We started with a question on verbiage for listing appointment/consultation. Greg explained why he uses “listing appointment” with himself and his staff, and “listing consultation” with the seller. This helps him think of the appointment as immovable, but less threatening to the seller. Melinda shared why she uses “listing presentation” which sets up the expectations for a sales presentation. We also covered some ideas for marketing a home with a small plane hangar on the property.
Melinda explained some of the keys to her success in 2015, starting with script practice. “One of the things I really focused on this last year was increasing my presentation skills. Really working on my scripts, my objection handlers, knowing the inventory, getting out and previewing properties so I know what I’m presenting. It really makes a difference when you really sound like you know what you’re doing..” She shared her schedule for daily and weekly role play and listing presentation script practice.