How to Prepare for a Luxury Real Estate Listing Appointment
10/06/2021
So you’ve landed your first luxury listing appointment — now what?
Meeting with prospective clients — especially ones at a higher price point you may have never worked in before — is intimidating, to say the least.
Your listing appointment is their time to ask you questions, get to know you, and ultimately decide whether or not you’re the luxury real estate professional they want to work with. In other words, it’s your time to shine. To shine, though, it’s important to arrive at your listing appointment prepared.
Here’s what arriving “prepared” to your listing appointment really means:
1. Don’t Skimp on Marketing Materials
Prospective sellers want to know one thing: that you can quickly and easily sell their home at a price they feel comfortable with. To demonstrate that before they’ve officially hired you, you need to show them that your marketing skills are up to par. With that in mind, it’s not only important to show up to your appointment with example brochures and branded presentation materials, it’s also important that the quality of those assets can compete with the high-quality marketing upper-tier clients see on a daily basis (think luxury brands like Chanel, Mercedes, and Porsche). When preparing, some materials you’ll want to bring with you are:- A deck of images or brochures from previous listings, or “spec” brochures you’ve mocked up of the prospect’s current neighborhood or home
- A presentation of your listing strategy
- A branded current market analysis (or a branded version of the Institute’s Luxury Market report)
- A snapshot of your results over the past year
- High-quality business cards