{"id":9455,"date":"2013-06-11T03:51:22","date_gmt":"2013-06-11T08:51:22","guid":{"rendered":"https:\/\/bhgrealestateblog.com\/?p=9455"},"modified":"2024-12-30T11:10:57","modified_gmt":"2024-12-30T16:10:57","slug":"dynamics-of-a-stand-out-a-seller-counseling-session","status":"publish","type":"post","link":"https:\/\/bhgrecareer.com\/bebetterblog\/dynamics-of-a-stand-out-a-seller-counseling-session\/","title":{"rendered":"Dynamics of a Stand-Out Seller Counseling Session"},"content":{"rendered":"

Today it is imperative to set the stage with a listing prospect\u00a0in order to manage and meet their expectations.<\/p>\n

Because of the sheer volume of information available online, today\u2019s real estate consumer is quite savvy.<\/p>\n

As a result, consumers have their own definition of what they think a real estate professional\u2019s job entails in the marketplace.<\/p>\n

Seller Counseling Session Dynamics<\/h1>\n

As the industry matures and the internet closes the gap on listing<\/a> exposure, a new and unique relationship is being formed between agent and seller.<\/p>\n

A seller counseling session<\/strong> helps address a seller\u2019s unspoken questions, especially when there are financial issues involved. You can neutralize objections with this session and honestly determine if you want to take the listing.<\/p>\n

Use the session to showcase your skills and marketing plan and convey confidence to your client that you have the knowledge and abilities needed to effectively guide their transaction.<\/p>\n

Making the Presentation<\/h1>\n

Consumers\u00a0are generally interviewing\u00a0two or three other agents so standing out is a must.\u00a0 One way you can stand out<\/strong> is by engaging your prospect. A Educationist Edgar Dale developed the “Cone of Learning<\/a>\u201d which states that after two weeks we remember only 10{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c} of what we read, but we remember 90{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c} of what we do.<\/p>\n

\"cone<\/a><\/p>\n

What this means is that actively involving the seller in your listing presentation<\/a> will assist in awareness and retention. Consider, speaking and using visuals, but also involve the seller in order to get the listing.<\/p>\n

How do you involve the seller?<\/h2>\n
    \n
  • Bring a seller net sheet outlining all of their costs before they come to the closing table. Sellers are surprised with what their bottom line and cash due at closing will be.<\/li>\n
  • Do a walk through from a staging perspective; let them know what small changes they can do to help them get the most from their home.<\/li>\n
  • Ask them directly if they see value in the presentation.<\/li>\n
  • Involve them in your marketing; ask for their opinion on photos. Also ask them if they have photos they can share that were taken during different seasons.<\/li>\n
  • Ask the question, \u201cWhat made living here special?\u201d The stories they tell will inspire your photo-taking and write-ups on the home for advertising.<\/li>\n<\/ul>\n

    How are you making an initial presentation to potential clients? I would love to hear your tips for getting sellers active during your listing presentation in the comments below!<\/em><\/h3>\n

    NEXT: if you need a reason to purchase an iPad, doing your presentation on one will convince you. Stay tuned.<\/p>\n

    [ois skin=”Subscribe 1″]<\/p>\n","protected":false},"excerpt":{"rendered":"

    Today it is imperative to set the stage with a listing prospect\u00a0in order to manage and meet their expectations. Because of the sheer volume of information available online, today\u2019s real estate consumer is quite savvy. As a result, consumers have their own definition of what they think a real estate professional\u2019s job entails in the […]<\/p>\n","protected":false},"author":181,"featured_media":9457,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[191],"tags":[18831,24181,24241,34591,34641,34671],"class_list":["post-9455","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-real-estate-marketing-2","tag-home-listings","tag-listing-presentation","tag-listings","tag-real-estate-listing-presentation","tag-real-estate-marketing","tag-real-estate-marketing-presentation"],"yoast_head":"\nDynamics of a Stand-Out Seller Counseling Session - Better Homes and Gardens Real Estate Be Better Blog<\/title>\n<meta name=\"description\" content=\"Use the seller counseling session session to showcase your skills and convey confidence to your client that you can effectively guide their 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