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Sign into your account3 Elements of a Winning Listing Presentation
June 19 2016
We've all heard about how agents can use video to market their listings. Today, we're going to look at a unique way that agents can leverage video to engage sellers and win more listings.
This is a concept pioneered by Garry Wise, co-founder of GoodLife Realty and The Paperless Agent. Wise uses the videos to support another concept he's developed--the "3 Ps of Selling"--as a way to both prepare sellers for the home selling process and engage them in that process.
"We share the 3 Ps with clients both before and during the listing presentation," says Wise. "We share the information via short YouTube videos before to prepare the client for the listing presentation, which allows us to cover our services in more depth during the presentation and reinforce the information we've already shared."
The idea is to educate clients and make them feel like a partner in the selling process. This helps sellers better understand the role of the agent in the process, as well as the agent's value.
Here are the 3 Ps that the GoodLife Team uses, and the accompanying videos that they share.
1. Preparation
Before a home is put on the market, it first needs to be prepared. This means cleaning, staging, and making needed repairs. Wise informs his clients that he'll be doing a walkthrough of the home and noting necessary repairs.
Next, he discusses the importance of staging and cleanliness. To emphasize his points, he offers before and after photos of staged properties, and shares statistics linking staging and selling prices. He also refers sellers to a professional cleaning company to keep the home spotless while it's listed.
"By informing potential clients before the listing presentation, it becomes easier to convince sellers they need to prepare and stage their home," says Wise. Here's the video he shares with sellers to convince them of the importance of preparation: