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7 Listing Presentation Points to Remember!!

Ever wonder what more you can do to increase your chances
of getting the listing? I can't get enough of these kind of tips because they are so vital to our business!

Here are a few things you should consider
doing at your next listing interview... (I know I will)

1. Shorten your presentation. The most important thing that a
seller wants to know is A. How much is my home worth and B. How
much do you charge? Everything else is secondary - so get to the
point a little quicker.

2. Use a more powerful pre-listing packet. You want to have your
prospect already sold on you BEFORE you get to the appointment.
3. Ask 20-30 questions at the very beginning of the interview to
establish better rapport. DON'T TRY TO SELL THEM ON USING YOU
UNTIL YOU HAVE ALL YOUR QUESTIONS ANSWERED!

4. Interview them - not vice-versa. Try telling the seller what you
are looking for in a client - instead of kissing up to them and telling
them what they want to hear.

5. Concentrate on your Unique Competitive Advantage. Constantly
remind your prospect why people do business with you - it's the
best way to eliminate the competition.

6. Always go last. If you are up against other agents - make sure
that you have the last interview. This way you can sign them up
without waiting.

7. Get the seller to tell you what they are looking for in an
agent - and then spend 90% of your interview matching their
criteria. Remember, listen to what they are telling you and
you will win. Most agents spend way too much time on things
that just don't matter to the seller.

Posted by Toya Condelee on 05/07/2007 12:01 PM

Comments (36)

listings, presentation, seller, points, toya condelee, exit, realty, real estate, results, condelee

36 Comments on 7 Listing Presentation Points to Remember!!

MAY

2007

Some excellent points! Don't forget to be yourself and not try to impress them with things that are not really you...

Good points...I'd like to add another one...it's also ok to be the First. People tend to typically remember the first and the last so if you're ever the first one, you've got to make the most of it.

Cheers,
Uzi Husain
Arizona Realtor, serving Goodyear & The Phoenix metropolitan area

so true!!! being YOU is vital. I never try to put on airs (they don't fit me anyway). People can tell if you are genuine or not.

Great points. I however, don't try to shorten my listing presentation. But I always tell the truth! I want the seller to know exactly what to expect!! No questions later when there is something that they expected that didn't happen the way they assumed it would.

Interview them. A great point. You need to get control and keep control of the process. Always remember who the professional is in this appointment.

Diane: how long is your presentation? I mean, what's sufficient? 30-40 pages?

I would think it depends on the potential client. if you suspect you're dealing with one of those "analytical types," then yes. Most people have short attention spans, even when it pertains to something as big a deal as selling their home.

great pointers! Also, I think it's important to have the sellers sell their home to me. Before we sit to talk, I ask them to take me on a tour and point out anything they think is unique, great or special to their home. AND TAKE NOTES!!! You can refernece back to them during the presentation and they know you really are top notch by taking notes.

Toya - some great ideas. I, too, like the idea of interviewing the seller - what a concept.

Thanks - I"m bookmarking this right now!

I've always learnt to be a listener, rather than the talker. Ask questions and give them a chance to talk.

Toya, thank you for sharing these. I agree, be to the point and be yourself!

MAY

2007

I really liked #7. That can be a very valuable tool!

MAY

2007

I always heard that you want to be first....but I like the idea of being last and getting the signature then and there!

Great points..I like the one about going through first and really listening!

Maria

MAY

2007

Good points. Thanks.

Carolin Benjamin
Bob and Carolin Benjamin
The Benjamin Team
Keller Williams Integrity First Realty
Gold Canyon Arizona

Toya - I liked your ideas. I had posted a blog question recently about what to put in Listing Presentation Packets because I didn't want to inundate someone with too much "stuff". I'm told over and over that you can never put too much in but I'm thinking twice about that.

Well Jodi, I print the big 30-40 page thing, leave in about 10-15 pages. I use the other stuff as back up as I go along, or if a question is asked in regards to what's not there, I can whip it out right then and there and it shows the client you came prepared with out inundating them with too much "stuff" up front. If you're dealing with someone very analytical, they want to see EVERYTHING! You can usually pick that up from them from your first converstations. If you can't just be prepared.

I live by this saying, "It's better to have it and not need it, then to need it and not have it!"

Much success to you Jodi!

Thanks Toya, makes sense to have it available if needed. Answers my questions!

MAY

2007

Toya,

Those are great tips. I think really finding the motivations of the seller is key.

Great post. I agree. The 80/20 rule applies to your post.

So what do you tell them you are looking for in a client?

That is a great posting with great tips!

Thanks!!!

MAY

2007

DEBORAH: I kinda "weave" it into converstation, you know? I let them know that I start off letting them know "most of the clients I do business with have their minds made up about selling, and are open to the reality of market conditions in their area in order to competitively market their home to get it sold closer to the time frame they had in mind. Does that sound like you?

I'll throw that out there if they're one of those types that are him-hawin' around; this kinda "paints the picture" of the type of seller they should be in the eyes of a Realtor, and if its not, then I get to the bottom of what they really had in mind. I've found that most folks will say what they think you want to hear just to get information out of you, but when you give them the acid test, they either pass or fail.

MAY

2007

Smile and be confendent. The sellers will want to work with you.

MAY

2007

Those were wonderful points. I really like that you keep it short

Ben

JUN

2007

I usually tell them ALL that I do to get their property sold/rented. When I'm done, they're ready to sign on the dotted line!

JUL

2007

Thank you very much for sharing, that was good information!

JUL

2007

Toya: Great advice. I've learned to get to the point at the very beginning and the sellers are much more interested in hearing how I arrived at the point after they know. I've gotten my listing every time. I think you mentioned a very key point and that is to keep in short. I recently paid a lot of money to buy a DVD of a listing presentation by a veteran agent and although it was well thought out and planned, I thought to myself after an hour into listening to it, that 1) I was bored and tired of hearing all the talk and 2) I couldn't think of a person in my market who would really want to sit through such a lengthy presentation. Keep it simple, keep it honest and back up what you say with facts. Works for me. And I always tell the seller than I very open to competing for their business so they will know that I stand behind what I've told them and have no fear of them talking to another realtor.

JUL

2007

All my life I have operated on the "what you see is what you get" platform. I am up-front without being rude, state my case, explain the comps and then say, "So, what say we get this contract signed so we can get your house sold?"

Only a couple times has this not worked. And, as it turned out, those people turned out to be nightmare clients for other agents.

Good post! Thanks!

AUG

2007

Greeting from the Bay Area. I support your points but many times the first can agent can well be the last agent considered. So I decided the most important considerations is can we work together towards a common goal. All money is not good money. I many times I have had to walk away without asking for their business. I consider first my time, any financial investment and any possible aggravation. Thanks for sharing Ms. Toya.

Toya: Good tips. I like especially like the one about going last but it's always hard to know whether you are actually the last one. Still, great tips and I've noted them for future reference.

AUG

2007

I absolutely agree... most agents don't have a strategy, or plan and even less have a prelisting presentation or even a listing presentation. They think they are going to go into a seller's home and bam! they get the listing. Unfortunately, it doesn't work like that. It took me close to 5 yrs to put together my own personlized 40 page pre-listing packet and a listing presentation. During that time I also picked up alot of OHT's that were absolutely necessary to know when the seller had a concern, no matter what it was. Today I walk into a listing appointment thinking to my self "I'm not going to see if I could get the listing I'm going to see if I want the listing!"

DEC

2007

It really is a good blogg, thank-you for taking the time to post it. I just wanted to make a comment on when you know you are the last agent. If you were the first agent and got a signed contract, no doubt about it you, you are the last agent!

JUL

2008

Great tips. I'm revamping my presentation and this article was very helpful. Timeless advice.

SEP

2008

Hey Tonya, Great Ideas! Do you have anything to share about pre listing packets? I'm a new agent and have yet comprised a pre listing packet. Anything you have to offer would be greatly appreciated.

Thanks in advance,

Janeen

SEP

2008

do you really use a 40 page presentation? how long does it take? do sellers get get lost in the presentation?

APR

Thanks for a great post. As for shortening the presentation, I think it depends on your seller (as stated.) Just based on their communication style up to that point. If they lean toward a communication via text or email (i.e. their time is valuable and they like to get to the point and move on), they may appreciate a shorter presentation. However, if they asked lots of questions while setting up the appointment and tend to communicate by phone or in person, they may be uncomfortable if your presentation is too short.

(I'm a newer agent, but have been in the business world for many years and it seems the same commmunication guidelines apply to real estate as in other business.) If I'm off based, I'd love and constructive input!

SEP

Interviewing the seller is equally important to us. I want to know what kind of seller I am dealing with and if they are not realistic, I pass on the opportunity.

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