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Listing Appointments
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Study: Listing Appointments
Objective: Possess a competitive advantage to win the
significant majority of your competitive listing presentations.
Arch Subscriber: Linda McKissack, McKissack
Realty, Keller Williams Realty, Denton, TX
General:
Linda McKissack, a $42 million dollar a year producer is regularly
ranked as one of the top five agents for Keller Williams Realty
and in the top fifty of all REALTORS® nationally. Linda's
team includes her husband Jim and son Brad. The Mckissack
group has been a subscriber to the Powerline service since
1994.
Strategic
Overview:
Linda closes approximately 90% of all her listing appointments
and credits the Powerline service as a key component to her
listing presentation. Linda uses Powerline as a deal closer,
visually demonstrating the service to "wow" the
client and establish a unique selling proposition. |
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Action:
When practical, prior to the appointment Linda records a short verbal
offering of the home of the potential clients. At the appointment,
Linda starts by posing a few questions to the seller. How many buyers
can other agents provide to you? Did they share with you the process
in which they obtain buyers and how many buyers the currently have?
The answer to these three questions are almost always "I don't
know," "No," and again "I don't know."
Linda then asks the seller, "Mr. Seller, if the other agents
had the tools and processes in place that could answer these questions,
don't you think it would be the first thing they told you about?"
Linda proceeds with her
presentation by answering the very
questions that she raised earlier. She shares with the seller
a call report that shows the phone numbers, names and address of
the many people who are requesting information through her 800 number.
She makes a point of the after-hours calls, stressing that these
callers would most likely have been missed by other agents while
her team can respond 24 hours a day.
Linda finishes her presentation
by having the potential client experience the technology for themselves.
If she has recorded a sample of the sellers' home she will call
it or if not Linda hands the prospect one of her ads and tells him
to call on any of her homes. They call her 800 number, enter an
extension for one of the homes listed and listens to Linda's recorded
description of the property.
Within one
minute Linda's pager displays the phone number of the sellers.
Within a matter of minutes one of Linda's buyer's agents calls the
seller back, just as if it had been a legitimate lead, reinforcing
how quickly prospects calling on his own home will be responded
to. (Powerline's unique dual paging feature enables two team members
to be paged on the same call)
"I
close over 90% of my listing presentations using the PowerlineT
listing presentation. I would recommend this system to any
agent who is serious about growing their business." -Linda McKissack
Result:
Linda closes approximately 90% of all her listing appointments
and credits the Powerline service as a key component to her listing
presentation.
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