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Realtor presentations - Is yours top notch or "drive-through"?

Starting out the New Year it is good to look at everything we do and see if any part of our business needs a tune up or a complete revamping.

I have met with many buyers and sellers over the years and have seen what my competition is doing and what they are not doing.  Many presentations I have seen are very good, but most are what I would consider as "drive-through".

We are all influenced by what we are told to do and what our Brokers or office managers tell us to do.  While all this advice is good to an extent we must look at our presentations and see what is good and not so good about it. 

Even though I have been in the business for over 28 years I am always looking at new and innovative ideas that can help in my listing and buyer presentations.

I am a big proponent of giving the consumer what they want and need and giving it to them in a format that is informative, attractive and easy to comprehend.

Think about the last listing appointment you had and what you felt and what your client's body language and statements indicated.  Are you satisfied with what developed or do does your presentation need help?

Don't be afraid to admit you need help.  Tiger Woods reviews hundreds of hours of tapes of the tournaments and practice sessions and calls in his coach if he feels he needs help.  This is why he is the number one golfer in the world.

  • Do you have a killer pre-listing packet?
  • Do you have easy to read color market graphs?
  • Do you have a powerful marketing plan?
  • Are you committed to strong communication and follow-up during the listing period?
  • Do you send bi-weekly or monthly market reports to your sellers?

If any of the above areas are weak in your opinion don't be afraid to ask for help.  You will be surprised how many top Realtors on Active Rain or other networks are willing to assist you in the areas you need help in.

Now is the time to tune up your presentations so you will have a productive and awesome 2008.

 

 Posted By: George Tallabas - Boise Idaho Real Estate Agent - Associate Broker 
with RE/MAX Advantage, Canyon Counties #1 Brokerage in sales and listings
specializing in Boise Idaho Real Estate and Southwest Idaho Real Estate.

 

Native Idahoan and Boise Idaho Real Estate specialist serving Boise, Meridian Eagle, Nampa, Caldwell and the surrounding Treasure valley area of southwest Idaho. Specializing in residential, investment, land and commercial real estate. Search thousands of MLS listings at Boise Homes for sale and learn all about Idaho by visiting Search Idaho Homes

Comment balloon 35 commentsGeorge Tallabas • January 12 2008 01:21PM

Comments

Thank you.  Right off the bat I see I should be sending out a market report.  You always have such great information!  - Karen

Posted by Karen Gentry>>Charlottesville, Virginia Real Estate Professional (RE/MAX Excellence-Charlottesville VA) over 11 years ago
Karen - Thank you and have a great 2008 my friend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

thanks for the post....good luck with the New Year.

 

Patricia Aulson/Hampton NH Real Estate 

Posted by Patricia Aulson, Realtor - Portsmouth NH Homes-Hampton NH Homes (BERKSHIRE HATHAWAY HOME SERVICES Verani Realty NH Real Estate ) over 11 years ago

George, great post, we do the market reports. Mid 07 I started doing a powerpoint presentation and taking my laptop to homes were I thought it would be a powerful tool. Turns out, my partner and I have walked away from listings and lost maybe 2 since then. We go in prepared, pick the house apart first to show what needs to be improved, staged or repaired. Then I pull out either a color printed copy of the powerpoint or my laptop and go over the fundamentals of their home, the sales, with detailed info not just when, where and thats it of what sold and finally offer my list price. I feel more professional, the clients look at us as professionals and we walk away knowing we did a top notch job. To me that is the best reward. Typically if we didn't get it, it was because of our price and its still listed!!

Posted by Melissa Stewart, Your King George Realtor! (Coldwell Banker Elite) over 11 years ago

Mine has evolved over the years. I use to drop off a book of my marketing materials, including graphs, and my sales history the year before. List Price  Sale Price  DOM

I found over the years when I actually met with them they hadn't read it. So now I email them my Pre-List Questionaire and they email it back to me. I include my marketing plan so when I arrive at the appointment, I ask if they have any questions about how I market my homes?

They usually don't but I always point out to them 2 things: 1) no print ad's  2) rarely an OPEN house. 

Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) over 11 years ago

Patricia - Thank you and have an awesome 2008

Melissa - Good job and have an awesome year!

Missy - Great job my friend and good to hear from you

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

George - you are right on!  There is never any shame in needing to tweak a presentation, rethink an approach or re-evaluate a direction.  To take a posture that we don't ever need to change and adapt is to be very foolish.

Thanks for another 'genuine' post.  God bless. 

Posted by Carol Smith (Casmi Photography) over 11 years ago
Good article on you in Remax Times !!
Posted by Missy Caulk, Savvy Realtor - Ann Arbor Real Estate (Missy Caulk TEAM) over 11 years ago
I like that idea of Missy's- emailing the prelisting questionnaire. Maybe I could do that with Buyers too.
Posted by Sarah Nopp over 11 years ago
You have a wealth of great ideas.  We have been looking at all of our materials and our plan -- and every year at the end of the process -- I feel it is better than the year before -- then a year goes by and we tweak things again -- and I amazed that I find more ways to improve everything again!  Part is due to the changing market and the changing needs of the clients.  It is always good to freshen up the material!
Posted by Joan Whitebook, Consumer Focused Real Estate Services (BHG The Masiello Group) over 11 years ago

Carol - Thank you my friend. Have wonderful weekend.

Missy - Thank you so much my friend

Sarah - Very good idea and good luck to you

Joan - Thanks and I wish you well

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George: I dust off my listing presentation every couple of months. I want to make sure that I have the most recent statistics and that it reflects the changes that I have made in my marketing strategies
Posted by Jill Wente, Realtor, CRS, MCNE, CHMS (Better Homes and Gardens Real Estate | Gary Greene) over 11 years ago
Jill - Good for you and I hope you have your best year ever!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George, even after all these years I still fine tune all my presentations. I agree with Missy as well about emailing. Good to hear from you this year.
Posted by Frank Rubi, FrankRubiRealEstate.com (Frank Rubi Real Estate, LLC) over 11 years ago
Frank - Thank you for dropping by and I wish you an awesome 2008 my friend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George - I recently was sitting at an appointment thinking, "this is why I'm here!" I love doing the listing presentations!!! Thanks for the great advice.
Posted by Lindsey Hasford, Bringing you home... (Edina Realty) over 11 years ago
Lindsey - Thanks for the comment and I wish you well. Have a great evening.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
I posted a blog asking for some of the items in the AR listings.  Lindsey if yours makes you feel as giddy as you seem, please email some of the enclosures you use.  I have started preparing one using a power point presentation but it looks a little empty.
Posted by Latonia Parks, Certified Military Relocation Expert (Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV) over 11 years ago
Latonia - Good for you.  Go to the search bar on Active Rain as well and select "Blog content" and type in your subject.  Good luck to you.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George, great post.  I need to revamp my listing presentation and you just reminded me to take a second look at it today.  I like Missy's idea of emailing a questionaire prior to meeting with them.  Thanks for sharing. 
Posted by Kay Van Kampen, RealtorĀ®, Springfield Mo Real Estate (RE/MAX Broker, RE/MAX) over 11 years ago
Kay - You are very welcome and I hope you had a great weekend my friend.  Take good care.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

Hi George...Great points, it always good to view your completion and plan to do a better job, your clients will appreciate your efforts,hard work and your results they will get with a SOLD sign!.

Cheers, have a great year in 2008!

Posted by Fred Carver Personal Real Estate Corporation, Accredited Real Estate Consultant (RE/MAX Camosun Victoria BC Real Estate) over 11 years ago
Fred - Thank you my friend and have an awesome 2008!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George you're the best!!!!!!!!!
Posted by Christopher Webster, Columbia South Carolina Real Estate For Sale (Carrington Real Esate Services) over 11 years ago
Chris - Thank you my friend...I hope you world over floweth with business and happiness!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago
George- Thanks for this post.  One thing I would like to improve (develop) is a pre-listing packet.  Any advice as to where to go to find information on what works best for people.  Perhaps I'll just post the question to the AR family.  Nevertheless, thanks for the reminder that I need a pre-listing packet.
Posted by Matt Moxhay, Moorestown Real Estate (Prudential Fox & Roach) over 11 years ago
Matt - Thank you and have a great year.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) over 11 years ago

I've begun putting mine on PowerPoint, but I like Melissa's idea.  With PowerPoint, it's so easy to slip in a few slides specific to their property (field record card details, recent comparable home sales, actives that might be competitors for the same buyers).  It can set the stage for the CMA which I provide them with at the second meeting.  I just have to finish it up.  It has taken longer than I anticipated to prepare the PowerPoint listing presentation.

Posted by Gail Robinson, CRS, GRI, e-PRO Fairfield County, CT (William Raveis Real Estate) over 11 years ago
Gail - Thanks for sharing and I wish you an awesome year!
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
George, killer presentations are vital to our success and setting us apart from the pack!  The material we leave speaks for us while we are away.
Posted by Ray Nellum, Fort Smith Real Estate (Envision Real Estate Group, LLC.) about 11 years ago
Ray - So true...thank you and have a great weekend.
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago
I think it is important to always change or improve our listing presentations.  Every seller is different and just as you said it is importatnt to pay attention to their body language.  What works for one seller may not work for another (visual vs. auditory seller) and we have to be prepared to present our listing presentation to the seller that best meets their needs.
Posted by Patricia Beck, Colorado Springs Realty (RE/MAX Properties, Inc., GRI, CDPE) about 11 years ago
Patricia - Very true my friend
Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) about 11 years ago

thanks for the post and the suggestions. I am beefin up my listing presentation as we speak. Take care.

Posted by Michael Sahlman, e-PRO - Miami Beach Florida Luxury Homes (www.HomesForVIPs.com - Keller Williams Realty) almost 11 years ago

Michael - Thanks and good luck to you.

Posted by George Tallabas, Idaho Real Estate (RE/MAX Advantage) almost 11 years ago

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