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Look me in the eyes when you talk to me!

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". Friday 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 did not 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. At least for me. The biggest problem was the Sellers and I were looking at a computer screen instead of looking at each other. No eye contact.

Friday, I went to a listing presentation. I did my usual presentation sitting at the dining room table and we had a really good chat for about 45 minutes. We talked about market conditions, reasons for selling, our families, our professions, fishing etc... we connected. After I was done I asked for signatures on the listing agreement and much to my surprise he told me he had signed a listing agreement the day before with another REALTOR®. Well heck that would have been a nice thing to know prior to spending almost an hour going for the listing.

As the good little Broker that I am, I explained to him, that I couldn't take the listing if he had already signed with someone else. He told me the other REALTOR® was supposed to come back out later that day to drop off copies, put up a sign and take photos. He also said the other REALTOR® told him he could cancel the agreement if he wanted to at anytime.

He proceeded to tell me how the guy did a really good job but was very caught up in his laptop and showing him listings, spreadsheets and marketing materials. BUT, and I feel this is important, he told me he likes to look people in the eyes when he does business. He wants to be able to connect on a more personal level, as we did. Wow!! He said exactly what I had always felt.

Anyway, I offered to leave and come back, if he decided to make a change but he wouldn't have any of that. He picked up the phone, called the other REALTOR® and politely told him he had decided to list with someone else. To the other REALTOR®'s credit he was very polite about it and understood. He was actually a little relieved since his office is 60 miles away! So the Seller's happy and I have a new listing.

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 eye. 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.

Posted by Bryant Tutas Broker/REALTOR(R) Tutas Towne Realty, Inc on 06/18/2007 05:16 PM

Comments (100)

listing presentation, education

100 Comments on Look me in the eyes when you talk to me!

JUN

2007

Reserved Parking For "The Lovely Wife"...TLW...ROAR!

Blog Boy...

I would say I told you so on the tablet. But I won't. Ooops. Never mind. I just told you so :)

Would you please tell Turner/Bryant to quit staring at me. LOL.

TLW...ROAR!

You'll miss a lot of key information if you're focused on a computer and not their eyes and their body language. A lot of things are 'said' when you're truly listening. And you can't truly listen and absorb if you're not eye to eye. Just my two cents.

Leigh, I agree. I can't focus if I'm not listening to them. It's so important in my way of doing business.

Thanks! I'm literally on my way out the door to a listing presentation, thank you for the reminder to focus on the client and listening to what they need!

Heather

So true. I lost a listing presentation because I had a few charts and tables. I was going over these figures instead of paying attention to the sellers. Since I wanted to be accurate and show that I knew these charts of the top of my head, I was more nervous so the presentation was a disaster.

Broker Bryant, holy cow, you never cease to amaze me. Imagine walking into a listing presentation on a home that was already listed (albeit unbeknownst to you) and walking out with the listing. Holy cow. Did I say that already?

Bryant, I completely agree. A few years ago, I spent weeks on a very nice power point presentation... and I was not comfortable at all with it because we couldn't look at each other. Ms. Seller kept stopping me to ask questions and my responses were always, "That's coming up in a minute, hold on." I would feel stupid having to go by the order of the computer screen. I'm back to just my paper, and I don't put it in a binder so we can spread things out and flip them around and just roll around in everything.

BB,

Now you are starting to scare me, we are sooo much alike. Like you, I always have my presentation/data but, usually we are signing the listing agreement after spending an hour getting to know each other.

BTW, This gets a little more scary as I was going to post a very similar title, different content! LOL!

Very cool outcome, Bryant. It goes to show that the human element refuses to be buried in a mountain on laptops just yet.

Wow, Broker Bryant...Amazing! Kind of puts technology in its proper perspective; it will never fully replace human beings! The other thing that struck me was the importance of the familiar real esate adage regarding executed contracts...everything must be signed, sealed and delivered to become binding.

By not having signed copies in the possession of the seller, the other Realtor had not truly completed his listing (legally) and his comment to the seller about "you can call me to change your mind", indicates that he wasn't sure about the listing himself....These little details do matter a lot in real estate.

I agree the laptop has many great advantages but I have never walked into a clients house with mine. The tendency to get bogged done in technicalities defeats the purpose of the meeting.

Thank you for the great advice. I have been trying to decide if I wanted to have a power point on my computer when I do a listing presentation, but after the great points you just made, I think I'll keep it on paper.

I think a professional power-point presentation should be available. I have only used it once....but you have to read your potential clients and some expect a professional presentation. The majority will appreciate a more casual "get to know ya" approach. A good Realtor will be prepared for what the client is expecting. Great post.

Broker Bryant, that picture is freakin' me out!

OK, I DO use a Powerpoint presentation. I go out ahead of time and take pictures of their house and neighborhood and load them in, and I use their names, too. When we first meet, we view the house and talk. The computer gets ignored half the time because we'll go off on tangents. I give them a copy of their personal presentation in case they wanted to go over part of it again later. I also give them a Real Estate Show I made up of those same pics. The computer is just an accessory, but it helps me to make sure that I do get to all the points I wanted to make.

BB, As many here know I am in to the tech stuff. I have the 15 inch laptop portable printer and scanner. I have all this as a weapon in my arsenal.

However I still present my listing presentations much the same as you do. When in the course of the listing I see a hope by the client for more technology I am prepared.

I have in the past lost great listings just because I was not able to demonstrate in front of the client my commitment to technology.

BB, whatever works best, in whatever order, will tend to come naturally UNLESS, as you experienced (and I likely would) the technical part isn't making the same connection that you enjoyed pre laptop. Some are so adept that it's no problem to accomplish both; me, I get too concerned about the technical end. Great post and thank you!

Sometimes it doesn't matter what someone is saying because the body language will say it all! I will be honest- if someone can not look me in the eye when they are talking; I find it hard to trust them.

I love winging it. I love to listen as a client (potential client) shares the stories of the Home...I love to watch a client's (potential client's) eyes light up. The secret of success in the real state profession , IMHO, is the undeniable warmth that creates a real-time connection.

Good post as always. The photo kind of freaked me out. :) It is all about connection.

Bryant, I'm glad to hear this. I am very PC literate, but I thing that, as you pointed out that the old-fashioned way is the best. You focus on them instead of your computer. Thanks.

BB,

I am a very techy type person by nature but I ditched my laptop presentation a fews months into the business & have never looked back. Rarely I'll have a very techy customer I'm working with then I can log in & show them some stuff as PART of my presentation but overall it tends to distract from the personalization imho.

Great blog, congrats on the listing, how many more to 40?

I love technology but sometimes I am guilty of making something that is simple more complicated because of it. Your story puts it all in perspective.

How about video conferencing - you can use technology AND look them in the eye at the same time! :-)

As a good friend of mine once said, "A message is not just the transmittal of a few words or signals, a computer can do that and so could a monkey, but it is the physical movements, the tone of voice AND the words and signals. Those are the only things that matter."

Good luck.

Sugar Land, Tx
Where Life is Sweet

That's my favorite picture of you, BB. :)

We had a seller say that if we had come in with a huge computer presentation, he probably would not have listed with us. I think people really want to feel comfortable with the agent. The technology is just the icing, not the whole cake. Sherry

BB, I just gotta say, that picture is FREAKY. I can't stop thinking about it, in fact, i had nightmares about it last night, and now, here it is again! Stop!

BB,

I agree we have to be personable. Feel like the client!

great post thanks for sharing this story very eye opening.

It really IS all about connecting with the seller, isn't it. I'm glad you put that tablet PC away. Keep up the good work!

Wow! I step out to catch up on my subscription list and now I have more comments than I can handle. Thanks for reading and participating. The human connection is so important. And if we work on improving that connection AND incorporating technology we will be a force to be reckoned with and will never have to fear losing out to technology. The Internet can provide information it cannot provide the human connection and trust.

Shucks. When an experience agents talks to a buyer or seller, we don't need any gadgets, widgets or tablets.

When you talk real estate, folks listen.

Monika and I always bring a laptop with us. It sits in the bag and if people want to see our vacation pictures we'll bring it out. LOL

Building rapport is crucial and once you have that then it gets a little easier.

Funny how I heard all the stories about what I "had to do" in a listing presentation and when I have done them, they've fallen on their face. To rehearsed, to typical.

Yet, when I've created the CMA, studied up on what is happening in the area and gone into the listing appointment, I've walked out with the listing 90 percent of the time.

A wonderful feeling, and thanks to Broker Bryant for making me not feel like a strange anonomily in this world of real estate.

BB, PC's are good for somethings, but I have to agree, not a one on one type of situation like a listing presentation. Using a PC for a listing presentation would make the presentation "plastic", not "real".

My question about the "other "Realtor®" is if his office was 60 miles away when didn't he refer the listing to someone closer if he didn't want to take the listing to begin with? That to me seems like a waste of the sellers time, the Realtor®'s time and gas.

Lenn, I like that:) I just took a listing over the phone about 10 minutes ago. I do that all the time. Hey they're 45 minutes away, no sense in them driving all the way out to Poinciana. No personal one on one presentation needed.

Jay, vacation photos will work every time. Just don't pull out the slide show:)

Toby, You get it and have for a while. It's all about being personable and of course knowing real estate and your market. Not just knowing it but REALLY knowing it. I'm a student of real estate. It's what I do. Ain't that right Lenn?

Lysa, He had no business trying to take a listing that far away. Maybe he has a team though with partners in the area. I don't know. I could tell by the analysis and stuff that he left that he was not a rookie. He knew what he was doing, almost:)

LOL...Vacation photos...Jay is not kidding when he said that :)

BB, very informational. Well writen and much to take in, great post to say the least, as usual.

A good reminder that we are dealing with people on their level. All of our 'fancy stuff' may make an impression but in the end it won't garner the seller's trust. Thanks for the story.

I got here a bit late but let me throw in my two pennies. In any market, and I've been doing this on the financing end for only 6 years so am by no means as seasoned as a lot of individuals, including you BB, the basics are a no-brainer. All the fancy dress & gidgets & high octane marketing are no match for the tried & true 'Magic Wand' of garnering business you just touched upon Bryant, getting in touch with the person.

"The biggest problem was the Sellers and I were looking at a computer screen instead of looking at each other" The eyes are oft-times said to be a window into the soul. The soul sells all by itself. There's no substitute for going into any transaction and knowing the guy or gal on the other side truly cares. Sorry for waxing intellectual & philosophical, those are my two pennies worth.

In aviation, it's called flying the guages, rather than flying the plane. Gotta do both, but guages (and computers) can mislead one as to what is really going on. Fly the plane! Pay attention to the clients, or prepare for a hard landing!

I think the computer presentation will work if the client is someone who is really into the technology and wants that approach, but it''s not some thing I do nor feel comfortable with. I have the info is someone wants it, but I think you are right on target. The personal approach with the opportunity to have a conversation (with eye contgact) is the way to go. Great job, Bryant - as always.

Jeff

Bryant,

I used to worry a lot that my listing presentation wasn't including the latest gadgetry. Then I had the opportunity to sit in on an appointment with my broker, who was trying to get a listing. With all due respect to him, it was the last time I was insecure! He was (that day) not up-to-date on the specific market that this listing would fall under. Not only that, but he didn't bring ANYTHING with him-- no marketing brochures, sold listings, comps, testimonials, and certainly not a laptop. I learned right then and there that it's all about connecting with people. If they like you and trust you, the listing is yours. Not much else matters!

I have a listing presentation that I use on my laptop (a tablet is somewhere in the future!). I have found though that you have to pick and choose with whom to do a regular presentation and with whom to use the laptop. Some people think you're trying to show off how 'tech savvy' you are, some do not understand computers at all and are in no way impressed, some want to see everything on paper. If I get a lead from the internet it's almost automatic they like the computer listing presentation, if I get a lead from an older person (this is not meant to catagorize or discriminate) I find they usually prefer you to set the figures in front of them in black and white. A 'mini-interview' on the phone when scheduling the appointment most times determines the way to go.

Bryant, I too bought a tablet computer two years ago. I always bring it with me but rarely use it. Sometimes I like to have it there to take notes with instead of a pen and paper. I think it's nice for them to actually see you using the latest technology along with having the personal eye contact.

I like when they have their own computer up and running. When it comes to telling them about Internet marketing, I just have them do a Google search for "Atlanta homes" or "Atlanta condo for sale" or something like that. They are usually very impressed. It's better when they type it in themselves. I sometimes also let them peek at the number of registered users I have using my IDX home search tool.

I love my Tablet P.C. but I also look them in the eyes, after I show them what I need to. Actually, I use it more to write offers and take listings than in the presentation. I also use it when I walk through the house the first time. Yep, the Queen of Spiral Notebooks.......hasn't used them in 2 years.

Eye contact is a must. Thanks for your post. We're constantly working on an evolving listing presentation. It's more like improvisational theater than anything else. Since we've been doing our real estate seminars, we're not doing much of any listing presentation at all for those that attended. Thanks for your thoughts.

I was actually contemplating the idea of using a more "techi" approach like that myself thinking it would impress people but decided like you, it was very unperson-able. If it works for others that's great but I still think we're all really wired to communicate the old fashion way.

Wow! BB What a great story. I totally agree, personal contact makes a major difference.

Hey blogger boy, I bought a "spify" Sony laptop 'round 1995. Thought I'd also use it for listing presentations.

Did one. The first and last. Because, I do my listings the same way you do. I ask lots of questions and I look those sellers in their eyes.

Tech stuff just gets in the way in this listening presentation. Now, I'm not knocking computers. Heck, I had a MAC back in 1989. And used it for tons of stuff. But I used it for backroom applications. To develop forms and letters.

And, today. I use the computer and print out what I need both with sellers and with buyers. I think it works better...for me.

Another great post as usual. Thanks for the insight. I am a very personable type too. If I can get in the door we usually end up in the living room sitting around talking. I make friends with people then go after the listing.

There is a time and a place for everything. People like doing business with PEOPLE, not computers and this story illustrates this beautifully. Thank you BB!

I still favor the tablet. It's one thing to say we're on the web, another to show them screen shots on paper, and totally different to show it to them online in real time. The key is in designing the tablet presentation to augment what you're talking about, so you can engage the client throughout, and be flexible when needed.

Excellent points about the necessity of eye contact. We definitely have to connect with the sellers, but I have found a way to use my PPP and still maintain eye contact. Maybe I'll just blog it and give you credit for the idea =)

BB,I like having my Tablet PC with me( at all times) and also paper back up. It is nice to be prepared. I have found the Tablet to be a WOW feature and I use it when appropriate. Personal connections are so important like eye contact. But I have also gotten the sellers involved by handing them the PC and allowing them to write the measurements on the screen as I use the electronic measurer. Listening and making the seller the focal point is what's important. Congratulations on another fine post!!

We often times get wrapped up in technology and we think we have to be on top of it all have the fastest computer the best gadgets and in reality sellers and buyers alike want service - and service is personal not what we have bought with prior commissions - I too did the presentation on my laptop - then went back to paper and the kitchen table and a cup of coffee or glass of water... I am much more successful this way - but I do have the computer to back me up if they want to see technology

Broker Bryan...awesome dude!!

It's amazing that you were able to get the listing, I guess there is something about you....or your presentation...

Good Job!

Bryant-

You have got to be the only broker I know that can walk into a listing presentation (with a house already listed) and walk out with the listing after the seller decides to cancel his other agreement. Amazing : ) I'm waiting for your 7-part series....

Hey BB,

There ain't nothin like the real thing baby! People love to know you are listening to them and if you talk less, you may just hear what you need to know they want you to say! Silence is golden at times.

Bryant,

People don't care what you know, until they know that you care!

Lucky :)

Technology is a great way to demonstrate your proficiency as an agent, but it's no substitute for the human touch. If you drop the ball dealing with them as people, no amount of tech wizardry will help you!

BB, I couldn't agree more! All the toys and gadgets will not establish a relationship or a connection between agent and client. Listening is one of the most important skills that we have. Otherwise, how will we know what is really important to our sellers? We will not be able to help them achieve their goals.

Great post!

BB - one note of warning before I comment: I did not read the comments above because I wanted to comment before I went to bed. But this week I had a listing presentation and the seller looked at me and said, Ines, you have great listening skills. That made my day. We need to connect and as technical and well prepared we may be, it's better to sit down, talk and listen. Congratulations on the new, well deserved listing. PS - I cant wait to meet you this saturday.

Yeah, I dont like pulling out the graphs or spreadsheets. I much rather talk and see what they need and how fast they need it.

Technology is wonderful, but in the end personal relationships will win over it every time! A good mix is in order I think!

Technology works like advertising, it spreads the word. It is the personal touch that closes the deal.

JUN

2007

Agreed. Computers and devices are all good in their place but they can't replace people.

Right on! Although I use my laptop extensively in my business, I leave it in the car when going on listing presentations. I learned the hard way with a computer presentation that failed for the same reasons you mentioned. Never again!

Bryant,

Just like finding my voice on AR, I am finding my "inner listing presentation." It is: Keep up with the market, know my market, know the inventory, know proper pricing, establish rapport, let it happen naturally, pass if the seller's aren't a good fit for my style.

I have you to thank for discovering my "inner listing presentation." Hey, that should be a chapter in your upcoming book. When's that going to be out by the way.

Fran

Bryant, the more I hear about how you do business, the more I see how much we think alike. I have a great Power Point listing presentation which I have never used. I usually start with, "Tell me what you are trying to accomplish."

Bryant, When I do my listing presentation I ask the seller what they expect from me. Then I go on to talk about all their needs and wants from me. I find listening to the seller is what they really want and to know the bottom line.

Holy moly!!!!!! I guess this was a good topic. Good to read all the opinions. I guess from what I'm reading some folks do have success with the computer presentation but it is used in conjunction with the personal touch and the eye contact.

I had one about a week ago where after the listing was signed we sat down at the sellers computer and I walked him through my online stuff including AR. This guy had already been reading my blog prior to calling me. He doesn't speak good English but when I first walked in his house he started laughing and was standing there with his hand in the air going "liberty, liberty". Turns out he had called me because he had seen my Statue of Liberty image that Mariana had made me and it made him laugh, so he called. We sat at his computer, I logged on to AR and showed him all the images I got in my image contest. He was rolling on the floor laughing.

Broker Bryant, I love that! Laughing with your client like that is what it's all about. Make a friend, then help them with real estate. :o)

I agree completely...I find the more I focus on boggling with my laptop to get throught the presentation the more I disconnect with the client....now I use only to back up a "conversation" with them if they need to see something. It is all about connecting with them ...you are soooo right! Nice listing.

very good post...although I love my computer- it doesnt replace real interaction! With technology at full speed, we need to step back once in a while and say where do I draw the line. We dont want to be too"packaged".

I love getting personal...well, that's just me. I think some get confused about what professional means as well. I choose to meet face to face as well as not be a door mat. How's that?

Well hello everyone. Finally I finished work today. Man I hate these days when I have to work until 2pm. :) OK I guess that's not too hard of a day. I do hope this post helped someone on their presentations. Focus on the relationships and the business will take care of itself. I promise.

WOw, is that Turner and Bryant merged together? Well, I think that was a great lesson learned by you to reinforce your feelings in the first place that personal is better than techonological, perse`. And it didn't even cost you a listing learning that lesson. Congrats BB and thanks for the past help

Total agreement, I think building rapport is the most important thing you can do with someone. Now if I could only get some more listing presentations.

I disagree! I use my laptop EVERY time and I rarely lose a listing, whether the clients are young, older or in-between. In fact, most of the time they say that my presentation is WHAT WON THEM OVER...BLEW THE OTHER AGENTS OUT OF THE WATER because it was so PROFESSIONAL and EASY TO FOLLOW!

I have to say though, that I have whittled it down and made it very simple and straightforward, it is mostly talking points (for conversation), and no flying images in or out, music or other distractions. I always position my laptop so that the clients can see the screen as well as look me in the eye while we chat.

I do feel that it is simply a tool, and that you need to be relaxed and spend plenty of time listening and getting to know the client (we all agree on that one). Whatever YOU are comfortable with is what will shine through...if you aren't comfortable with the laptop presentation then your clients won't be either! It does set me apart from the other agents...and that's been working for me.

So if you've been considering it, GIVE IT A WHIRL and see what happens!

Hey Kelly, Sounds like you have a good handle on your presentation. Thanks for the opposing view point. We always need to get both sides.

Michael, It's all about relationships and building trust. Now go get some appointments!!

Preston, That image is great isn't it? Thanks for stopping by Preston.I hope business is going well for you.

Look, I like both approaches, BUT it depends on the customer doesn't it? As Realtors, we have to KNOW and SENSE what our customers want. I have the tablet, and I love that stuff - as do a lot of other people, but it is more my personality to visit first. THEN, I ask them if they'd like to see a virtual tour or some other tricky thing I have going on. Visual is good, but eye to eye is to the first thing. Sometimes I don't even get to an actual presentation. I just visit, give them the answers they want, and off I go with a listing. Just never know!!! Good post Bryant!

JUN

2007

I use my tablet in several ways. 1 way is to use it like an Assistant. You wouldn't have an Assistant interrupting a listing presentation. I find that rather than create distance, my tablet helps break the ice. At some time in a listing appointment I have my clients using my tablet, they seem to enjoy that. For me, the tablet creates a shared experience rather than alienation. So far, clients seem to appreciate getting their documents emailed from their table, they walk over to their computer and download signed documents.

Bryant, I agree though that our tools of the trade should not be allowed to get in the way. I, too go prepared but not with a canned presentation.

Great post. And, you gotta love how much we spend to improve a process just to learn it really wasn't flawed to begin with. At least you were smart enough to realize that sooner than later and didn't let a listing slip past you.

I tried taking the laptop on one listing visit and using it to show how we do things. When I do a "listing visit", we visit.

Really great comment severyone. It really is about knowing your customer/client and then making the connection with or without the use of the computer. The connestion is what's important not how we get there.

Thank you for giving this great advice. Being a new agent it hard to figure out what the right things to say and bring to a lisitng presentation.It so great to be part of AR that i can learn from Real Estate Pro's like your self.

HI Steve, If you click on my "listing presentations" tag over there in my tags list it will give you a lot of useful info. I hope it helps.

Good for you! I did the same thing- used to have the whole powerpoint high tech approach but felt disconnected. I prefer doing business the old fashioned way...you are sooo right- look them in the eye and talk!

Great advice! I just started working on a power point today but I think I will scrap it now. Thanks!

I have a listing presentation on my lap top and a printed version. It is rare that I ever use them but take them with just in case. I think it is more important to listen and answer questions that it is to "present"

JUN

2007

Thought you might like to know that Loren Nason over at The Future of Real Estate Technology blog referenced this post as part of his research for his post "Your Clients Don't Want to See Your Flashy Technology".

"For another excellent example of how having the flashy technology didn’t help him win the listing see this article I found when researching this article. Its on Active Rain from Broker Bryant “Look Me in the Eyes”"

JUN

2008

BB: Eye contact cannot be matched with a listing presentation done on the computer. I will say, however, that I do a combination and do that laptop part very quickly. I let them know that I am tech-savvy and can get their home OUT THERE for marketing purposes. This only takes a few minutes and I don that AFTER we've established solid comfort on their part, with me. If they don't feel comfortable and seem a bit uncaring about internet presence, then I don't whip out the laptop. (Another trick that I use is that I have several of the awesome sites, including Googling an address of a home that I have listed ALREADY tabbed at the bottom of my screen and ready to click. This only takes a minute or two).

Debe in Charlotte

Thanks for sharing again. I am glad I read this as I was considering a tablet but with this article I am convinced it would have been a waste of time! Keep up the good work and thanks so much for sharing...You have a great understanding and get things across very well!

BRAVO

Rick

You almost talked me out of the notebook I'm ready to buy!

JUN

2008

I am glad I read this post. I do use a powerpoint presentation. I feel that it gives me the structure needed for my presentation. Yet you've reminded me to make sure do develop the rapport with the clients also. A balance of both of these seems to be the best thing for me. Also, to look people in the eye!

JUN

2008

Hey guys, I just wanted to let you know that I do use a tablet PC. I don't always take it with me but I have started taking it more often. But I don't usually use it until after I've taken the listing. Then we sit around and checkout some of the online advertising and watch my stupid videos. I also wrote a post recently about my "Seller participation CMA". I use this technique on occasions if I haven't met the sellers before or I know pricing is going to be difficult.

The key to a good presentation is to be flexible. If you have a beautiful power point presentation and are using it just may very sure to keep an eye on the seller's body movement. If they start squirming it may be because they are bored. And they may not be bored with you just bored with your presentation. You have to know when to change course.

JUL

2008

I can relate: This first time I decided to use my computer in a presentation it became very akward. It was a younger person so I assumed they were technology savvy, during the presentation in conversation he didn't own a computer, doesn't have an email. When I came to that realization I had to change my strategy but it was too late. I didn't walk out with the listing and he actually listed with some one else. Thougt me a lesson.

SEP

I find that each of my listing appts. will be different slightly depending on the client and their needs. Its got to be personal...you are going to be dealing with them for several mos. so a relationship is developing and needs to be fed.

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