Top 8 Listing Presentation Tips

For Realtors and Real Estate Agents

How to excel during listing appointments / listing presentations...

Real Estate Listing Presentations Tips - #1

There's more to listing presentations than meets the eye.

There is a hidden language going during a listing presentation that you need to be aware of and you must learn to identify so you can excel when on a listing appointment. What is this secret?

Body Language Reveals More Than Verbal Language

A seller tells you they want to think about it.

What does the typical agent say? Most say fine and that they will follow up at a later date. But if you had a little body language skill, it is very likely that you could have picked up earlier in the presentation the issue that caused the seller to stall at the end of the presentation. This is the benefit you will receive by developing body language skills.

1. The Eyes

Remember being out in public as a child, doing something out of the ordinary and suddenly finding your mother’s eyes telling you… “Just keep it up and we will see what happens!” Or how about this expression, “If looks could kill, I would be dead now!”? Successful communication and persuasion often depend upon how you use your eyes and interpret the use of the eyes in the other individual. Here are a few rules to follow.

Rule 1:  Eyes Upon First Contact

Eye contact with someone you are just meeting should be intense but brief. It must NEVER more than three to five seconds in length. Any longer may indicate aggression on your part, thus causing a negative meeting.

Rule 2: Looking

During conversation you should look with long glances when listening and less while talking.

Rule 3: Say Cheese With Your Eyes

You are responsible for the mood of a conversation. Make sure you are smiling with your eyes.

Rule 4: Please… Do Not Stare

It only leads to poor results.

Listing Presentation Skills

Other Rules About Eyes

Eyes are a mirror into the soul and reflect what is happening in the mind. Your ability to READ the eyes of your prospects increases the odds of a successful meeting

Rule 1: When Your Prospect Is Looking Directly At You… You Are To Keep Going.

It indicates your prospects agrees with you and your current line of thought.

Rule 2: When Your Prospect Begins To Squint… You Are To Stop.

When this happens, it means your prospect is doubting what you are saying. So you must stop immediately. Then you must question what their feelings are about or ask if they completely understand what you’re saying to get the matter resolved before continuing.

Rule 3: Glancing Eyes… Indicates Prospect Is Under Stress

If while you’re talking and the prospect begins to glance to one side or the other, then this indicates stress. Either it is self-induced or caused by you. If you continue you will accomplish little. Stop and probe as to why  they are nervous before continuing.

Rule 4: Prospect Tilts Head Forward & Eyes Looking Down… You’re In For Some Trouble

If the prospect’s head is tilted forward and their eyes are looking at you under their upper eyelids… STOP.  You’re in for confrontation because the prospect does not believe what you are saying. You need to deal with the topic of the conversation. Once it is resolved, you can start again.

Rule 5: ‘Men To Men’ and ‘Men To Woman’ Eye Contact

In ‘man to man’ conversation, eye contact should be maintained about 85% of the time and with ‘man to woman’, about 25% of the time.

Rule 6: In Business and In Social Eye Contact

In business situations, your gaze at the prospect should be fixed within the area across the top of the eyes to the tip of the nose. In social situations your gaze should take in their entire face.

Rule 7: When Are You To Look?  The Answer Is When They Start Talking

As soon as your prospect begins to speak, look in his/her direction. It shows you are interested in what they have to say.

Summary...

Of course these tips not only apply when you're on a listing appointment conducting listing presentations, they also apply in the following activities too.

1. Buyer presentations
2. Expired listing scripts
3. When using printable marketing flyers with clients
4. When using an offer presentation with clients
5. When using a listing presentation template with clients
6. When using real estate listing presentations
7. When using listing presentations for FSBO
8. When using a ReMax listing presentation
9. When using a Keller Williams listing presentation
10. When using a Coldwell Banker listing presentation

More Listing Presentations Tips

There are many examples of real estate listing presentations you can see online.

Actually you can every do an online listing presentation. (Of course you will not be able to monitor body language.)

When you consider the functionality of Realtor presentations, Realtor listing presentations, buyers presentations, sample listing presentations, sample real estate listing presentation, free real estate presentations, and paid listing presentation or listing presentations, you will discover your only limit is your imagination.

Home sellers want you to use a PowerPoint listing presentation as it gives home sellers the confidence in listing with you. If you have been wondering how to find home sellers who want to list and are eager to list a home with a Realtor... your best bet is to use a professionally designed PowerPoint presentation that you can use when you're in the home of the seller or even when online by using one of many online listing presentations.

Ideas For Making A Real Estate Listing Presentation

You must...

1. Put the seller at ease

This means you need a listing presentation that incorporates a seller's fears and then resolving those fears through the listing presentation.

2. Listing Presentation DVD

You can always burn a copy of your listing presentation on CD or DVD and leave it for you seller once the listing agreement is signed.

3. First time home buyer, marketing, post cards

There are so many ways to promote yourself to home sellers and home buyers that we strongly recommend a listing presentation and buyer presentation purposely designed to gain their favor.

4. Presentation about working with buyers

Once again, what would you as a buyer want your Realtor to do for you when you were considering buying a home? One thing is certain, you would want a presentation outlining all home buying steps.

5. Most Agents Say - I need help with listing presentations

That's what makes having a professionally designed listing presentation, preferably a PowerPoint listing presentation, such a powerful tool. By using it on every listing appointment, you will be learning how to do a listing presentation.

Closing...

Marketing for listings is easy and you can make it much easier by having the right tools and using the tools every time you are on a listing presentation. This is why we recommend the many presentations found on this site.

Real Estate Listing Presentations Tips - #2

A listing presentation for Realtors is the most important marketing tool to a real estate agent. It is through your listing presentation that sellers will make the decision as to list or not list their home with you. For this reason, your listing presentation must simply 'SELL YOU' to the seller.

Here's What An Effective Listing Presentation Must Include!

1. It must solve the top 12 problems of the seller.
2. It must convey to the seller that your marketing plan is brilliant.
3. The marketing plan must cause your seller to think you're a top agent.
4. The marketing plan must make the seller feel secure about your services.
5. It must offer a service guarantee.
6. It must feature the benefits the seller will enjoy by listing with you.
7. It must show how you will target home buyers.
8. It must outline your Internet marketing strategy.
9. It must show how you will highlight home features to home buyers.
10. It must prove to the seller it will sell their home.
11. It should be a PowerPoint listing presentation.
12. It must be in a format that is deliverable by website, email or DVD distribution.

Your Listing Presentation Must Produce Referral Mentality

Yes your goal on doing a listing presentation is to secure the listing. However you have a much more significant goal, and that is to win the seller over to you when it comes to referrals.

Think about it for a minute and you will agree. In the mind of the seller, sale success means you're a top agent. If that house does not sell, you can forget about the seller sending referrals to you. With this in mind, having a spectacular listing presentation that causes a seller to price their home to sell within 30 to 90 days means you end up the winner. How so? Because your seller will think highly of you and will be willing to send referrals to you.

Closing

This is why you simply must invest into a listing presentation that covers all the basics, includes advanced marketing principles, and clearly impresses the seller about you and your services.

Real Estate Listing Presentations Tips - #3

How to Completely Dominate Your
Competition, Win the Listing 95% of the
Time or More, and Do it All With Incredible
Ease...Even If You're Competing with
the Top Agent in Your Market!"

Sounds impossible? Not if you understand how a seller thinks. Once you do you will have found the secret to closing virtually every listing appointment you attend for a listing presentation.

How Do Sellers Think?

That's easy to know if you will simply step into the shoes of a home seller.

A. Will The Agent Be Honest?

This is their number one concern. You must prove your honestly through the presentation itself and through the use on testimonies.

B. Will The Agent Price My Home Properly?

Most agents think sellers want to overprice their homes. This is why on the average MLS board, 33% of the listings are overpriced and do not sell. If an agent would only understand that most sellers are prepared to price their homes at market value.

C. Will The Agent Follow Through?

Sellers want to know if you will do what you said you would do when on the listing appointment. So having a follow through plan is essential as it proves to the seller you are doing what you said you would do and this leads to more referrals.

D. Will The Agent Follow Up?

This means service. It is essential you communicate with a seller at least 2 times per week and immediately after every showing.

Summary...

These are the top 4 concerns the seller has and it would be wise for an agent to develop a listing presentation that address and resolves these issues.

And of course you will need to include your Internet talent as well, clearly outlining how you will use the Internet to harvest buyer leads.

Real Estate Listing Presentations Tips - #4

Step-By-Step Process Review

So you have booked the listing appointment and now the day has arrived to meet the sellers and conduct your listing presentation. To increase your odds for success, follow these critical first 7 seconds steps called 'Impression Selling".

What Is Impression Selling?

The goal of gaining personal like-ability with the seller. Sales research suggests that 70% of your success is determined within the first 7 seconds of walking into the door of the prospect. That's not a lot of time so you must have a plan to impress them, failing which you put yourself behind the 8-ball.

1. About 24 to 48 Hours Before You Arrive

You must send to the seller, by email or drop off, the following ice-breakers.

A. Personal Portfolio

This is a professional summary of you as a professional. You can see samples on this site of a personal portfolio.

B. Testimony Presentation

It's just a fact of life that people do not 100% believe salespeople when it comes to self-promotion. So you will need to use testimonies, since they will be much more likely to believe what a satisfied client has to say compared to what you have to say about yourself.

You can see a sample here of a testimony presentation on this web site.

2. As Soon As You Arrive

It is strongly recommended that you bring at least one gift to the sellers as a way of saying thank you for allowing you to come to their home.

1. Chocolates
2. Flowers
3. Gift Cards

And remember the kids by bringing them crayons and a few coloring books!

Summary...

You will find by using these ideas you will gain a favorable impression and make the absolute best use of those first 7 impression seconds!

Real Estate Listing Presentations Tips - #5

Why Top Agents Are Always Top Listers!

In every market across North America you will find a common thread among agents… those agents who make the most amount of money are also the same agents with the most amount of listings.

· Why is this so?

· Why is it that great listing agents are normally the ones who are the top earners in the territory?

It’s How This Business Works!

Every buyer must buy a home. The agents who have the listings earn the income regardless if they are working with the buyer or not. It’s called the MLS. Thanks to the MLS, a listing agent does not need to find the buyer to make the income. All that has to happen is for another agent to show the home and the listing agent makes the cash too!

Listings Virtually Guaranteed Your Income!

There’s only three ways a listing will not sell.

1. Overpriced within prevailing market

2. Poor condition compared to competition

3. Listing term too short to realize a sale

Simply address these issues with the seller and you will guarantee your own income.

Listing Agents Have An Army of Agents!

Think about it this way and you will discover why you need to become an expert at listing homes. The typical broker has 17 agents working for them. This means the broker makes income anytime one of these agents secures a sale.

Well, you are in the same boat as the broker but even better. Instead of having just 17 agents working for you, thanks to the MLS you have every agent on the board working for you and they’re all focused on the same event - selling your listing.

Your Benefits for Becoming A Listing Expert!

1. Guaranteed income

2. Prospecting focus

3. Neighborhood expert

4. Prospecting time reduction

5. Contractual performance

Contrast all of this with how agents who work with buyers often end up spending their time. Buyer agents typically are not in contract, wasting time and money showing properties. This process can take weeks to months before a buyer decides to make an offer.

But a listing agent can, during that same period of time, attend listing appointments and secure 3, 5 or even 10 new listings while the buyer agent is stuck trying to get that 1 buyer to make a decision.

Plus Listing Agents Know What Makes A Real Buyer!

When that listing sells, in almost every case the seller has to buy another home. Therefore the seller is converted into a buyer. So listing agents know that their sellers are also buyers. So by focusing their attention on sellers, they actually are also focusing attention on buyers. There’s no better buyer than a seller who just sold their home and is in the ‘must buy’ rather than the ‘like to buy’ position. Add to this urgency to buy, since if they don't they will be on the streets, or even worse, living at the in-laws, and you are in for a nice payday.

Summary

If you are wanting to significantly increase your income, then focus your attention on becoming a listing expert. Of course you will need a listing presentation that showroom shines your talent. We recommend you consider a PowerPoint listing presentation such as on our website.

Real Estate Listing Presentations Tips - #6

STEP-BY-STEP THROUGH THE LISTING PRESENTATION

1. Arrive 15 minutes early to view the curb appeal of the home and to take notes on it to discuss with seller.

2. When meeting seller at door, say something positive about the curb appeal or landscaping.

3. When inside, introduce yourself and shake the hands of the sellers.

4. Ask seller if you can tour the home.

5. During tour ask seller to highlight what seller thinks are the main features of the home.

6. Ask seller during tour if any improvements have been made and if so what are they.

7. During tour ask seller why he/she is moving.

8. During tour ask seller if they have ever sold before.

9. After tour go to kitchen table and do the listing presentation.

10. Simply go through the listing presentation and answer all questions.

11. Make sure you only discuss price after you have concluded your listing presentation.

12. Proceed to your pricing presentation.

Real Estate Listing Presentations Tips - #7

Value Range Marketing Pricing

What Is VRM?

The concept, which was first born in Australia in the early 1990's and years later brought to the United States by Gregg Toyoma for Prudential California Realty's convention, is changing the real estate industry.

Example

A home has a fixed listing price of $199,999. When using value range marketing a range of 10% to 12% is used. So in this example, the home would be priced, with the 10% rate, $179,999 to $219,999. A good rule of thumb is to place the market value of the home in the center point of the range. IN this example, if the true value was $190,000, then the range would be $171,000 to $209,000.

Benefits of VRM

(1) The home is exposed to more buyers. A buyer shopping for a $180,000 home would have the opportunity to view the home. The same applies to buyers willing to invest $200,000 to $210,000.

(2) Buyers are more willing to begin the offer process. After all everyone loves to get a deal!

Real Life

In San Diego, California, agents using Value Range Marketing recently had closed transactions of almost 21,000 homes, while approximately 15,800 homes were marketed at a fixed price.

Tip

If your board does not support VRM, then use '876' as the last three digits on the top end of your VRM price point. The 876 [spells out] V-R-M on the [keypad] of a phone … it just gives another identifying factor to an agent that's knowledgeable that the listing is a range price listing. Then simply make additional comments in the 'remarks' section of your listing.

Real Estate Listing Presentations Tips - #8

How To Do A Short Sale Presentation

Reason For A Short Sale

It is to protect and preserve the credit of the seller.

The Presentation

You must have a presentation purposely designed for this seller type. A short sale presentation is very different from a traditional presentation. In a short sale presentation you will be simply informing the seller about the short sale process and not outlining your marketing plan.

Outside The Scope of Your License

You must disclose to the seller that there are many issues of a short sale that falls outside of your real estate license. These issues include accounting and legal. Therefore you must ensure your seller is fully aware of these issues and that you never offer any professional recommendations on these issues.

Mitigation Company

Perhaps the best kept secret in the business. A mitigation company works directly with the lender and can often speed up the approval and sale process.

Never Market As Short Sale Until It Is A Short Sale

Many agents are risking lawsuits from both sellers and buyers by marketing a listing as a short sale when the seller has yet to receive short sale status from the lender. This amounts to false and misleading advertising. The seller can come back on an agent for any and all shortfalls while the buyer can sue the agent for misleading information.

Disclosure Is Essential

The more you disclose the better off you are as an agent. Full disclosure of the short sale on the listing and offer is essential to guarantee you will not face potential lawsuits. Therfore your short sale presentation must include full disclosure.

Approval Package

Lenders require sellers to provide about 20 items to them, including a Hardship Letter, when applying for short sale status.

Qualifications

The seller must prove hardship. Any and all assets must be declared to the lender as part and parcel of the approval process. Additional assets the seller has over and above the home will be at risk.