I recently read a very interesting blog post written by OREA’s Elaine La Chappelle.
Elaine’s article stresses the fact that not all people are comfortable making presentations but if you keep it real, show enthusiasm and passion for your topic you will be a success.
While reading the article I realized that this sound advice can also be utilized during listing presentations with potential clients. It’s important for new REALTORS® to go into a listing presentation well prepared and to present the information in a natural, authentic way, or as Elaine puts it “planning what to say, organizing it well, knowing the audience, telling compelling stories and rehearsing. But when it comes to presentation style, my experience has taught me that it’s more important to be yourself and use your strengths. It may not be the slickest of presentations, but it will probably resonate more strongly with the audience. And, after all, isn’t that what we’re trying to do when we present?”
Why should we try to be anyone but ourselves on a listing presentation? Today’s consumers are very real estate savvy and are not looking for a “slick” presentation. They want a professional who will work to get their home sold in the least amount of time for the most amount of money. Sellers want to know how you will do that. Don’t bore them by pouring over a 40 page CMA. Send that information to them in a Pre-Listing Package so that you can dwell on the most important issues on your visit.
Be honest with your suggested price and show them how you achieved it. Make it clear how and when you will communicate with them during the marketing period. Listen to their objections, or better yet anticipate those objections and be prepared to handle them. Really listen to their needs and concerns and show them how you can help to alleviate the stress of selling a home. Instill in them they need to choose a partner who they will feel comfortable working with. If they feel comfortable with you, chances are you will get the listing.
And don’t forget to always, always, under promise and over deliver.
Jenny Kotulak, YPN Committee Member and OREA YPN Guest Blogger