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Do You Love Your Listing Presentation?

By Alyson Engelbrecht

Education & Training

March 13, 2014 10:04 AM

Winged house

Here in Seattle we have shifted from Buyers’ Market to Sellers’ Market, and the buyers are Crazy! People are contacting home owners and asking to buy their homes. Pictures of families and reasons why this home will make the buyers lives better litter the sheet. Homes are flying off the shelf due to the recovering economy and the fear that interest rates will rise at the end of the year.

This means that agents are reviewing their listing presentations and trying to work new sellers onto the playing field.

It's time to review the listing presentation, they have been gathering some dust during the Buyer's Market years. Now, as the county starts to swing away from a Buyer's Market some agents are looking to add a little 'pep' to their listing presentation's 'step'.

What do you include in your presentation?

Did You Know?

ONLY - 70% of agents have a website
(I’m shock Charts ed that it’s not 100 – kind of like 9 out of 10 dentist would recommend X…)

56% of agents use social media

12% of agents have a real estate blog (Rainers – Ahead of the game, as always)

25% of sellers want help marketing their home
Source: NAR, RisMedia, Buffini & Co.

Looking at the stats and talking with agents, made me so proud to be a part of Active Rain.

You get it!

You are the 12% of Agents who use their blogs to market and sell real estate, develop their niche, become the expert and neighborhood resource.

Rainers are addressing the #1 reason that sellers use a Real Estate agent, and they have gotten in at the ground floor of this marketing outlet. I am constantly impressed by the fantastic posts put out on neighborhoods, properties and the ins and outs of buying and selling a home.

So... Do you leverage your AR blog at your listing presentations to help get the listing?

During my recent Power Hour call on listing presentations the question of the day was 'How can I freshen up my listing presentation, it’s rusty, I’m rusty, it needs some spice…'

So I asked… Don't forget

There were over 70 suggestions of things to add to the presentation.

Things these are just a few things agents could not do without:

• Estimated Seller’s Net Proceeds based on a few selling prices

• Timeline of when they need to be on the market to sell by (X) date and buy by (X) date

• A photo of their property on my cover sheet. For some reason they like it?

• Blank monthly calendar to write down appointments and what will be happening inspections etc.

• My Plan to Market Your Home

• I use a time over price bar chart allowing the client to pick the price

I’m interested in knowing what aspect of your Listing Presentation is your favorite?

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Dagny Eason

Dagny's Real Estate - Wilton, CT

Fairfield County CT, CDPE Homes For Sale and Condo

I usually go with a listing presentation, but rarely use it. I find most sellers really want to talk about what matters to them, and have their questions ready for me.

Mar 15, 2014 03:58 AM

Phill Smith

Coldwell Banker Chicora Real Estate - Myrtle Beach, SC

"The Bow Tie Guy"

Great Post!! Love the blank calender. Never tell them something that you show them.

Would love to see "Time over Price Bar Chart" phillsmith@chicora.net

Mar 15, 2014 04:04 AM

Lloyd Binen

Certified Realty Services - Saratoga, CA

Silicon Valley Realtor since 1976; 408-373-4411

I think a listing presentation is the most important tool an agent has; afterall, it's a job interview. Mine has evolved, of course, and is very rusty now. Copies of real estate articles published in local newspapers or magazines works great for building credibility. Answering every objection before it's articulated is helpful. Copies of critical purchase agreement clauses helps bring the prospective client into the world of professional real estate sales and educates them what standard expectations are. Some graphs and charts describing the condition of the local market as a good preface to a CMA.

Mar 15, 2014 04:40 AM

Lottie Kendall

Compass - San Francisco, CA

Helping make your real estate dreams a reality

I include samples of past blog posts about other properties I listed--it sets me apart from others.

Mar 15, 2014 06:29 AM

Marte Cliff

Marte Cliff Copywriting - Priest River, ID

Your real estate writer

I'm startled by the numbers - only 25% of sellers want help marketing their homes? Then why do so many hire an agent? For their expertise with the paperwork?

Interesting.

Mar 16, 2014 02:57 AM

Frank Rubi

Frank Rubi Real Estate, LLC - Metairie, LA

FrankRubiRealEstate.com

Thanks for sharing your ideas on listing presentation. I think I will add the blank calender and the price bar.

Mar 16, 2014 05:46 AM

Graziella Bruner

NCS Premier Real Estate - Detroit, MI

Associate Broker - Serving Wayne & Oakland County

Great ideas - I do like the blank calendar, never thought about that before. I also have thank you letters from previous sellers in my listing presentation.

Mar 16, 2014 08:16 AM

M.C. Dwyer

Melody Russell Team at eXp Realty of California, Inc. - Felton, CA

MC Dwyer-Santa Cruz Mountains Property Specialist

Congrats on a well-deserved featured blog! Enjoyed reading your synopsis of the highlights of a listing presentation and the comments you stimulated.

Mar 17, 2014 02:14 AM

Alyson Engelbrecht

Bellevue, WA

Cathy - You're welcome. Photo's really do have a thousand words - priceless

Cary Jo - It has been very interesting watching this process of unbalance and rebalance in the market. I'm looking forward to a more even distribution of sellers and buyers.

Melissa - thanks. I would be happy to send a sample. I'm hoping to reach the agent who made the suggestion today.

John - I think I'm biased but that's what I'm looking for in an agent. It shows me the value of the agent. The more they unveil the work they are going to do for me the more 'value' they have to me.

Dana - Love it 'seller presentations' are a constant work of improvement and love

Debbie - Happy to, I'm hoping to reach the agent who suggested it today

Barbara - I totally agree

Karen - I'd love to. Let me get in touch with that agent and I'll post some info

Adrian - thanks for joining in :) Amazing isn't it? If that was all there was to it this business would be very different.

Ron - I think Active Rain is one of the ways that agents take their business to the next level.

Travis - I think a lot of agents are in your position

Dagny - As people are getting more technically savvy, they are getting the information before you get to their home. My best conversations with agents are when my agent has anticipated my question and has brought written back up documentation. I love that you are still comming prepared with that written back up even though you haven't needed it.

Phil - thank you! I'll get you more info on that 'Time over price bar chart"

Loyd - I totally agree 'It's a job interview'. Love the local feel you give your presentation.

Lottie - Kudos to you for using your blog in such a creative way. Here's an idea: To close the loop - (you may already be doing this).

-- Bring your copies fo the blog posts, with the posting date. Bring or attach an exposure report from your website that shows how your blog is capturing 'leads', 'interest', 'clicks', 'views' - what every you have... after you have posted your blog, to showcase not only your work but why this work is important and how it helps find the buyers for the properties you list.

Marte - the % was the #1 thing sellers were looking for from an agent, not the only thing. Here are more of the stats:

20% the most important thing is selling in a set time frame

19% the most important thing is setting the correct price

15% the most important thing is finding the buyers

Graziella - Thanks - I love the calendar idea also

M.C. - Thank you - this was my 1st feature. It has been very exciting getting to talk with everyone.

Mar 17, 2014 03:13 AM

Shawn and Kari Harger

Hi Alyson, Could you send me more info about time over price bar chart allowing the client to pick the price please? Thanks, Kari (hargerhometeam@gmail.com)

Mar 17, 2014 03:20 AM

Alyson Engelbrecht

Bellevue, WA

Shawn and Kari - I would be happy to. I'm hoping to hear back from the agent who suggested it on my call last week, today with more details.

Mar 17, 2014 03:42 AM

Gene Riemenschneider

Home Point Real Estate - Brentwood, CA

Turning Houses into Homes

Blogging is the most important part of my business. Thanks for the post.

Mar 18, 2014 06:09 AM

Alyson Engelbrecht

Bellevue, WA

Gene - You bet, I totally agree.

Mar 19, 2014 04:51 AM

Alyson Engelbrecht

Bellevue, WA

Thank you to Michael McFarlane for sharing his Time/Price barchart. Here is a little more detail, visual example coming soon,

"In a nutshell the procedure is to compare DOM to asking price. Use enough examples to create 3 groups: group 1 sells quickly, group 2 sells eventually, and the last that are not selling. Allowing that average asking price to represent each group you have moved the question away from how much they think they should get to how long they want it listed.

Depending on their priorities, most will pick the short time even if they are not in a hurry due to the inconvenience of keeping their home show-worthy (and of course I emphasize this aspect of a long listing period)."

Mar 24, 2014 06:20 AM

Joe Petrowsky

Mortgage Consultant, Right Trac Financial Group, Inc. NMLS # 2709 - Manchester, CT

Your Mortgage Consultant for Life

Wonderful post and you are so right. If you don't love your presentation, you might lose out to someone who does.

Make it a great week!

Mar 24, 2014 09:32 AM

Jim Cheney

Saint Francis Property Santa Rosa, CA - Santa Rosa, CA

Rincon Valley Realtor 707.494.1055

Like the time/price bar

Mar 31, 2014 09:27 AM

Mike Baltierra

Rise Realty - Eastvale, CA

Full Service at Your Service Realtor-Eastvale CA

My new presentations offers and few new strategies to get the home sold I offer a 1 hour free consultation with a award winning stager and a professional photographer. Sometimes the sellers don't like to hear from me when it comes to staging ideas or they don't implement them.

May 16, 2014 12:18 AM

Alyson Engelbrecht

Bellevue, WA

Joe - so true

Jim - thanks

Mike - separating yourself from the 'bad news' with a stager & potographer is an excellent idea. Home owners don't really like to hear that their home is not well decorated.

Aug 05, 2014 06:52 AM

Kela Caspillo

Kauai Dreams Realty - Kapaa, HI

Kela Caspillo

I like your ideas. I also find it effective that they like a photo of their house on your listing presentation for some reason haha

Aug 19, 2014 06:45 AM

Wayne B. Pruner

Oregon First - Tigard, OR

Tigard Oregon Homes for Sale, Realtor, GRI

I don't often have a listing presentation with me, but I do go over a rudimentary one each time before I leave. It keeps me sharp.

Oct 07, 2014 02:23 PM