With listing presentations, it’s important to put your best foot forward. Competition is tight in the real estate market. In order to beat the competition, you need to show your prospects that you’re the best agent for the job.
The usual show-and-tell spiel won’t do. You can’t just waltz into a meeting with a portfolio and call it a day. You need to start a productive conversation where you can convey your expertise and learn more about the listing you’re planning to take on.
To succeed in the real estate game, try this 5-step plan for preparing listing presentations:
Step One: Do your research
Try to gather additional information about your listing prospect. Before you meet in person, look for relevant details about the seller in their property. Check tax records and other crucial details. You can also learn more about your prospects by checking their Facebook or LinkedIn profiles.
Step Two: Schedule your appointment wisely
When setting your appointment, don’t just talk about when and where you will meet. Use the time to ask your prospects about their property. Ask them about their motivations for selling, and how much they’re planning to make in the endeavor. Most importantly, find out if they will be speaking with other agents.
If they are, use the “last-in” strategy. Suggest that you’d like to be the last one to give your listing presentation. This way, you become the first agent on their minds when they start reviewing their choices.
Step Three: Prepare visual aids
Come to your appointment fully prepared with visuals. Prepare a PowerPoint deck that showcases your previous experience. Craft your numbers into a Competitive Market Analysis. You can also add pictures of properties you’ve sold in the past as well as testimonials from satisfied clients.
Save your PowerPoint deck on an iPad or Android tablet so your prospects can easily browse through it as you make your pitch. Having handled real estate presentations in the past, we can assure you that a portable, accessible deck will appeal to a clientele that’s always on the go.
Step Four: Have an honest and productive conversation
When giving your presentation, always remember that your main priority is to help prospects meet their objectives. Always be courteous and answer their questions as truthfully as you can. Give them an accurate description of the real estate market and offer constructive advice if you have to.
Step Five: Personalize your follow-up
Your listing presentation is only as strong as your follow-up. Two days after your meeting, call your prospects and ask them if they’re ready to make a decision. Aside from that, don’t forget to thank your prospects by sending them a personalized note. Send them a handwritten note expressing your gratitude. You can also offer to provide additional information through email or LinkedIn.
Listing presentations are crucial to the real estate business. Make sure you’re doing the best you can to secure potential sellers and clients by following each step of this plan.
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“Listing Presentation Manual Definition.” Marie Flanders. Accessed August 26, 2014.