There is nothing wrong with taking a listing that is overpriced, if given time, you’re confident you can get the seller to be more realistic and lower the price.  But, if you agree to take an overpriced listing, you must be prepared to deal with a seller that may allow you to spend time and […]

Listing Presentations – Why Should I Choose You? During every listing presentation, the perspective seller asks themselves, “Why should I do business with this agent?” The agent that is best able to prove what they can do for the seller is most likely to get the listing. In other words, if you expect to get […]

2014 Presentations – 4 Part Sales Presentation Outline   1.     Sell Yourself 2.     Sell The Company 3.     Sell Services 4.     Close The Sale Sell Yourself – (The Warm-Up) “People don’t care what you know until they know you care”                     • Gather Info – Strategic Brief questions • Build Rapport – (like and trust) Find areas […]

Presentation – Your Role as a Trusted Real Estate Advisor When buyers and sellers make a choice on who they are going to do business with, their most important consideration is what you as their representative bring to the table. The Company is also important, but clients ultimately do business with “who” they feel is […]

2014 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 […]

2014 Presentations – Make it “Sizzle” The weather up north has been terrible and it’s expected to be bad in February and March as well. Yet, here we are in Florida, in our warm little bubble. Most of us have enjoyed the Florida lifestyle for so long, we take it for granted. This can be […]

2014 Presentations – Do You Really Need An Agent? As the real estate market continues to heat up in the coming months, it will become more and more important for every agent to pinpoint the value they bring to their clients. We suggest you memorize the laundry list of benefits you provide to your clients. […]

2014 Sales Presentations – Don’t Be a Tour Guide How many times have you spent hours or even days showing a perspective buyer home after home after home? It seems like a good idea, but in reality, it’s not. Consider the following scenario: A couple contacts you because they’re interested in purchasing a home. The […]

2014 Perfecting Your Presentation Part 7 – Your Negotiating Expertise     The Listing Presentation has included selling yourself, selling your company, agency quality marketing materials, analytics, strategic planning, and collaboration with others. The final part to perfecting the presentation is to point out your powerful negotiating skills. Negotiation skills are a direct result of expertise […]

2014 Perfecting Your Presentation Part 6 – Collaboration     In the previous five parts of the listing presentation, we’ve covered selling yourself in the warm-up, selling your company, verification of your professional quality marketing materials, applying your analytical skills to identify market trends, and developing a strategic plan to sell the home. The next step […]