Hey there, superstar agents! I have a question for you. How many times have you walked out of a listing presentation and thought, “Ugh, I should have done that differently?” Yup, me too.
It’s all about making your presentation engaging, getting to the point, and connecting with the sellers. I’m here to tell you that you don’t need to be a sales guru to do it. You just need to be a stellar version of yourself. Let’s dive in!
1. Stop Being Boring
Okay, let’s get real for a second. Have you ever been at a presentation and thought, “Wow, this is a snoozefest!”? I know I have. If you’re not capturing your sellers’ attention, someone else will. Energy is infectious. If you’re excited about their home, why wouldn’t they be? So, how do you do it?
Just stop being boring. Easy, right? He goes on to say that most of us are just drones regurgitating the same tired stuff. Honestly, Kevin, tell us how you really feel!
How I Apply This
First things first, drop the monotone delivery. If you’re droning on, you might as well be putting your audience to sleep. Bring some enthusiasm into the room. Also, get creative with your materials. Sure, we all have our MLS printouts, but why not spice them up with some killer visuals? You could show before-and-after photos of homes you’ve sold, include market graphs that actually make sense, or even bring along a laptop to pull up your website and some video testimonials.
My Tip
Don’t just tell the sellers you’re going to do great things with their home; show them. If you have a track record of success in selling similar homes, create a mini slideshow of those homes and run it during your presentation. A picture is worth a thousand words, but a slideshow is worth ten thousand. Trust me, your sellers will be more awake by point two.
2. Engage the Seller
If you’re not asking questions, what are you even doing? Kevin suggests that asking questions is crucial. I mean, who wouldn’t want to know more about their seller’s expectations? Get to know their “why” behind selling. It’s not just about the house—it’s about what the sale means for their future.
It’s also a good ideea to ask “yes” questions, like “Do you want more money for your home?” Well, duh! Of course, they do! Who doesn’t want more money?
How I Apply This
Forget about showing up with a scripted monologue. Walk into that presentation with a list of questions that go beyond the usual “What’s your listing price?” and “How many bedrooms?” Ask about their timeline. What are they excited about doing after they sell? Where are they headed? This not only gives you information to market the home better but also shows that you genuinely care.
My Tip
Ask your sellers about their ideal buyer. Are they looking for a family to fill their home with love and laughter? Do they want to sell to someone who’ll take good care of their garden? Use these details in your marketing to attract the right audience. And here’s another thing: offer solutions to any concerns they might have. If they’re worried about moving dates clashing, you could suggest a rent-back option.
3. Get to the Point
People have short attention spans, and let’s be real, they have a million other things on their minds. Kevin believes in cutting out the fluff and getting to the good stuff. Forget about listing all the awards you’ve won or how long you’ve been in the business. Instead, focus on what’s important for them: the money and the timeline. Try answering three crucial questions: What are the sellers’ goals? How will you get there? What are the challenges, and how will you overcome them?
How I Apply This
It’s simple: Know your seller’s goals inside and out. Before the presentation, ask your clients what their main concerns are. Is it price? Time? They want to be in the new home before the school year starts? Once you have these answers, tailor your pitch to address them directly. This shows you’ve done your homework and are genuinely invested in their success.
My Tip
Stick to the 80/20 rule. Spend 80% of your time talking about how you can help the seller reach their goals and only 20% on who you are. And for heaven’s sake, keep the tech stuff to a minimum unless it’s absolutely relevant. You don’t need to explain every single feature of your MLS or your CRM. Stick to the basics: you will get their home sold.
Conclusion
Look, this isn’t rocket science, folks. You don’t need a fancy college degree to engage someone, get to the point, and make a connection. It’s a wake-up call for many of us, and we’ve all been that agent at one point or another. This isn’t anything earth-shattering, but it’s always a good idea to get a reminder every now and then. Bottom line, be real. Be yourself. No one can do that better than you.
What’s your biggest struggle during listing presentations? Drop your thoughts in the comments below!
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