Tag: real estate how-to

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. 

A real estate agent meets with prospective clients in a cafe

The 5 Steps of A Killer Listing Presentation

Marci Sepulveda Leave a comment

Real estate agents have a lot to prove. How do you show prospective clients you have what it takes to sell their home?

Your value to your clients (and potential clients) lies largely in your ability to handle the details of their home search, transaction and closing that they aren’t equipped to handle themselves. They need to believe in you.

If your listing presentations aren’t earning you business, to put it simply: you’re doing it wrong.

Learn How to Get it Right

Most agents will get their chance to prove their merit at the listing appointment.

And make no mistake, you will have a lot to prove: that you have the skills, market knowledge and marketing savvy to effectively market their home; that you can help them get the best price possible; and that no one else can do it better than you can.

If that seems overwhelming, know that there are actually only five basic steps you need to follow for a winning listing presentation.

But First…

Before you’re ready to set your meeting in motion and execute those five steps, there’s some groundwork to be done.

You can begin setting the tone by being the proactive party in setting up the appointment and securing important details, such as:

  • Making sure that you’re meeting with people who can actually make a buying decision
  • If you can’t meet at the client’s home, confirming that the location has everything you need to present (a table, adequate seating, privacy, a quiet atmosphere)
  • Checking in the day before you’re scheduled to meet

These items may seem like common sense, but chances are your clients are busy and distracted by work, kids, or the demands of transitioning into a new home, so they’ll appreciate an agent who can keep things on track and hit the right balance between taskmaster and adviser.

Don’t Sabotage The Process With A Bad First Impression

All this preparation feeds into the overall impression you’ll make on the client. Before they feel ready to commit to anything, they need to be certain about you.

So do your research, create an agenda for yourself and dress to impress.

In a listing presentation, your sellers are trying to get a feel for how you work and whether you’ll be the right person for the job. So you’ll need to do your homework and show that you’re invested in them as clients and understand their situation:

  • What do you know about their neighborhood?
  • What do you know about their property?
  • What are the sellers’ names, whose is on the title, and what is their financial situation?

The more information you have, the more prepared you’ll be to handle their individual needs.

Are you ready to learn the five steps of a killer listing presentation? Then check out AgentEDU’s course series called The 5 Steps of a Listing Presentation, Parts 1 and 2—which along with our other 70 courses on our platform—is available to you for one low monthly price when you sign up for the program.

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.