Tag: Communicating with real estate clients

listing presentation

How a Polished Listing Presentation Changes the Game

Marci Sepulveda Leave a comment

Whether you’re a brand new real estate agent or a seasoned professional, your listing presentation can be the key to successfully converting leads into seller clients. And, we all know that listings are not only an opportunity to sell a home — they’re an opportunity to grow your business. Having a bank of great listings will help you interact with more active home buyers, which can turn into additional business. 

With that said, let’s dive deeper into why you need a polished listing presentation and how it can help you grow your business. 

#1. Showcase Your Skills

Creating a quality listing presentation gives agents the opportunity to showcase their skills. It’s the perfect opportunity to go beyond your designations and certifications to highlight your sales successes, unique marketing skills, and neighborhood prowess. In fact, according to NAR’s 2018 Profile of Buyers and Sellers, marketing homes (20%), pricing homes competitively (20%), selling homes within a specific timeframe (19%), and finding buyers (14%) are among the top tasks that sellers place a high priority on. 

Speak directly to these tasks! Your listing presentation is the perfect way to highlight how your unique skills benefit sellers in these areas. 

#2. Build a Connection 

NAR’s 2018 Profile of Buyers and Sellers also indicates that the reputation of the real estate agent was by far the most important factor when sellers selected an agent to market their home. Knowing that statistic, you can utilize your listing presentation to build trust and establish a connection with potential home sellers. 

To do this, you can include reviews and recommendations, any professional awards or achievements you’ve earned, and any community organizations you’re a part of. If you plan on presenting your listing presentation digitally, a quick video testimonial is a great addition! 

#3. Stand Out from the Crowd

How are you different from other agents? Do you create a custom website for each listing? Do you hire aerial photographers or create 3D tours? Is your list-to-sale statistic in the top 5% of all agents in your market? Maybe you’ve sold more homes in a particular neighborhood than any other agent. 

Your listing presentation is the ideal opportunity to highlight some of your sales statistics, as well as the unique skill set that sets you apart from the crowd. 

#4. Exhibit Your Professionalism 

Another reason to have a polished and professional listing presentation is to exhibit your professionalism. Potential sellers want to have confidence that you’ll represent them (and their home) with the utmost professionalism and care. 

When you show up to a listing appointment with a tailored listing presentation — you’re showing that you took the time and effort to prepare, that you will work to earn their business, and that you’re a real professional. Setting this tone early in the process is vital not only to a successful client-agent relationship — but also to your professional reputation. 

Upgrade Your Listing Presentation Today 

It’s time to take a proactive approach to win over potential clients. Having a strong listing presentation will be an invaluable asset in your agent toolbelt — coming in handy time and time again. 

To learn more on how to create an unparalleled listing presentation, sign up today for our AgentEDU course on How to Give a Great Listing Presentation. 

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AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

 AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning. 

3 Steps to Handling a Low Appraisal

Marci Sepulveda Leave a comment

Receiving a low appraisal can be frustrating. If you’ve done the appropriate research and if all the parties agreed to the price, then it can’t be too far off base, right? So what options are available to you if the appraisal you received isn’t what you and your client expected?

Here are three steps to handling a bad appraisal:

#1. Try To Get the Appraisal Adjusted

Before taking this route, be sure to let your clients know that it’s difficult to get an appraisal changed. You can ask the appraiser to return, provide additional information to support your own findings, or have the lender send out a different appraiser take a look, but this is an extra expense and rarely yields positive results.

#2. Apply for a Loan with Another Lender

Another route you can take is to have the buyer apply for a loan with a different lender. There may be new fees incurred, but if you’re sure that the appraisal was simply wrong and you can’t get it changed, this may be the best way to get the property reappraised and produce a more favorable outcome.

#3. Have the Clients Agree to a New Price

You may have to ask your buyer to agree to a new price or put in a higher down payment, or ask the seller to lower the price to meet the appraisal results. If you’re representing the buyer, you may want to try to get the price renegotiated. Putting the price in line with the appraisal can be a chance to get a better value for your client. If you’re representing the seller, your goal is to get the buyer to make a higher down payment — because the lender is really only concerned with the amount of the loan, not the total price of the property.

Both Sides Might Have to Give a Little

These negotiations can be tricky, and both sides might have to give a little. What happens will depend on the market and how motivated the buyers and sellers are. But at the end of the day, the most successful agents avoid this situation by having an appraisal strategy already in place.

To learn more about how to overcome a bad appraisal and how to make the most of the appraisals process, explore our Appraisal track at AgentEDU.

AgentEDU features more than 70 different courses, each designed to teach agents the best practices for every situation. From daily core skills to high-level negotiations and everything in between, AgentEDU helps agents become top producers with increased earnings and a plan for continued growth.

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AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth. For a 7-day free trial sign up here.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.