There is no factor more important to being a successful real estate agent than preparation. Most everything you do and say should be well planned out in order to ensure success in implementation. Your Listing Presentation will become the backbone of your business and it’s vital that you feel comfortable during the process and that your actions come off as natural. Even if you’ve never been on a Listing Presentation before, proper preparation will prevent you from looking like a novice and will go a long way towards making sure that you secure your listing every time you meet with a new client.
More often than not, you’ll make initial contact with your potential client over the phone. If your marketing tools are strong enough, most of your clients will call you with questions or the desire to set up a meeting. Strong marketing to FSBO’s and expired listings should always be designed with the goal in mind of the customer calling you. If you’re fortunate enough, when your client calls you’ll be in your office. Of course, being in your office and having access to your computer or even a pen and paper is the most ideal situation and probably the situation you will least often encounter. So, the first step in being a prepared real estate agent is to make sure that you have what you need on hand when you need it.
One of the easiest ways to do this is to always carry a small pad of paper in your pocket along with your pen. Or better yet, carry a few pens. You can even get a pad of paper that mounts to your dashboard for taking notes on the fly if you don’t have access to a PDA or cellular phone capable of keeping notes. No matter what system you use, make sure you have the ability to jot down addresses and phone numbers as well as client’s name and any other information they may give you. If you find yourself constantly repeating the phrase, ‘can you hang on a minute, I have to find something to write with,’ then you’re not prepared.
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