SUMMER LISTINGS –
Key Components = Increase your LEADS, ROLE PLAY and PRACTICE OBJECTIONS, protect your SCHEDULE, MAKE THE CALLS!
USE a proven script for leads, calls and presentation.
Know the stats of summer sales in the past year and put them in terms of percentage. For example – In the sunshine MLS, in 2011, 4,588 homes SOLD between May 1, 2011 and Sept. 1, 2011. The total for the year was 12,585… or 37%. Can you only afford to have a 63% chance of getting to ____________________ (motivation).
(Sellers think that nothing happens here in the summer). Take the time to know what’s sold in the neighborhood in the last month (or in their price range, if none)… so you can quote that – and say “buyers are clearly here buying…wouldn’t it be great if yours was one of those?”