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PRESENTATIONS

By Kevin Corsa

Home Inspector with H.I.S. Home Inspections (Summit, Stark Counties)

May 01, 2008 10:58 PM

I do some presentations for realtors, investors, and some other groups from time to time, including first time home buyers. I really love those, because it feels like I am helping those people get their first-ever house.

Some of the realtor presentations, though seem to be hit or miss, such as the pre-listing powerpoint presentation that I have done in some offices. Sometimes I get a good response, and good audience participation, and other times, not so hot. I'm pretty sure I have good material, and present it in a reasonably informative and entertaining manner, but it seems that sometimes I go into an office, and there are 35 stones sitting in the chairs. I am not really what you call a 'seasoned veteran' at presentations.

So I was wondering if any of you do presentations, and if you ever get this kind of response from a group....what do you do? I guess I'm looking for presentation tips that might help break the wall of silence. Any suggestions?

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TeamCHI - Complete Home Inspections, Inc.

Complete Home Inspections, Inc. - Brentwood, TN

Home Inspectons - Nashville, TN area - 615.661.029

I know what you are talking about Kevin, experienced it once. I find that asking questions during your presentation to get active participation helps. Questions, like what do you think is happening here? I have learned that a good presentation is about THEM not ME.

May 01, 2008 11:02 PM

Kristin Mason

New Market Title Agency - Independence, OH

Kevin, I teach CE classes throughout the state of Ohio. And I do some interesting classes but......... every once in awhile the class will not be interested, excited, or even awake! I try to involve the group and ask questions, tell funny stories etc.

Hope this helps!

May 01, 2008 11:11 PM

Kevin Corsa

H.I.S. Home Inspections (Summit, Stark Counties) - Canton, OH

H.I.S. Home Inspections, Stark & Summit County, OH Home Inspector

Michael & Kristen,

Thanks for your responses and advice. Hey Kristen, maybe that's the problem.. maybe I'm not awake... lol

May 01, 2008 11:15 PM

Charlie Ragonesi

AllMountainRealty.com - Big Canoe, GA

Homes - Big Canoe, Jasper, North Georgia Pros

You might try asking the realtors how many of you have evehad a deal go south over an inspection surprise. Do this at the start get them participating. With thisor some other question you may get them motivated. Now when no one rraises their hand keep at them . Say no one. Then ask someone in the audience how about you. The follow up is this presentation is going to help you not have these surprises.

Thanks for asking Hope this helps

May 02, 2008 12:09 AM

Ron Parise

LocateHomes.com - Cape Coral, FL

Your presentations at the root of it all, are sales presentations. You need to understand that as a group, real estate agents, in spite of the fact that we are salespeople ourselves, dont much like or respect other salespeople. Ive seen lots of posts here on active rain complaining about junk mail, junk email, cold calls, etc. which of course are the prospecting tools that many salesmen use (even realestate salesmen) Also we see the work that you do as a necessary evil. You do not help make a deal...rather, you are seen as a deal killer. Just another hurdle that needs to be overcome, between contract and closing. The biggest problem you face however is not that you are facing a hostile audience (unless of course I am there). We are generally at the weekly sales meeting, not because we want to be there but because our broker makes us come. My first question when I see a sales meeting on the calendar is not: Who's speaking? or whats the topic?; I ask what's for lunch? You do bring lunch dont you? Chances are that you are not the first inspection company to come through our office, We have heard various inspectors sales pitchs before. Unless I sense that you have something new to say , Im asleep, until lunch.....

My suggestion is dont talk about home inspections at all, rather be the sponsor of some other presentation....For example: In Florida we have a joke of a continuing education requirement (14 hours every two years) If you could sponsor a course that would earn us some of those hours. I would certainly be thankful and save your business card to pass on to my clients.

By the way in my office no one gets to speak to us agents unless they buy an ad on my brokers website

May 02, 2008 12:35 AM

Michael Setunsky

Woodbridge, VA

Your Commercial Real Estate Link to Northern VA

Getting your audiences participation and involvement in the presentation helps and will give you good feedback. You might also want to give everyone who attends a discount coupon on their next client's inspection. Unfortunately, the way to a real estate agents heart is through their stomach. You may want to bring in bagels and doughnuts.

Good Post!

May 02, 2008 01:49 AM

MC2 Home Inspections

MC2 Home Inspections LLC - Indianapolis, IN

Indianapolis home inspection service 317-605-3432

Oh my dear god, please tell me that I am daydreaming and did not read Ron's response correctly...please....someone...tell me.

Albeit at least he did have the guts to come right out and confirm to the majority of us how a lot of real estate agents really are and how they really feel about home inspectors. Certainly not the facade that most other people see.

But still....OUCH!!!

May 02, 2008 02:28 AM

Kevin Corsa

H.I.S. Home Inspections (Summit, Stark Counties) - Canton, OH

H.I.S. Home Inspections, Stark & Summit County, OH Home Inspector

Ron, I thank you for your post, and most valuable comments. It really helps to be able to see the view from the other side of the fence, or a different perspective. I have one presentation that is cetified for 2 hrs of realtor CE credit, and I have not had any trouble with that one.

It's enlightening also to know that some brokers actually qualifiy who gets to talk to their agents by whether or not they buy an ad... very interesting.

I usually tell agents that I will never kill their deal, ...but the house may commit suicide, ... and I won't be able to stop it.

Michael, Maybe I should give a talk about steak & sushi first? And i could ask where the best places are? Realtors know all the best restaurants, right?

May 02, 2008 02:30 AM

Kevin Corsa

H.I.S. Home Inspections (Summit, Stark Counties) - Canton, OH

H.I.S. Home Inspections, Stark & Summit County, OH Home Inspector

Mike..... amen brother.

May 02, 2008 02:32 AM

David Holden

DRH Home Inspection Akron, Ohio Summit County Home Inspector - Akron, OH

DRH Home Inspection Akron, Ohio Summit

Kevin, Back in my college days the worst class that I was FORCED to take was speech and presentations, IT SUCKED. I still hate giving presentations. Personally, I think that they are a waste of time, just as Ron has told you, in many more words though. I don't mind visiting open houses and meeting Realtors one-on-one sometimes, but that can be time consuming and tedious. Unfortunately, we are the enemy in many agents eyes, we threaten the "Deal", not the broken down house that hasn't been maintained at all, let alone properly. Ron's comment has said a lot! I believe a good RA will insist on a home inspector, even splitting the cost with the seller if necessary, to find out the problems with the house now not later when a purchase agreement is on the line.

Thanks my ten cents worth.

May 02, 2008 07:06 AM

Dana Bostick

True Professionals, Inc. - North Hollywood, CA

Kevin,

As a few have mentioned, they are required to be there so are not as willing to pay attention. Getting them involved is really the answer. Ask lots of questions, provide FOOD! LOL, like my dogs, Realtors are very food motovated I've found. So am I for that matter! Maybe that's why I have a hard time in crawls.

John LaRocca, the head of the group that I work with, does lots of Realtor talks with great success. Check out his blog on AR. Might be something there that's useful for you. I've asked him to comment here as well.

Dana

May 17, 2008 04:25 AM

W. Michael (Mike) Chris

HouseNspect - Saint George, UT

The HouseNspect Guy

Kevin: I have taught just as other have and some go well and others, well, you've been there. Food seems to help, but not always . . . Rons comments are most helpful, his comment about CEs is interesting, I need to do some research and find out how you qualify . . . do you have any leads in that direction? One couse I have taught with good response is House Inspections 101, and as many crazy pictures as I can find from past inspections and like someone else stated, ask what is happening here? Even tried a quiz, I offer a few tips to realtors as well, for example, how do you take care of a hydro-spa, what you you be doing on a regular basis, how do you spring clean you garbage disposal, things like that.

May 17, 2008 11:28 AM

Anonymous

Tim Howe

Ron Parise is an honest man.

"Your presentations at the root of it all, are sales presentations. You need to understand that as a group, real estate agents, in spite of the fact that we are salespeople ourselves, dont much like or respect other salespeople. Ive seen lots of posts here on active rain complaining about junk mail, junk email, cold calls, etc. which of course are the prospecting tools that many salesmen use (even realestate salesmen) Also we see the work that you do as a necessary evil. You do not help make a deal...rather, you are seen as a deal killer. Just another hurdle that needs to be overcome, between contract and closing. The biggest problem you face however is not that you are facing a hostile audience (unless of course I am there). We are generally at the weekly sales meeting, not because we want to be there but because our broker makes us come. My first question when I see a sales meeting on the calendar is not: Who's speaking? or whats the topic?; I ask what's for lunch? You do bring lunch dont you? Chances are that you are not the first inspection company to come through our office, We have heard various inspectors sales pitchs before. Unless I sense that you have something new to say , Im asleep, until lunch.....

By the way in my office no one gets to speak to us agents unless they buy an ad on my brokers website.

Are you listening, Home Inspectors? While Ron doesnt speak for all real estate salespeople, I think that he captures the essence of the average salesperson/inspector relationship pretty accurately:

You are not on my sales team, therefore I have no use for you that is not utilitarian. If you buy me lunch and buy add space from me or my broker (a whole 'nother can of ethical worms) I just might pass on your business card to buyers.
I do not respect you or what you do. You bore me and put me to sleep by repeating the same spiel that I have heard from countless other inspectors who were groveling for my referrals. Whats for lunch?
I have no interest in referring inspectors based on how well they inspect and report. You are a hurdle to be overcome. If you are a competant honest inspector who works only for your client, you are a bigger hurdle. If there is something that you can do for me, I just might pass on your business card to buyers. Whats for lunch?

There is nothing wrong with marketing to salsepeople, but Ron hit the nail on the head about presentations. They care about lunch and about getting no effort CEU's while they eat. You are much better off just bringing food (or cash) by the office. That way you dont waste your time or theirs.

If you are going to market to salespeople, identify REAL producers, use your creativity to get face time with these producers (open houses are good for this) and market your QUALITY. You will slowly but surely find that a lot of the REAL producers understand the value of a high quality home inspection. They want to work with professionals who are diligent and report accurately. This saves all parties time and trouble. A REAL producer doesnt worry too much about deals falling through. As long as there is accurate information available, they will close the deal or advise their client to move on. Smart, successful salespeople dont blame HI's for accurate information.

Tim

May 19, 2008 03:51 AM

#14

Baker Home Inspection and Commercial Properties Inspections

Baker Residential and Commercial Properties Inspections - Springfield, VT