You’ve got a listing presentation scheduled with a potential client. Fantastic. Now think of your upcoming presentation as a job interview: you are trying to convince your potential client that you can sell their home faster, for more money, and with more care than any other agent. Therefore, your first impression should let your potential clients know that you are trustworthy, knowledgable, and prepared. Because if you don’t they may be inclined to go with another agent.

Think you can go into this or any other presentation and wing it? Failing to plan is another way of planning to fail. The true difference between rookie agents and the superstars is a preparedness. Your listing presentation is won or lost, in large part, before you even meet with the potential client. Follow these tips to better serve your potential clients’ needs.

Read Part 1 Here!

4. Follow up

How often do you get a personal, hand-written note from people anymore? It’s rare, but it feels great when you receive one. It shows that somebody cares about you enough to take the time to write something specifically for you.

After every listing presentation, send your potential client a handwritten letter and perhaps a small, thoughtful gift to show them what kind of personal attention they’ll receive as your client.

Also, be sure to get their email to add them to your email newsletter list (if they are interested). 

5. Be ready for common questions

No, you can’t know exactly how your presentation and conversation with your potential clients will go, but there are some questions that will come up time and time again as you do more and more listing presentations. It behooves you to come prepared with some answers to those questions.

For example, they might ask: “What do you think of our property?”

Be sure to project your enthusiasm for their home—remember, this is their castle. Highlight some of the key positive features while gently sliding into a few things that could stand to be fixed.

Or they might ask: “What are your credentials?”

This one should be easy for you. Let them know if you are an accredited Realtor. Give them a rundown of your recent sales history and some average sales prices for different property types. If you are a full-time agent, mention that—it will give you more credibility than a part-time agent. If you are a part-time agent, be honest about it, but be sure to spin it into a positive by pointing out how your sales record is all the more impressive because of your part-time capacity.

6. Get the seller, not just the listing

Dale Carnegie said: “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”

Now, you don’t have to be friends with your clients, but employing the same quality listening skills that would get you a friend can help you better serve them. What is their body language saying about how they feel? What kind of questions are they asking? Paying attention to these forms of communication can help you gauge your client’s interest in your presentation.

Follow these tips to better improve your listing presentations. To sign up for classes, including real estate post-licensing, visit our website, www.LarsonEd.com, or give us a call at 239-344-7510.

Read Part 1 Here!

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Naples real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

www.LarsonEd.com