What happens when you list? You last. Let’s talk listings.
Listing presentations are an agent’s opportunity to give potential clients a taste of what it would be like to work with them. In just a short amount of time, you should be able to explain your marketing techniques, why you’re the perfect agent for the job, and how much money you’ll earn them. When you’re competing for listings with major corporations and small business owners alike, it can be hard to set yourself apart from the crowd.
Crafting your own listing presentation can be intimidating, but taking the time to hone your content, practice for interruptions and objections, and rehearse your delivery will help you win more listings.
Here are our top tips to help you stand out at your next listing presentation and win more clients.
TIP #1: Information sells. Do your research!
This process starts and ends with a comparative market analysis of the subject property. It’s not too difficult to do, but it is an important step in the process. To perform your own comparative market analysis, you need to look at what similar homes in your area have sold in order to estimate the subject property’s current market value as accurately as possible.
You should also be researching the neighborhood, learning about the businesses in the area, and identifying local amenities. When you communicate this knowledge, you’ll demonstrate your insider’s knowledge of the community and impress the potential client.
TIP #2: Mind your body language.
Eye contact, tone of voice, and body language are critical elements in any conversation. Make sure to maintain eye contact and have conversations with your audience; that way they’ll be engaged throughout the presentation.
Another thing is the way you dress makes a strong impression on people, so take the time to dress professionally. Business attire will help you get noticed by prospective clients and set the tone for a productive meeting. Make sure your look is authentic—choose clothing that expresses your personality and inspires confidence.
TIP #3: Scripted conversations are inauthentic.
You don’t have to bring a script with you to the presentation. An overly-rehearsed interaction lacks personality and will come across as stiff and rehearsed. It will be more natural and memorable if you go into the meeting without anything written down so you should prepare your real estate listing presentation at your office, prior to the actual meeting.
Make the potential client feel at ease by making small talk. Be a person they can trust. Make them laugh. Make them feel at ease. Give them an opportunity to talk about themselves.
TIP #4: Allow time for Q&A.
To get into the minds of your sellers, it’s not enough to wait and see if questions exist; you have to ask them what they think. This is where your sellers can get involved in the selling process. Some questions can be:
- Is this the first home they’ve ever sold?
- How do they feel about the process?
- What parts of the process are they looking forward to?
- What do they find most stressful?
The more they feel like a part of the process, the more likely they will want to collaborate with you on the selling of their home.
TIP #5: Leverage technology.
If you want to impress prospective clients and secure listing appointments, don’t just show up with a single flyer. Bring a wide variety of marketing materials to show them how many different ways you plan to advertise their properties.
When you pitch your services to a new client, one of the most effective ways to create rapport is to prepare a comprehensive marketing package. Three-dimensional imaging is transforming the real estate market by providing a new level of convenience for home buyers and sellers which enables buyers to explore a property without ever stepping foot in it, enabling them to make a more informed decision before purchasing a home.
3D virtual tours and staging is changing the way real estate is bought and sold – and it’s why we at FairLead have partnered with them to offer the greatest visual and marketing technology to empower our agents to do business their way. It’s helping our agents’ buyers tour properties without stepping inside, and it’s giving agents an edge by boosting sales and prices.
Here at FairLead, we know how you feel. You’re just getting started, and it seems like everyone else is doing listings better than you. But listen up—it takes time, but if you keep honing your presentation skills and focusing on the little things that make a big difference in your sales, you’ll get there and we are here to support you every step of the way.
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