Sometimes we do ourselves a real disservice with the words we use. For example, many sellers believe that a real estate agent is a commodity product and that all we really do is list their homes in MLS, fall to our knees and pray that they sell. This certainly isn’t the case. Yet we reinforce this opinion by talking about a “Listing Presentation” as if all we are going to do is list the home.
What if you have a “Marketing Consultation Appointment,” rather than a “Listing Presentation?” After all, your presentation involves (or should) a discussion of the market, a consultation about pricing, and presentation of a recommended marketing plan. Why not use terminology that describes what it is you really do – consult about the marketing of the home.
Differentiate yourself from others who may call to set up “Listing Presentations” by calling instead to schedule “Your Marketing Consultation.” Sellers are likely to think, “Wow! Here’s a real estate professional who sounds like she may actually market my home.” A small change in terminology may help you secure the listing. Just be sure you deliver on the implied promise to offer an excellent marketing plan.
