How to Sell Pre-Listing Services to Your Clients
The often difficult task of convincing your clients to invest in repairs, painting, and updates to their home pre-listing can prove difficult. Many are strapped for cash, or downright cheap, and tapping into their psychology is tough. However, when you really showcase the benefits in several different ways, you are likely to strike a chord and get them to move forward.
Some folks are numerically minded. Here, showcasing the economics and financial benefits of things like home staging is key. You would want to explain the savings in terms of selling the home faster and fewer mortgage payments they will be making. You would also want to showcase the higher list price they will likely receive and how that flows into their bank accounts.
Some folks are emotionally driven. These people are slightly more difficult to convince because it isn’t straight data that you’re presenting. However, you would be marketing the peace of mind they will receive from selling their home faster and for more money. Helping them envision the next chapter of their life is necessary.
Last but not least, some folks respond well to visuals/graphics or testimonials. Here, you can show them a gallery of how their home will look upon listing, and the success others have received as a result of these services.
Whoever you are convincing to invest in pre-listing services doesn’t matter. What matters is that you are able to figure what type of person they are and how they respond to these factors. That is what will make or break the sale, and ultimately determine your success with selling that listing.