Hi I have a role-play scenario in which I don't quite understand How I can do to deal with this case

You are working as an Agents Representative for Victorian Star Real Estate in Ivanhoe. You have been cold calling homeowners in the local area.

You have a conversation with Tina Azzopardi, who tells you that she and her husband Dominic are considering selling their Ivanhoe home as they are looking to downsize now that all their children have left. They have lived in their house for over 30 years.

Their property is: 29 Maplewood Street, Ivanhoe, Vic 3079 Land size 579 m

Floor area 162 m

Year built 1930

3-bedroom, 1-bathroom house with 1 car space

You make an appointment to visit their property the next day and present the services that your agency can offer and discuss market pricing and expectations and the process for selling the home.

You are to carry out a roleplay with you as the agent, making a listing presentation to the Azzopardi's. Please have a friend, family member or colleague play the role of one of the Azzopardis. Let them know that you are being assessed on your ability to present your agency and the services you offer along with answer any questions they have in regard to selling their home whilst following agency practice.

It is a requirement of this assessment that you dress and present yourself as you would when conducting a listing presentation in your workplace.

You should consider the following:

- Building rapport

- Discussing your skills and services

- Establishing realistic expectations

- Provide information/answer questions on current market

- Answering questions on sale price

- You agents estimate of price ESP

- Providing information on marketing options and costs

- Establishing best sale method

- Negotiating commissions

- Discuss and record any client instruction

- Outline process that will be implemented to act on behalf of client

- Reference to current legislation as applicable

You will be assessed on your ability to:

- Demonstrate effective communication techniques

- Demonstrate effective interpersonal skills

- Answer questions

- Deliver concise information

- Listen to and address client concerns

- Control the conversation

- Provide clear advice

- Ability to overcome objections

- Secure listing

- Knowledge of relevant legislation