According to seasoned real estate agent Jim Droz, listings are the foundation on which success is built. If you want to be successful, you need listings, and if you want to get listings, you need to have a phenomenal listing presentation. If you want to have an effective, fantastic listing presentation, then you need to be prepared. Here are some tips on how and what to prepare.
In your mind, there’s no such thing as a 15 minute listing presentation. You will be spending as long as you need on the presentation in order to turn prospects into clients. Therefore, plan your presentation accordingly. Keep in mind that preparation equals respect: the amount of time you spend preparing for the presentation directly correlates with how much you respect the prospect’s business.
Jim suggests that you send prospects a pre-listing delivery. This is especially crucial if you’re not the first agent to present to them or your meeting has been delayed. This will not only turn your future appointment time from pencil to pen in their book, you will make prospective clients wait to hear your presentation in person.
Your pre-listing delivery packet should include the following items and have the following features:
- Presentation booklet
- Video/DVD (see below)
- A sense of uniqueness
- No price indicators
- Professional appearance
Furthermore, your packet should be delivered in person, either by yourself or an assistant.
Your pre-listing DVD will be a unique tool that teaches a seller how to interview an agent. It prepares the seller to pre-select your services.
Benefits of a pre-listing DVD include:
- Great pre-listing package tool
- Pre-sells your services
- Provides you with an educated homeowner
- Eliminates competitors
- Pre-handles objections
- Tremendously improves presentation impact
- Is unique
- Is very professional
By scheduling appointments, sending prospective clients pre-listing packets (DVD included), and aptly preparing for your listing presentations, you will stick out from the crowd. Your professionalism and attentiveness will be greatly appreciated, showing prospects that you are there to serve them.