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.
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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.
Thank you. Right off the bat I see I should be sending out a market report. You always have such great information! - Karen
thanks for the post....good luck with the New Year.
Patricia Aulson/Hampton NH Real Estate
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!!
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.
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
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.
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
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!
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.
thanks for the post and the suggestions. I am beefin up my listing presentation as we speak. Take care.
Michael - Thanks and good luck to you.