2016 LISTING PRESENTATIONS Popularity Contest? Not! How many times have you scratched your head in amazement of how an agent with limited success or experience, ends up with a great listing?  After all, a seller’s decision about who will best represent their needs is one of the most important financial decisions they will make in […]

2016 PRESENTATIONS The Fact-Benefit Approach It’s been said when you “assume” something, the spelling of the word says it all, ass of-u-and me. Every sales professional should be aware of the risks associated with assuming their clients understand the key points made. That’s why it’s important that Instead of presenting an important fact and “assuming” […]

2016 Listing Presentations Testimonials Rule Did you ever wonder what the best, most precise presentation in real estate would look like? Listen carefully, because you’re about to receive the secret to dazzle both your buyer and seller prospects. Keep in mind that less is more, KISS (Keep It Simple Salesman or Stupid). Also, keep in […]

2016 Listing Presentation Outline   When a seller is deciding who should represent them with their real estate needs, they will make the decision based on two criteria: Who they like and trust. Who they feel will best represent their needs. Your potential clients will decide if they like and trust you based on your […]

2016 Listing Presentation: Don’t Date the Listing A serious mistake that many agents make while attempting to secure a listing is to agree to wait until the seller is ready to get the listing agreement signed.  In one respect, it doesn’t make sense to list the property that hasn’t been properly prepared for sale.  It […]

2016 Listing Presentations: Key Point #5 Negotiating Skills In addition to the four points listed below, there’s a fifth consideration that is also compelling. You’ve already shared the following: Sharing your impressive resume of production, or better yet, reviewing testimonials you have received from previous clients that are similar, or on key points they have […]

2016 Listing Presentation: Key Point #4 Analytics Up to this point, you’ve shown your seller prospect how you’re different and why they should pick you, by pointing out the following: Sharing your impressive resume of production, or better yet, reviewing testimonials you have received from previous clients that are similar, or on key points they […]

2016 Listing Presentations: Key Point #3 Strategic Planning You’ve already discussed in your listing presentation why the seller should list with you. You’ve shown the seller how you’re different or why they should pick you by: Presenting your powerful resume and/or sharing exact fit testimonials with the sellers. Impressing your sellers with your professional photography […]

2016 Listing Presentation: Key Point #1: Professional Resume and Testimonials Successful agents are generally well-prepared for Listing Presentations. CMA information has been researched, a Marketing Proposal has been prepared and examples of the quality of the agent’s work and resume are all ready to present to the seller.  Agents are generally confident that the listing […]

2016 Listing Presentations (part 5) Negotiating Skills In parts 1, 2, 3, and 4 of the listing presentation, we discussed: Part 1 –  The Warm-Up – To identify your prospective seller’s personal goals and objectives or what we call their “hot button.” Part 2 – Casting a Wide Net – By exposing their property to […]