To the Active Rain Gods --- thank you for the feature. I was bleary-eyed and about to go t bed when i decided to post this experience yesterday. Glad I did!

Michael -- it doesn't matter whether you have a binder with gold lettering or not, but I think it is important to have presentation material that you can leave behind, that your clients will want to review after you've left. lasting impressions count as much as first impressions.

Isaac --- thanks for the compliment. Much appreciated.

Lenn --- I used to say that when I know my material, my product, my business and I am well-prepared, I am fearless!

Janice --- absolutely. One of the tenets of selling is that people buy from people they like. So rapport is critically important.

Toula --- experience does count. But I pointed out that even if someone has 30 years experience, if that person didn't grow and evolve then he/she may be over-shadowed by someone who has less experience (in terms of years) but who has mastered new ways of marketing and selling. Just look at who's on Active Rain. How many of your peers in your office are doing what YOU're doing?

Maty --- we should always establish empathy, right? That's the first sign of caring.

Andrea --- you've probably heard the adage he who speaks first, loses? So it's important to have the other party talk as much as possible about his situation. We acknowledge, confirm, and augment. It's after listening to the other party that we determine how best to approach the subject matter that is near and dear to his heart.

Ralph --- thanks. I've found that having good content and good presentation gets your material read. Just like on Active Rain.

Andrew --- thankfully, I do have a good track record of SOLD properties. That helps. And I put that on my presentation material, as a gentle reminder, of course....  :)

Marty --- confidence goes a long way.  I try to think of it this way: when I go to see a dentist, and that dentist isn't sure of what he needs to do, and it shows, I'm outta there!

Jane --- it's always such a thrill when another realtor refers you, right?

Margaret --- Ever since I became a realtor, I had begun developing a listing presentation which had evolved through the years. My broker liked my presentation so much that he asked to have it turned into a master presentation for our other agents to use. They just add their own personal touches (their resumes, their own testimonials, etc), but most of the material is mine. Most of the agents in my office now use "The Book" for their own presentations.

Bruce and Mary --- with tough competition, we should always look for something to set us apart. Every little bit helps.

Christopher and Stephanie --- I believe in getting and receiving feedback. And in this case, it was really helpful to get the seller's feedback on what didn't work for them. I will alwasy keep that in mind.

Patsy --- as a stager, then it is evident that you also believe in presentation. You only have a few minutes to make a good impression. Make it count the first time. That's the value of staging --- to elicit the most positive impression the moment people walk in the door (or stop in front of the property).

Rob --- attitude always counts. That's why positive and happy people will always trump the sourpusses and curmudgeons. Gee, that sounds like Pollyanna talking!

Sash --- you're quite welcome. Thanks for commenting.

Gary --- there are always other reasons why we lose listings. Blood can be stronger than water.  And it's important to remember those things we can control and influence.

Richard --- guess I was lucky to follow a poor act.  What if I was as bad as the last one? In many cases, we create our own good luck.

Walter --- professionalism is important in every aspect. I once watched a segment of Million dollar listings (or something like that), and this young realtor showed up at the client's house, wearing sweats. He had just come from the gym. The client was obviously not pleased, and muttered under his breath that he wouldn't hire this guy, and he doesn't care how successful he is. The client felt the realtor dissed him.

Missy --- I totally subscribe to the idea of being totally prepared, and ready to go to work (enthusiasm).

Hal --- when I'm making a presentation, that client is my world. I follow his lead. My phone is off/vibrate. I have a notebook for taking notes. There isn't a question I don't answer, and if I don't know the answer, I promise to get back to them with an answer. I emphasize that it is I who will take care of the account and will serve as their point of contact.

Diane --- it was only a few years ago that I heard the expression "WOW your clients" I think it must have been from a book that was about how to turn your clients into RAVING FANS. This may be a good time to rad that book again.

Margaret --- we learn from everyone, don't we? I will continue this practice of asking for feedback. I also ask feedback from realtors who show my listing. And I try to give feedback on those properties I show. Not always easy (or welcome) but I try.

Bill --- I was glad that they felt comfortable enough to share their impressions.

Lorraine and Loretta --- this is another reminder to plan and prepare, or fail!

Kelly --- the master part of my presentation is on my credentials, testimonials, marketing plan. I spent a lot of time developing that part so there's no need to reinvent the wheel. But I do spend a lot of time preparing the CMA --- I even drive by the property and take a picture that I include on the cover sheet --- and providing recent statistics, stories, etc. So that is an integral part of the presentation. So it has an equal dose of customization, and not merely cut and paste.

Lisa --- people are willing to share once you get their faith and trust in you.

Vicki --- thanks. It is always  good reminder to put our best foot forward. We may never get a chance to come back.

Maria --- the presentation book was icing on the cake. The most important part is knowing your market, your material, the product. And making sure customer care is evident.

Chris --- staying fit, physically, is my next goal  :)

Kris --- good impressions isn't always based on how you look, right? Knowledge. Customer Care. Enthusiam. They're part of the package.

Sandy --- thanks for the reminder. Market stats --- absolutely essential!

Connor and Paris --- what do you think?  :)

Christianne --- glad you and the others agree. Think and act positively!

Luke --- How true. The presentation binder becomes a leave-behind they can refer to. Just glad i have that, too! And believe me, when I hand that over to the prospects, they are very impresssed. I've had clients show the presentation to others when they brag about me.

Cameron --- even more important, it shows the difference between someone who cares about his clients and what's he's doing, from someone who's just doing a job. The enthusiastic, pleasant and efficient waiter gets the best tips!

Kim --- I think providing some semblance of online proficiency is important to show that we are in turn with the development in our profession. So whether or not someone knows how to do html (which I don't), the important thing is that we at least understand and are aware of how to harness the power of the internet when it comes to marketing.

Barbara --- thanks. I think what we should NOT do, as a whole, is to show up unprepared.

Jeanette --- if you take at least the key thoughts, it's to prepare and to have empathy.

Lyn --- one never knows why and how people make decisions. But at least these sellers shared why they DIDN't choose the other realtor.

Sheldon --- we should always look for ways to distinguish ourselves from the rest, right?

Michael --- I should add that we should always look for something that we have in common with the other party. That is the cherry on top.

Carla --- property won't be on the MLS for another month or so.

Lynn --- When I heard about what the other agent didn't do, I started to think of basic selling skills. This is a good reminder to develop and hone our skills.

Kappy --- This is the real reason for my post. It's a reminder to come prepared, not to gloss over bells and whistles, but to show the clients that we truly care and that we will take care of them.

Mara --- thanks. The best presentation materials won't matter if the other key ingredient, customer care, is lacking.

MeLisa --- to me, the presentation binder was just icing on the cake. Always glad I have it as a leave behind, and as one evidence of my professionalism. The rest, I try to convey another way. The best presentation can't guarantee the listing. But being unprepared, unprofessional and uncaring will guarantee one won't.

Donna --- customer care should be evident before, during and after.

Christine --- I think the presentation can sometimes make or break a deal. Do you remember the last time someone pitched an idea to you --- and what do you remember that made you accept (or reject) the proposal?

Gary --- confidence is important. As long as it doesn't become arrogance. Sometimes, we have to be cognizant of the difference, right?

John --- having good and insightful presentation material is very helpful in many ways. But how one presents oneself is even more important. It's all part of the package.

Eileen --- In my mind, I am also always practicing what to say and how to say it. Never can be too sure. Practice, practice, practice!

Regina --- I've followed some bad ones and good ones. I learn from both. ;)

Jason --- I think confidence comes with knowledge and experience. As I mentioned in a comment.

Roland --- congrats! What a happy day!

Ron ---You must have WOWED the asset managers.

Tim --- I don't think we disagree. Presentation is part of the whole selection process. Having a good one puts us in a better position than someone who isn't prepared at all.

Building rapport, establishing trust --- all of that is part of a good presentation. I, for one, can't trust someone to work for me if that person doesn't give me the feeling that he knows what he's doing, and that he is good at it. 

In my post, I had mentioned that I only referred to the presentation binder just once, and that is to show the info about the competing homes for sale. The rest of the presentation is in establishing and nurturing that connection with the client.

Mike --- this is definitely one of those situations when listening to what your prospects/clients tell you helps to understand what you need to do to distinguish yourself and the level of service you provide.

Jackie --- It actually seems to get the target audience started when you ask what they DIDN't like, or what concerned them about a salesperson. It may be a good practice to ask.