Listing Presentation Scripts

Before Viewing the Home

SCRIPT No. 1 – “I’m going to walk through the home with you looking at it through the eyes of a buyer, speaking aloud and candidly about what I see as a buyer would.  Is that alright with you?” (“Yes”)  “What I’m hearing from you is that you want me to be honest with you, correct?”  (“Yes”)  “So if I think there is something in your home that will hurt you financially, like something that needs to be updated, improved or fixed, you will want me to tell you?”  (“Yes”)  “Great! Then let’s get started.”

SCRIPT No. 2 – “Would you mind quickly filling out this quick Home Seller Information Questionnaire while I look through the home on my own so that I can see it through the eyes of a buyer to evaluate how updated it is and to see if there are any repairs needed that would prevent us from selling?”

SCRIPT No. 3 – “On a scale of 1 to 10, with 10 being the most honest, how honest do you want me to be?” (“10”)  “Great.  Now I’m not going to go through your home and tell you to move walls around, but I will provide you with some suggestions that will help you sell your home faster and give you the best return on investment.  Does that sound good to you?”

Sitting Down at the Table

SCRIPT No. 1 – “Besides price, is there anything else you would like to know?”

SCRIPT No. 2 – “Now I’ve got a lot that I can show you today, but before we get started, tell me what questions you have for me?”

SCRIPT No. 3 – “First tell me, what are you most concerned about with selling your home?”

Listing Presentation Technqiues

After you have viewed the property and sat down at the kitchen table, asking questions about their concerns and needs regarding the sale of their home will start to uncover all of their objections to selling. Typically these objections will be about price, timing, condition, commission or motivation.  Also be sure to sit at a table with the clients close together, rather than spread out in a living room that is not conducive to signing a listing agreement.  Most importantly, it is imperative to ask multiple questions about their motivation for moving regardless of whether they raise the issue or not.  Use our Needs Analysis Script to help conduct this series of questioning to demonstrate a higher level of customer service by uncovering the needs of clients while also tapping into the motivators that get them into immediate action.