Listing Presentation - Do you wing it?

By
Real Estate Broker/Owner with Four Seasons Realty Group

Having sat through many classes on this subject I'm still having a difficult time believing that most agents use a Power Point Presentation. Does that mean you bring your laptop and show your clients a slide show? Or is it a flip book? What besides your ranking is the most important feature and what do you say to why you are different from everyone else or why should a seller choose you?

Do you memorize all the slides and just recite them as though you were teaching them something? Do you also memorize all the objections that a seller might have or do you speak from the heart?

Is everything so planned or do you start with the introduction and try to build a relationship? Do you send them a pre listing package or do everything during the presentation?

Instructors say that it is best if you are the last agent to do the presentation. Is that true and how do you convince a seller to make you the last one?

I could use your help because frankly I am so confused and would like to get listings.

Posted by

http://www.four-seasons-realty.com

Comments (8)

Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services

I was talking with my manager about listing presentations.. and what he said was NOT what I expected.  JUST LISTEN to what is important to the SELLER ... then try to show the SELLER how you can meet and/or exceed their needs.

Feb 11, 2013 11:15 AM
Barbara Korabel
Four Seasons Realty Group - New Paltz, NY
Last Name Like Champagne

All the top coaches would probably say no way but then again how many of them actually did go out on a listing presentation? Those who can't teach?

I like the honest way myself.. Thanks

Feb 11, 2013 11:22 AM
Wika Hutchinson
Eugene, OR
Broker, CRIS, SFR, CDPE

Barbara, I created a PowerPoint presentation but also have the hard copy version of the PowerPoint; I printed out the material and put them in a binder. Which one I use in front of the seller depends on who the potential seller is.

Feb 11, 2013 11:45 AM
Barbara Korabel
Four Seasons Realty Group - New Paltz, NY
Last Name Like Champagne

Good to know. thank you

Feb 11, 2013 12:14 PM
The Elise Bickel Team
ReMax Select Realty - Pittsburgh, PA
Leasing, Property Management and Sales

Honestly I have a power point presentation(well a slideshow on my computer) and I also bring 2 large books of materials....everything from feedback sheets from other clients to examples of our marketing. When I start off my listing presentation I give the owner the option, do you want to go through all of this? Do you want to just flip through it? And the same thing with the CMA...do you want to go through it in detail or do you want me to just give you the bottom line? 

 

It really is up to the seller, but most just want the highlights of what makes you different from other realtors. What can you offer that others cannot. And almost every owner wants to know what you think about price(and I never give 1 price, I always give a range).

Hope that helps!

Feb 11, 2013 12:33 PM
Sandy Padula and Norm Padula, JD, GRI
HomeSmart Realty West - Carlsbad, CA
Presence, Persistence & Perseverance
I have both a branded, professional presentation listing book, and also, depending on the price point and the seller prospect, I may use my IPAD presentation. In most cases, due to my reputation in the community and testimonials to prospects from prior clients, , most sellers just want to know the price to list the home at and how long to sell.
Feb 11, 2013 08:25 PM
Anonymous
Barbara Korabel

Norman:

I could answer those questions in a New York minute. My competition is someone like yourself who knows everyone one in the community and has the bulk of listings. I'm sure it has taken some time to get to that position but how would I compete against someone like you with that type of reputation?

Feb 12, 2013 06:56 AM
#7
Barbara Korabel
Four Seasons Realty Group - New Paltz, NY
Last Name Like Champagne

The Weber Team:

Yes that does help me. Thank you

Feb 12, 2013 06:58 AM