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Look me in the eyes.

By Bryant Tutas

Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

April 22, 2009 09:26 AM

OK, today I'm going to write a little bit about "Listening presentations". I actually wrote a post about this quite a while ago titled "Make your listing presentation a listening presentation". Recently I had a listing presentation that really brought this concept home for me.

Now folks, I do want to say that all markets are different and all REALTORS® are different, so what works for me, may not work for you and vice versa.

About a year ago I bought a tablet computer. My thoughts were that I could use this in my presentations with a really nice power point show and could give the potential Sellers an online tour of all the different marketing that I do and show them how and where their properties would be displayed. Sounds like a good plan doesn't it? Well, I have to say, I didn't like it all.

The way I handle my listing presentations is basically to just sit down at the table and have a conversation with folks. I ask questions and then sit back and listen. My goal is to connect with them and build trust. Folks love to talk about themselves and by listening to them I am able to base my presentation on what their concerns and needs are not on me. My presentations are all about them and because of that every presentation is different. I have no script or predetermined game plan. I'm very prepared but I'm flexible.

So, the first time I tried to use my tablet presentation, I got about five minutes into it, closed it up and pulled out my paper presentation. I just wasn't comfortable. It was too cold and regulated. The biggest problem was that the Sellers and I were looking at a computer screen instead of looking at each other. No eye contact.

What I took from this experience is that I need to continue keeping my presentations very personal. Technology is a very good thing but it can't replace human contact. Look them in the eyes. Concentrate on them. Make a connection and build trust. At least my tablet still works well for reading in bed. What say you?

***Broker "Turner" Bryant image compliments of Craig Schiller.

Are you a Florida REALTOR(R) looking for a change? Check it out. http://TTRealtyNet.com

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Fran Gatti

RE/MAX Integrity - Medford, OR

Managing Principal Broker - RE/MAX Integrity

Amen to being personal. I take a listing agreement and one piece of paper with comps and competing listings and I know my market stats forwards, backwards, upside down and inside out, so I can speak knowledgably about the market and the potential listing. People love to know that YOUR ARE THE EXPERT. BB, you are so right on.

Apr 22, 2009 03:54 PM

Lynda Eisenmann

Preferred Home Brokers - Brea, CA

Broker Associate ,CRS,GRI,SRES, Brea,CA, Orange Co

BB,

"Listening"...works with a lot of things in life! Good coaching.

Apr 22, 2009 03:56 PM

Carol Culkin

Diamond Partners Inc - Overland Park, KS

Overland Park Residential Real Estate

BB - That isn't my style either. I find there is nothing better than heart to heart communication when you are trying to establish a relationship and build trust. AND, to further elaborate ...I sold my last house 10 years ago before becoming a real estate agent. I interviewed 4 agents and was totally turned off by the one with the power point presentation. Seemed computer savvy but had no people skills and really didn't seem to care much about establishing a comfort level.

Apr 22, 2009 04:54 PM

Michael S. Mackey

CENTURY 21 All Islands - Mililani, HI

REALTOR ABR, CRS, GRI, RSPS

I like your style..."I have no script or predetermined game plan. I'm very prepared but I'm flexible." That's how you are able to communicate with the client. Compare that to the corporate brokerages, with the canned presentation booklets, franchise statistics, and other garbage. I'd rather have a conversation with my client.

Apr 22, 2009 05:21 PM

Celeste "SALLY" Cheeseman

Liberty Homes - Mililani, HI

(RA) AHWD CRS ePRO OAHU HAWAII REAL ESTATE

I agree....up front and personal is how I keep it to. I have a booklet to show all my marketing stuff bu the rest is getting to know them and their needs. Listening...instead of talking the whole time is an important part of communicating with our clients ...

Apr 22, 2009 05:25 PM

Petra Norris

Lakeland Real Estate Group, Inc. - Lakeland, FL

Realtor, Lakeland FL Homes for Sale

BB - No wonder, you just too good looking and very personable :)

Being a good listener with eye contact gets the job done in obtaining the listing agreement, more importantly of course, if the price is right and that is another subject I'm sure you wrote about.

My clients are mostly elderly, they don't really care about the technology at a listing presentation. They just want somebody to listen to them.

Apr 22, 2009 11:22 PM

Rob Arnold

Sand Dollar Realty Group, Inc. - Altamonte Springs, FL

Metro Orlando Full Service - Investor Friendly & F

The computer presentations work on some people especially more in the younger group. However, I'm with you. I've gotten a lot more listings and bought a lot more houses by simply letting people talk, being friendly with them, and getting to know their needs and wants. You might be able to do something briefly with the computer just so they can see you are tech savvy.

Apr 23, 2009 01:18 AM

Cheryl Frei - Realtor® & e-Pro Certified Realtor®

Elite Realty - Absarokee, Montana and Billings, Montana - Absarokee, MT

Broker Bryant - I'm one who like to sit at the table! I like the eye contact! That way they can get a feel of me as agent and get a feel of me of selling their home or helping them to buy a home. By the way I pick a listing yesterday. My client talk for one week but I did get their listing.

Apr 23, 2009 03:46 AM

Sally Dunbar

Lyon Real Estate, Fair Oaks CA (Sacramento Area) - Fair Oaks, CA

Fair Oaks Realtor - Fair Oaks Homes for Sale

I'm with you... there is no way I'm stumbling through "I don't know why it's running so slow today", and the invariable bugs and shaky fingers i get when I'm on a pute in front of someone else. I like being eyeball to eyeball, and letting them tell their story.

Your picture is GREAT.... I wasn't sure it was you!

Apr 23, 2009 05:48 AM

Michael Eisenberg

eXp Realty - Bellingham, WA

Bellingham Real Estate Guy

It obviously works for you, I surre agree with listening, and llistening some more, ask probing questions, and keep that eye contact

Apr 23, 2009 06:10 AM

Lisa Hill

Florida Property Experts - Daytona Beach, FL

Daytona Beach Real Estate

I remember your previous post. I posted a response blog about how I managed to work my laptop into my listing presentation, and still made lots of eye contact. =P Lately, it hasn't been as necessary since the listings I've been getting are from people who have already decided to list with me. I bring it along just in case, but my last 3 haven't been necessary.

Apr 23, 2009 09:26 AM

Bryant Tutas

Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL

Selling Florida one home at a time

Oh man..it has been one of those days today. I will be back in the morning to read through all of these comments.

Apr 23, 2009 11:51 AM

Rebecca Levinson, Real Estate Marketing and Online Advertising Consultant

Real Skillz-Clear Marketing for Your Real Estate Vision - Lake Geneva, WI

Believe in listening, use pen and paper, have a post that's been brewing in my mind about eye contact so I say- Amen.

Apr 23, 2009 03:15 PM

Allison Stewart

St.Cloud Homes - Saint Cloud, FL

St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904

The fastest way to the kitchen is with a tray of cookies- what better way to start a conversation than with a smile! A laptop is too impersonal- I quit taking mine for presentations eons ago. Now would you like chocolate chip or oatmeal raisin?

Apr 23, 2009 10:12 PM

Barb Szabo, CRS

RE/MAX Above & Beyond - Cleveland, OH

E-pro Realtor, Cleveland Ohio Homes

Bryant, Listening is a lost art sometimes. We all like to hear ourselves talk but we have to resist the urge when we meet with sellers.

Apr 24, 2009 03:19 PM

Maureen Maureen

Orangeburg, NY

Hey BB - So funny you should mention this. The other day I went to see a staging client. I had given them the names of 3 agents that I work with frequently and they interviewed all three. They chose one and were happy - the agent got a great staged listing. They then proceeded to tell me that one of the agents only made eye contact with the wife and didn't really look at the husband. The husband really felt insulted. Other than that they loved his plan to market the home but the husband had been put off and they went with one of the other agents.

I didn't feel it was my place to tell the agent about the feedback but it's sad and he probably has no clue. Sooooo I'm in total agreement, eye contact can win or loose you listings.

Apr 25, 2009 12:52 PM

Kate Elim

Dockside Realty - Spotsylvania, VA

Realtor 540-226-1964, Selling Homes & Land a

Hi BB...Perfect example of how technology is not always the answer. Nothing takes the place of human interaction and interest.

Kate

Apr 25, 2009 01:51 PM

Erik Hitzelberger

RE/MAX Alliance - Louisville REALTOR-Luxury Homes - Louisville, KY

Louisville - Middletown Real Estate

BB - I spent hours and hours gettin my PP presentation just the way I wanted it. The first time I used it, I skipped through large sections to hit the highlights because I felt uncomfortable presenting when I knew I should be having a conversation. I didn't use it again and seldom bring my computer. The latter part is odd because I stress online presence :)

Apr 25, 2009 01:57 PM

Bill Saunders, Realtor®

Meyers Realty - Hot Springs, AR

www.BillSellsHotSprings.com

Bryant,

As always, excellent advice. Often, one spouse will be quieter than the other, and as mentioned by Maureen, it is so important to engage the quieter one with acknowledgment, and some open ended questions. You are being interviewed by a team. It is important to bring in the other team member because both have to trust you.

all the best...

Apr 28, 2009 01:03 AM

Bryant Tutas

Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL

Selling Florida one home at a time

I have been a bad blog host on this post. Please forgive me. I have just been crazy busy the last few months and cannot for the life of me keep up on AR.

Apr 29, 2009 12:23 PM

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