Does your Listing Presentation need Sharpening?
There was a time when you could show up at a Seller's home without a "toolbox". You talked a little about yourself, your company, your marketing and then reviewed the CMA together. Sellers expect much more from you now.
If you don't have a GOOD Listing Presentation, you could be missing out on many good listings. What are the things you need?
1. Your presentation should always have an Agenda. It doesn't have to be written down, but it needs to be a specific order so that you don't miss important parts and forget to cover Key Issues. The Sellers may get involved in this part and get you off track, but you can always go back to where you were and continue moving forward without missing anything.
2. You need to have Visual Tools. Most people still want to see and touch something. This helps to hold their attention too. These visuals should include pricing, marketing, technology and photography. This will let you stand out from the other agents.
3. Make sure you make eye contact with everyone involved. Often, you've only spoken with one person, but they may not be the decision maker. You need to engage each person present at the presentation.
4. Let them know exactly what they can expect from you. Don't assume that they know. Their last experience could be dramatically different than how you work. Cover what you're going to do and when you'll do it.
5. Be prepared to stretch out the presentation or shorten it based on their personality type. Not everyone whats the nitty gritty. They may want short, sweet to the point. You need to be able to adapt to keep them engaged.
6. Be organized! The better prepared you are, the more confident you'll feel. When you feel confident with your presentation, you can deliver even when you don't feel your best. When you know your "stuff", your confidence will show through to them!