Get more sellers to sign the first time. A Texas star shares how
By Michael Antoniak
When the topic is listing presentations, Cheryl Fairbanks is the expert. By her estimate, she leaves 95 percent of her listing appointments with a signed contract.
“Sellers want to know two things: if there’s anything they need to do to sell their home, and how much they will get,” she says. “If you try to answer those two questions without giving a solid presentation, they’ll say ‘next’ and move on to another agent.
“But if you use the presentation to establish your credibility and show them you’re the expert – before you ever start talking price – you’ll get that listing,” Fairbanks says.
Here, the Hall of Fame member with RE/MAX Trinity II in Southlake, Texas, outlines her best strategies – and what they could mean for your business.
Define the Process
Qualify the Client
Send a Packet
Be a Smart Scheduler
Price with Precision
Establish a Rapport
Make the Winning Pitch
Source: RE/MAX ABOVE Mag