

 

Never agree to print marketing:

Although print advertising used to be a great way to get your listings seen by potential buyers, today, it is virtually useless. According to the National Association of Realtors®, only 3% of home buyers use print materials to find a home. In contrast, 45% of buyers use the internet to search for homes. 

 

Your time, budget, and the seller's time would be wasted by listing their home in print media. If you currently use a source of print media that generates solid buyer leads, use it. However, otherwise, avoid print media like the plague.

 

Never leave a listing appointment without asking for the seller's business: 

On average, it takes about six hours to secure a listing. This includes the time it takes to prepare for the appointment, drive to the meeting, and conduct the presentation. Leaving without asking for the seller's business means wasting all that time and effort. Therefore, it is essential to ask the seller for their business before leaving the meeting.

 

 If the seller is unsure about choosing you as their agent, spend some more time reviewing what you do to get their home sold for top dollar in a timeframe that works for them.

 

In conclusion, when meeting with sellers for a listing presentation, it is essential to avoid these mistakes to increase your chances of securing the listing. 

 

Remember to keep control of the sales process, use effective marketing strategies, and always ask for the seller's business before leaving the meeting.

 

Be committed to doing what I’ve laid out here and you’ll have more control of your listing presentations get significantly better results at the same time.