Listing Presentation Tips

By
Real Estate Agent with Compass
  • Be Courteous You are a house guest. Ask if you should remove your shoes, ask for permission before you sit down, and ask if the prospective client is tight on time.

Marketing Proposal

  • Be Educated Find out the names of the doorman and superintendent. Learn the history of the building and impress your potential seller with a little known fact. Make sure your comps compare apples to apples and be sure to reference specific details of the most recent similar sale.
  • Be Specific Present the top three reasons to list with you. Ex. 1) Web Strength -  The best and widest reaching exposure for your listing. 2) Sales Experience – I have sold multiple apartments in your building, many at record prices. 3) Extensive Network – My extensive list of contacts are well matched for this specific property type.
  • Be Inquisitive Ask questions. Suggest the potential client create a list of questions for the meeting or encourage him or her to send a list of questions prior to the meeting so you can be prepared with the answers. Listen and pause for comments. Conversation should be a dialogue not a monologue.
  • Be Direct Discuss any of your potential client’s concerns. Ask if there are any resources that you have not mentioned that he/she would like you to review.
  • Be Sticky Leave behind something unexpected. Ex. A current issue of a Magazine with one of your listing ads or an article flagged or a thoughtful  promotional item. A pen to sign contract with.
  • Be Professional Dress to impress and make sure your shoes are polished. It is always better to over dress than under dress for a listing presentation.
  • Be Prepared Use your laptop or iPad have an extra hardcopy presentation on hand just in case. Anticipate likely concerns and be ready with well thought out answers. Ex. Because there are two other C-line units for sale in the building, we need to hire a stager to make sure yours shows best. 
  • Be You Show your personality. Show interest in their life and how they use their home. The more authentic you are the more likely you will make a strong connection and start to establish trust.
  • Be Complimentary Point out the positive. Ex. Comment on great hardwood floors or custom built-ins. Ask to see every room and show enthusiasm.

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Jeffrey Ditri 03/23/2015 01:31 AM
Topic:
Real Estate Best Practices
Location:
New York New York County Manhattan
Groups:
The Art Of Marketing You
Target Marketing
Local Expert
Condo Specialists
Luxury Home Agents
Tags:
listing presentation
marketing proposal

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Rainmaker
2,940,538
Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

I can't imagine anyone reading this doesn't get the "blue print" on how to handle a listing presentation. And I'm all about being professional and authentic.

Mar 22, 2015 01:00 AM #1
Rainer
86,171
Neil Pluister
RE/MAX Property Pros Minocqua Neil Pluister (715) 367-7270 - Minocqua, WI
Realtor Up North

Mitchel,

Great post and is an informative resource that we all can and should use. Keep up the great posts.

Mar 22, 2015 02:26 AM #2
Rainmaker
239,907
Sarah, John Rummage
Benchmark Realty LLC, Nashville TN 615.516.5233 - Nashville, TN
Love Being Realtors® in the Nashville TN Area!

I like all your points, especially about being courteous and interested in the seller.  If we would shut up occasionally, we might learn something!  I think sharing a few points that can be remembered about us and our offerings, are much better than blabbing on for 45 minutes, reading out of a binder until their eyes glaze over. 

Also, if you don't get the listing, be a good loser. Wish them well in getting a quick sale, and tell them that you will certainly bring a buyer if you have one in their price range when the house goes on the market.  They picked someone else! You want them to remember that you were a good sport, not that you were a total jerk when they gave you the disappointing news. You want them to think that you have plenty of business and that their listing is not going to make or break you. Which it won't. We are a tough lot, us Realtors!

Apr 14, 2015 05:30 AM #3
Rainmaker
86,722
Chris Locke
Acton, CA

Really good post.

How about one addition:

BRING VISUALS - The ipad presentation works for many, but some still like to see some things in print.  Showing marketing material online (with the ipad or phone) and in print can have a very postitive impact.

Apr 24, 2015 01:40 AM #4
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Rainmaker
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Mitchell J Hall

Lic Associate RE Broker - Manhattan & Brooklyn
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