Are Listing Presentations Really Necessary (or effective)?

Jennifer, One of my very first post on AR was "Make your listing presentation a LISTENING presentation". It works and it works great. Folks want to connect with the person they hire. There's no better way to help them do that than to ask the right questions and let them talk. The less I say the better the "presentation".

Jennifer:  Most times, when I end getting a listing, it was simply a matter of presenting the comps to a seller and my marketing plan.  Usually, when I end NOT getting the listing, I've tried to go through a formal presentation.  I think the key to sales is really listening to your prospective client, and I don't see where a formal presentation allows that.  It's like you are lecturing your client.  No wonder they don't work! (at least for me)

This is such a great post. The comments are so good. I rarely read them all, but I did this time. I always have known the people I took listings with, and thus never did a formal presentation.  I would feel kind of stuffy doing it that way, since it doesn't fit my personality. I love hearing the same from others.

Great Post! It's always great to hear how other agents sell themselves. Fills me with lots of new thoughts and ideas. I take a presentation with me, but I don't like to use it. If they choose to list with me at that time, I don't use it. If they are undecided, I go through the marketing, etc with them. If they don't commit, I flip through it to show them what's inside and leave it with them to look at later. I'd rather spend my time with them learning what they expect and their personalities rather than coming across too formal and "business only".

Good points.  Thats cool to hear others have the same sort of thoughts.  I used to do a 'red ocean' sales pitch..but a long time ago we started doing the 'blue ocean' strategy.   Blue ocean is  a book that describes this scenario.

Good points.  Thats cool to hear others have the same sort of thoughts.  I used to do a 'red ocean' sales pitch..but a long time ago we started doing the 'blue ocean' strategy.   Blue ocean is  a book that describes this scenario.

Good points.  Thats cool to hear others have the same sort of thoughts.  I used to do a 'red ocean' sales pitch..but a long time ago we started doing the 'blue ocean' strategy.   Blue ocean is  a book that describes this scenario.

They are not always the most fun, but I am doing a listing presentation today! I do not take a listing agreement or anything like that.  I usually bring marketing materials from previous listings, and discuss what is more effective.  Wich me luck!

The Mountain Top Realtor - Chris 

You have been getting great responses and I love reading them!

Well, you have seen my presentation and over the year, I have tweaked it to where I feel comfortable with it now. And it is very different from the 17page that I started with. I used to use my presentation (all 17 pages) of it to key me (yes, it was more for me than for the clients). It's perhaps a 3 or 4 page now. And I always have a CMA.

Depending on the client, I may have a little more detailed CMA than my "typical" just in case I have another Seller - like me who loves crunching numbers.

I do believe that somehow you need to be able to customize your presentation. That's why I always still spend some time preparing for them. But this time, it's different. I do assume that I have the listing and actually show them the ACTUAL marketing materials I will use. Thus far, I have not wasted my time. If I have, it'd just be more materials for my Localism. No time/ effort wasted there!

Right now we have a very low inventory...so most listings appointments I go to I am competing against 4-5 other agents. Some of them bring LP's but to be truthful...not many. When you walk in with a nice professional looking CMA and a well put together presentation, it usually blows the other agents out of the water!

Jennifer,  Most of my listings come from clients who live out-of-state.  Most of the time I never get to meet them....It starts with a phone call and I have to make my presentation over the phone.  Most of the time I end up doing my comps and stuff via email, and I usually end up sending them a listing agreement. 

For those listings I get locally I take comps, presentation information about what my company can do for them, and I take my personal marketing brochure that gives them a great idea of who I am. 

I always project the sincere desire to help the clients and never consider the paycheck.  I don't care about the commission percentage...that's the furthest thing from my mind when going for a listing.  That's determined in the negotiations between me and the seller. 

Luther - I agree - my sellers always told me that my presentation was by far the most professional - I just don't like the process of going THRU it page by page! Your market must be quite different from ours if you have a low inventory... sounds fun!

Jon - I think I'd prefer your situation - I do good phone!

Jennifer...what a thought provoking post!  I think it is smart to bring the comps and listing presentation, but it is most important to be "present" at the appointment and realize it is not all about US and what we can do, but most importantly tuning into what is important to our sellers and that can not be done by doing a "canned" presentation.  I think it is still inportant to be organized with the information you want to review with the seller, because they still need to know what to expect from us and the market.

Good Point - Having the information ready if a question comes up is part of the helping mode.

Bonner

I'm new, and with no experience doing listing presentations, but I have met with sellers in the past to discuss options when dealing with foreclosure.  I like the personal touch, just conversing naturally and getting to know the other person.  And it's always best to do more listening, than talking!