How do you decide to do a one or two-visit listing presentation? Most people want to do a one-and-done, but for these situations, it may not be the right call.
“On the first visit, you shouldn’t mention commission or list price at all.”
Whenever you visit someone for a listing presentation, you want to have a good idea of what your client’s list price should be. Sometimes you can figure this out before you visit someone’s home, but that’s not always practical. In certain areas, home values are vastly different depending on construction quality, location, age, or other factors. Visiting the home lets you take these factors into consideration before coming up with a list price.
The other time you should consider a two-visit presentation is when the client is further out from the process. On the first visit, you shouldn’t mention commission or list price at all. Instead, focus on building rapport with the client. If they press you for a list price, lean on the high side.
For example, probate leads are usually farther away from the home-selling process. I almost always do a two-visit listing presentation in these cases.
If you would like more information on this topic, please reach out via phone or email. I am always willing to talk.
