Wanda,

It is a listening presentation, more than a listing presentation.  If you listen, they will give you all the clues you need to clinch the listing. A

Google has helped me win mutiple competing situations.  I ask the seller who they are also considering to market their home.  Then in front of them, we Google each of the agents to see how they show up and why.  The results speak for themselves and I usually get the listing.  If the agent can't market themselves, why should you trust them to market for you?

Sell yourself...oh wait everyone else said that. Basic sales would suggest they don't give a crap about you. They care what you can do for them. Give them the most comprehensive neighborhood profile they've ever seen. Make sure you not only give comps relevant to the current situation but review with them (not give) the prior sales trends in the neighborhood for many years past, even go as far as to discuss agencies that have had success and what worked, days on market, types of homes that sold, review expireds and why they expired as well as did they re-list and did they trend down in price. You get the point. Make sure that there is no doubt you know more about selling a home in their neighborhood than anyone else. Time permitting preview a home or two that are listed so that you can throw out the " I was in 123 Apple Street yesterday and they are asking XXX, but your home has a pool so I would..."  Leave everyone else in the knowledge dust.

I give very little away at a listing presentation as they need to sell me on them first :)   Not every home or Seller is going to be a good match.  I've found that when the Seller understands this, they will bend over backwards to have me take on their listing.  Once the paper work is complete, only then do I let them know some of my secrets!

The 'PROVEN' sales tools are the ones an agent has committed to develop skill using and has actually used that tool. So, each agent will have their unique arsenal of resources to rely upon, based on the situation.

Three things must be considered. They are:

1. Unique situation of the seller. Does this real estate present a special challenge (one bath, cash only, disrepair, age restricted, 90 day sale
2. With whom are you competing? A mega team where the seller will be required to chat with dozens of unknowns, ratcheting up their anxiety? Does this market segment give you or your competitor a distinct advantage?
3. What is the fear most likely embraced, but not spoken, by  this home owner? Knowing what is happening in the community and the information they are consuming is crucial.

The TOOL is knowing/creating the home owners questions BEFORE they know them, and providing the answer before they can ask. There are only FIVE real questions the homeowner has. All the other questions have been created by real estate agents. (the resulting confusion is a transgression the homeowner if fully aware regarding it's source)

The result of answering the owners five questions is the owner feels you are on the same wavelength they are on, you have the solutions they need, and a tangible trust develops that is yours to leverage to cinch the deal, or blow the deal, based on the skill set you choose to develop.

Simly put on my Realtor hat and go into professional mode.  Listen.  Listen. Listen. 

"The best presentation you will ever give, the prospect will never see."

https://youtu.be/lC38y2FUvLg

Very interesting post. I believe we have been giving TOO much information at the listing appointment, rather than too little. We are going to start listening more, and ask about other agents who are being considered. Sometimes they will tell you whom, and sometimes not.  AND, sometimes they have already decided beforehand and you are wasting your time!

My go to response is my use of AR blog post and use of tech. Also using my #2 ranking in Louisiana on AR is very helpful. 

OK Wanda I don't have an answer.  I want to see what the others are saying.  I do have some great marketing stuff we are developing. 

If you are able to be yourself that is the best advise. I don't worry about the competition I talk about what I can do for them. If you connect with them on some level I think you will do fine .  I also know you can't win them all . On a recent listing appointment the seller told me his mother wants to list with someone else because she used to play bridge with the owner of the company. 

Damn I should learn play bridge because you never know where your next client will come from ?

Many good comments from many good real estate agents, yet, Susan Emo sums it best IMO. 

Be yourslf and be the neighborhood specialist.  Listen to what they want and expect and make sure it is a good fit for both of you.  i alwyas have a lot of material on the area and am ready to discuss all issues with the home and neighborhood.  In the end, you won't get every one, but concentrate on making the homeowner a client for life.

It's simple...the Value that I bring to them. If they are looking for a discount I know before I even show up at the door.

I go prepared with a CMA Presentation/a property profile and suggestions as how to best present the subject property for sale (i.e. what deferred maintenance needs attending and those kinds of suggestions).  Good luck to you.

I rely on my listening and communication skills more than sales tools. But of the sales tools the most powerful by far is the reputation of my brokerage. 

We always tell them that WE work for THEM, they do not work for us.

Persistence and a positive attitude. Easier when it is all in one step than a two step process. 

Numbers don't mean anything if the sellers can't stand you or you them, or if you don't trust each other. There should be a rapport first and it's a two-way street. Then, it's all about THEM and how you can help THEM.

I agree with Ron and Alexandra Seigel "that this is the time to be listening, more than presenting, and thereby the sellers will give you all the clues you need to clinch the listing."

Seventy Five percent of my business comes directly or indirectly from my geographic farm of 1,354 homes. I have specialized in that same area for 38 years and know it better than ANY other Realtor. Most of the time I don't need to 'compete' for the listing although occasionally folks will interview three agents because they heard that is what they are 'supposed' to do. My knowledge of the area usually takes me over the top. I also share statistics showing that not only have I sold more homes in their community than any other Realtor but in most cases I have sold more than any other real estate office. Longevity has it'd benefits.

Once I meet the owner and listen to their story I then decide if I want to work with them or not. Listening and asking questions to get them to say YES is the key, the toolbox needs to be full but the reason they pick you is because you demonstrate what you can do for them.

I really know my market and I really REALLY listen to my clients.  Deep intuitive empathetic listening with a sincere goal of helping them succeed.

Where I'll put their home in Google search. Then prove it on a past or current listing. Really know your market & prove that also.

Your job is to get as many 'eyeballs' on their home as possible.

I do have a basic presentation but I think every seller is so different. So I hone into there personality first, then and only then do I go about tailoring how I proceed. 

Wanda, we have some very logical answers to your question. As a Loan Officer since 1995 I have always advised my past clients about refinancing when the market allows. Your probably saying, What does this have to do with listings?

Without going into the pain points, net equity, move up-move down, does the seller even trust me, I will say this. Get a Loan Officer that will lightly connect with homeowners before they think about selling their home. I can not tell you how many times I have advised many people that the best way to refinance is to sell your home. Initially they struggle with that but the truth comes out and they will like the agent that I refer to them. People naturally connect with referrals, but I am sure you already knew that...

I present my marketing plan and if we build rapport I get the listing. Sometimes they are using us to get a market value and then list with a friend. 

Wanda Kubat-Nerdin I always submit a proposal prior to a listing appointment which has my fees and a marketing plan. Once the seller/lessor reviews my proposal and we set an appointment, I usually know I will get the listing since most questions are already answered.

I bring my track record and knowledge.

Alexandra nailed this one!

I listen to the homeowner.  The appointment is about communicating how I can assist sellers with their needs.  That goes beyond the marketing of their home.