Do you have the presentation skills to thrive in a highly competitive real estate market? Explore this collection of articles, tools and resources that will wow your clients when it comes time to present your value.
Today's savvy sellers require much more information than a CMA and a smile. They expect an in-depth analysis of their local market. They want a customized marketing plan, tailored to their home and their needs. They want to know they are hiring an expert. If your listing presentation isn't one of your most powerful tools, you're going to lose the listing.
In Listing Presentation #1 - Polish Your Presentations I talked about the importance of having a powerful listing presentation that covers five critical areas: pricing, communication, technology, marketing, and home presentation & photography. This week I'm going to look at the first of those categories - pricing - to illustrate how powerful pricing tools can enhance your listing presentation.
This is the third article in my series on powerful listing presentations, where we'll be covering pricing, communication, technology, marketing, and home presentation & photography. This week I want to discuss powerful client communication tools and how they will enhance your listing presentation.
Regardless of whether technology is important to you in your personal life, you must step up to the technology plate when it comes to your business. In today's world, providing the widest possible array of online marketing tools is critically important to your success as a listing agent.
I want to discuss the power of your print marketing tools... and why you simply must spend time creating a portfolio of materials that represents your professional expertise and shows your sellers exactly how you'll market their home.
Humans, by nature, are visual creatures. What we see with our eyes is what tugs at the strings of our heart, and engages us emotionally. Because of this, visual cues are extremely important in real estate - it's the way we first connect buyers to homes, and it's the way those buyers ultimately move beyond simply looking at homes, to mentally creating new memories in that home... before they even live there.
Research shows that there are five areas of most concern to all sellers. It's not all about price! View an example of how to address these five concerns, then download the tool and create your own piece for sellers.
It's time to do your first walk-through of a new listing - do you know what you are looking for? Make sure you get all the details right the first time and use our Listing Walk-Through Checklist! You'll have all the details you need, ready and at your fingertips when you start marketing the property.
That moment of panic right before you're about to make a presentation. It's like a lead weight in the pit of your stomach. It makes you want to run and hide or to be magically transported somewhere else. One of the main reasons that many agents are so afraid of presentations is fear of a bad outcome. There's nothing worse than making a presentation only to be challenged with tough questions.
In part three of our focus series on Working with Sellers Denise covers CMAs and the marketing discussion at the listing presentation. You need more than just a CMA, follow along as Denise talks about what that looks like. Then Denise dives into online marketing, its components and how to showcase that during your presentation.
This editable Word Document is a great starter for creating your own new listing checklist. Consider the extra steps you take, eliminate the ones you don't need, and you will always have a system to follow for new listings.
Not only is knowing your personality type important for determining the strengths and challenges you face when it comes to adjusting your business plan, it is also important for considering how you communicate with others. Familiarize yourself with this handy overview of the different personality-types and how it affects sales behavior, priorities, expectations, reactions to stress, how they treat money and much, much more.
Denise introduces the power of using packages in your real estate business. Are you one of the 10% of agents who are using packages? Learn why you should be using packages with this presentation on the Sellers Package.
Most real estate agents don't have well-prepared listing presentations. This is the most important tool to master in a world with more agents than ever competing for the business. Agents who get the business do come prepared with knowledge of the market, a proper introduction of who they are, and an awareness of what the client wants and needs and how they can meet those needs.
Don't wait for the client to ask the questions, show them what you have that will work for them. Give them ideas and show them who the expert is. Be visual and use visual representations to help clients to better grasp what you are saying to them. Follow an agenda and let them know how you will use pricing as the centerpiece and communication, marketing, going beyond decluttering to staging and other tools to get them the best results.
Don't go in unprepared! Follow this checklist (or combine with what you are already doing) and wow your sellers!
Many agents are familiar with the concept of qualifying home buyers before taking them out on their first home tour, but few agents apply the same philosophy to the listing side of the transaction. In this follow-up call to our sold-out Get the Listing! seminar, Denise addresses why you should consider adding this to your tool kit, when to do it, how to avoid mistakes that agents make when qualifying their listings, and how this practice can not just save you time, but give you valuable insights that can help you through the entire transaction.
Expert tips for listing presentation success in all situations.
This editable Word document is designed for you to walk through and note the condition of a seller's home.
Are you overwhelming or underwhelming your prospective sellers?