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Episode 13 - Listing Presentation Strategies and Objections
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- Title: Strategies for Successful Real Estate Listings and Overcoming Objections
- Introduction: Bob Mangold, a real estate coach, introduces Episode 13 of "If You List, You Last" podcast. He discusses preparing for listing appointments and handling common objections encountered by agents.
- Proprietary Listing Process: The podcast highlights the unique solutions provided by their proprietary listing process and how agents can effectively respond to objections.
- Real Estate Asset Advisors Community: Encourages joining the Real Estate Asset Advisors Facebook group for further discussion and input on podcast topics.
- Mortgage Market Update: Analysis of recent trends in home sales, foreclosures, and delinquencies. Emphasizes the importance of upcoming reports like Case Shiller, FHFA Housing Price Index, and the JOLTS Report.
- Listing and Objection Handling Tips:
- Importance of anticipating and addressing objections during presentations.
- Differentiation between live and Zoom presentations and adjusting accordingly.
- Importance of making conversations client-focused rather than agent-focused.
- Effective use of language and terminology, such as replacing 'commission' with 'marketing fee.'
- Presentation Techniques:
- Advises against overly lengthy presentations and recommends focusing on the process over personal achievements.
- Emphasis on addressing seller's primary concerns: highest net price, fast sale, minimal headaches.
- Closing Techniques:
- Guidance on non-aggressive closing techniques.
- How to address potential objections during the closing phase.
- Additional Resources and Offers:
- Mention of biweekly Elevate business briefings.
- Availability of a pre-release version of Bob Mangold's book for further insights into the Home Boss process.
Join our Facebook Group at: https://www.facebook.com/groups/realestateassetadvisors
Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org
Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com
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