A Dialogue to Land You Listing Appointments

What if I could teach you a little dialogue to use that would land listing appointments for you??

Would you be willing to read this whole article?

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Every agent who bumps into a listing lead offers the potential Seller the same thing:? a Market Analysis.? Better known as a CMA (Competitive Market Analysis), the tool compares similar properties to determine the value of a property.?

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But if EVERY AGENT uses the same tool, why does a Seller choose to meet with YOU?

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Answer:? Because you offer a Highest Price Analysis.?

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What does every Seller want?? The highest price.

What exactly is a Highest Price Analysis?

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It’s a CMA with something extra.? You can add anything you choose – a Timing Analysis or a Marketability Checklist, etc.? (Hmmm…..it might be time to review our Hot Buttons!) But the point is this:? If everyone else is offering the same item, you need to offer something different.

Whether on the phone or in person, you always begin with lots of open-ended questions.?

Consider these:

“How long have you lived in your house?

What made you fall in love with it?

Why are you thinking of selling?

Where would you go if you did move? Who else is involved in making a decision to move?

What do you think it might be worth?”

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As they answer, you listen and nod and respond.? That’s called “active listening” and lets the Seller know you are right with them.? When it feels right, you ask:

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“Has anyone done a Highest Price Analysis for you?

What that is is a look at similar properties to determine the highest price you can get for your house – then we take a look at timing to see how long it would take to get maximum value and what we can do to make sure you get every dollar you can.?

Would something like that be of value to you?”

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Then say something like this, in your own words:

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“So why don’t I do this, I don’t mind.? Why don’t I stop by, take a look at your house, and while I’m there I show you that Highest Price Analysis. Then, whatever you decide is up to you, but at least you’ll have all the information.? Could I stop by on Tuesday afternoon or would Wednesday be better?”

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Though I’ve taught thousands of agents the Highest Price Analysis dialogue, I would wager that most of them slip back to the more familiar CMA instead.

In this kind of market, it’s the little things that make the difference and separate the “good” from the “best”….so use the words that will let the Sellers know you have their best interests in mind AND show you are different from other agents.

Are you in?

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