My team and I are listing agents, and most homeowners request a presentation from three agents before a decision is made. I often hear an agent in the office express joy because she will be the last agent of the three to make a presentation.
I could never understand the importance of placement when one refers to a listing presentation. If one has a presentation that is powerful, it doesn’t matter when it’s given.
If you’re first, the other agents need to meet or beat the magnitude of your presentation and printed material. It’s difficult to compete with a seasoned listing agent who has significant experience in marketing, if you are a newbie or not a heavy hitter.
If you’re the last to provide a presentation, you do have an easier opportunity of closing them for the listing. They’ve already heard and seen what the other two have to offer, and now it’s time to “wow them” with your marketing expertise. It’s certainly easier for the last presenter to close, but the last agent must be a notch above the rest or it’s futile.
To be a listing agent is to be in competition with other agents. A good listing agent craves for “the kill.” A top listing agent is competitive from the listing presentation through the marketing phase. Present better....market better....It’s the nature of the task!!!
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