Have I Been 'Missing the Mark'?

Val, I think you need to include all 3 approaches in your presentations.  I'm guessing the main reason Realtors don't stage their listing is because they don't think they or their clients need to spend the money on a Stager- "they never had to before" or " they do it themselves".

Once you get the reasons why they don't use a Stager you can go into your presentation portion of how it benefits them and how the market has changed etc.

By combining ALL your approaches you may have a Home Run!  It will be valuable to hear Agent's comments.

Please let us all know how the presentation goes tomorrow.  Good Luck! 

Hi Val - If you're going to use a question-based approach, make sure they are open-ended questions, not 'yes or no'. For example, "If the MLS has 10-15 properties that match your client's criteria, how do you determine which ones to show them?" My guess is that more than one agent will respond that how the home looks in the photos will influence their decision -- or you can 'lead' them to that answer as well.

If there is a lot of new construction in your area, you might ask "How can a resale home compete with a brand-new, professionally decorated model home?" And one point that really hits home with me is that 'many times the cost of professional staging is far less than the first price reduction'. Good luck with your presentation!

I also think the mixed approach would work well.  Also, try to get some statistics toghether I find people really respond to numbers and of course bring a long your fantasitic before and after photos

Val, I might be a little late to this discussion for you, but my experiece was much better when it was an informal approach, more one on one discussion with questions and answers for them.  I also had an example of the consultation report that they would receive, nicely presented in a binder, so they could browse through it and actually see what their money would buy them.   Good Luck!

Val - I agree with the combined approach.  You heard the old saying "different strokes for different folks"?  Well, one approach may work for one realtor but not for another.  So having a combined approached increases your chances of relating with more realtors.

I firmly believe that realtors will be seeking you out soon enough.  The market has changed. The savvy realtors will realize this and get on the ball to do more to sell their listings.  Let's see where we are in 4 months:-)  

 

Hey Val - I agree with everything everyone else said.  Around here there sometimes more than 30 agents at a morning meeting.  They hear the presentation from their cubicles - everyone pulls up chairs.  It is a difficult way to do a presentation.  They cannot see a computer if you have a power point presentation.  I always go early, bring snacks, stand next to the snacks so I can talk to people and get their business cards etc.  At the end I tell them that I'd love do go into more specifics with individual agents or small groups if they want to discuss it further.  Then I send a handwritten thank you to the office manager.  If I was invited by someone I send them one also.  Finally I follow up with an email to all the new contacts with some follow up information etc.  Let us know how it goes. 

Val -- I was thinking about you today and hoping the presentation went well.  Fill us in on all the details when you get a chance.

I missed this post before, let us know how your presentation went Val!  I love Judy's idea of printing off a consultation report for realtors to view  What a great idea!

I like the 3 questions that you can ask them but sometimes they don't answer more than a word or two then what? Every realtor and every office is different, you just don't know what will impact them. I always do a before and after showing. I hold up an 8x10 Before and ask them to guess what room this is, and then I show them the after. This always works really well. But you will find your niche and that will be the thing that you are more comfortable with and that is what will work for you. Keep up the great work

Phyllis pafumi 

Hi Val - I too am on the island.  I find an "informal" approach works well.  Also, I have a brochure with a before and after shot and highlights of whats in it for them to work with a home stager.  (and of yea, it is always great to bring FOOD).

Maureen Graziano