The Ultimate Real Estate Listing Presentation: 25 Tips

The Ultimate Real Estate Listing Presentation: 25 Tips

with No Comments

If you're a novice real estate agent, the prospect of giving your first real estate listing presentation may be intimidating.

This post will walk you through 25 actions to help you prepare for your presentation and give you the confidence you need to make a great first impression.

 

Preparation Pointers

  1. Establish And Maintain A Web Presence

People in today's internet-driven society conduct research about you before speaking with you. Concentrate on growing and maintaining your online presence across social media, real estate websites such as Zillow and Realtor.com, and your own website.

Interact with your audience on all of these platforms to give them a feel of who you are. You want to attract folks who are eager to collaborate with you.

The simpler the appointment will go if more people are aware of you before you arrive. They'll already have a good notion of your background and process, which will help you get a foot in the door.

 

  1. Put Your Presentation To The Test

Remember that it's normal to be nervous. Before visiting to the client's house, try practicing your real estate listing presentation out loud. It's important to practice until you're comfortable with your delivery. It will be easier to control your anxieties if you have a clear grasp on the primary themes of your presentation.

 

  1. Look At Active Listings In The Client's Area/Neighborhood

Before your listing appointment, visit other active listings in the client's neighborhood, which is a unique advice that most agents overlook.

This will provide you with further information about the neighborhood and allow you to compare the pricing of other homes in the area. This extra effort will be appreciated by sellers because it demonstrates your passion.

 

  1. Place A Pre-Listing Package In The Mail

Dropping off a real estate pre-listing package is one advice that will get you off to a good start before the listing appointment even begins. Any marketing materials you've generated, as well as a description of your unique value proposition and a marketing strategy, should be included in the bundle.

Make sure your real estate pre-listing package is presented professionally when you drop it off. Use binders and folders, and make sure it's all personalized.

 

During The Presentation, Here Are Some Pointers

  1. Tell Your Story In Less Than 2 Minutes

Clients want to learn more about you and your company, so keep it brief. The fundamental purpose of your real estate listing presentation is to elicit more information from the customer about themselves and their intentions for selling their home.

Tell a short tale about what you do and how you distinguish from other real estate agents. If this isn't your first listing, tell us about some of your previous successes.

 

  1. Maintain A Positive Posture And Body Language

Nonverbal communication accounts for 70% to 93 percent of all communication, according to most specialists. So, whether you're showing them around the house or sitting down with them to get to know them, make sure your back is straight, your shoulders aren't slouched, and your arms aren't crossed. Of course, when your customer is speaking, pay complete attention to them and exercise basic listening skills.

 

  1. Take Advantage Of Social Proof

If you have any past postings under your belt, make sure to use them as social proof. Include quotes from satisfied previous clients, or tell a success story about a previous transaction.

In addition to what is available online, having social evidence can help you impress a potential customer. It will also assist you in establishing yourself as a real estate professional with authority and understanding in the field.

 

  1. Personal Information

Include some personal facts about your prior listings in addition to social evidence, such as:

  • Days on the market on average
  • The average list-to-sale price ratio
  • How do you stack up against the competition?

 

  1. Make A Slide Deck To Help You Stay On Track

The easiest approach to keep your pre-listing presentation organized and going smoothly is to use a traditional slide deck or PowerPoint presentation. It will assist you in remaining focused from one topic to the next, ensuring that you do not ramble during your presentation.

 

  1. Make A Marketing Strategy

Prepare a thorough real estate listing marketing strategy for your client's home. Include the following marketing materials in your package:

  • How will you use social media?
  • On which websites will their listing appear?
  • Publicity strategy
  • You intend to use any broker groups or email lists.
  • If you intend to have open houses, how often will you do so?

 

Photographs And Video Taken By Professionals

In your marketing approach, don't forget about photographs. Professional images will highlight the home far better than personal photos, even if they appear to be more expensive. You'll also create a stunning portfolio to show potential clients. They'll notice how much better your images are than those of your competitors and desire to collaborate with you as a result.

 

  1. Demonstrate Your Brokerage's Strength

If you own a brokerage, be sure to mention what distinguishes your firm. Emphasize your previous experience and accomplishments, as well as how your brokerage will bring value to your client's listing.

 

  1. Ask Questions, Build Trust, And Figure Out What Motivates Others

Before you go on a tour of the house or get into your own background, sit down and ask the client a few questions to get to know them, create rapport, and understand their motivations for selling their home. The following are some useful questions to ask:

  • They explain why they want to sell their house and when they need to move.
  • What place they want to go to, and whether or not they've already found a property there
  • What's more essential to them: getting the best price or selling their house quickly?
  • What are their backup plans if their house doesn't sell?
  • What would their ideal listing agent look like?
  • How much they owe on their mortgage and whether the property is encumbered by any liens
  • If there are any faults with the house that aren't readily apparent,
  • Their amount of home-selling experience, as well as what those other encounters were like
  • The better the listing presentation will go if you can connect with the client in the first 15 to 20 minutes.

 

  1. Take A Look Around The House

After you've gotten to know the seller, ask if you may take a tour of their home, both inside and out, before you start your presentation.

Allow them to point out features about their home as they tour you around. For instance, whatever work they've completed or that they know has to be completed before selling the house.

Your objective is to get them to admit that their home isn't ideal. This will provide you with a few things to draw upon later when discussing the pricing.

Be very observant as you walk through the house, and take your time looking at every detail, including the ceilings.

 

  1. Tailor Your Presentation To The Motives Of The Seller

Create a tale in your real estate listing presentation using the client's answers to the questions above. Perform a comparative market analysis (CMA) and show them the sold and pending listings in the region.

For example, you might come across a listing that was overpriced, remained on the market for 125 days, and eventually sold for $10,000 less than the asking price. Explain everything to your customer, and then show them a listing of another home that has been professionally set and shot.

Demonstrate how it received a contract in seven days at a price higher than the asking price, which may be their desire for their own home. This way, you're giving your client a more sympathetic story, and they'll want to use the same method as the second home.

 

Advice On Research

  1. Do Your Homework

Knowledge is power, and strength breeds confidence, as we all know. You'll have the knowledge you need to keep the ball in your court if you do your study ahead of time.

Calling recently sold listings in your client's neighborhood and asking the agents how the sale went and if they have any ideas on selling in the area is one tactic.

 

16. Automated Values 

In your presentation, make sure to include Zestimates and tax values. The potential seller has most likely seen these figures before and will want to know if they are correct.

You can ask your clients the following questions to gain an estimate of how much their home is worth:

  • Based on your research, how much do you believe your house is worth?
  • What do you believe a decent beginning point for your house should be?

 

17. Statistics On The Local Market

Have some local market statistics on hand during your real estate listing presentation so that the client may compare their home to others in the neighborhood. These should include the following:

  • The average number of days a home in the neighborhood spends on the market.
  • The average selling price
  • Per-square-foot cost
  • Level of inventory

 

  1. Comparative Analysis Of The Neighborhood

Prepare a comp analysis ahead of time. Choose four to five additional homes in the neighborhood that are similar to the client's home and become acquainted with their features.

You'll have a better notion of which comp to show them after you've viewed their home.

Based on the average list price to sales price, sold comps, available comps, and days on the market, you may tell them how long the selling process will take.

 

Moving Forward Suggestions

  1. Value Refinement

Once you've gotten a feel for the house, tell the seller if you believe the home's value should be greater or lower than your first estimate based on market data.

You can then inform them that you think they should list their home for X amount in order to have the best chance of selling it.

You can utilize the MLS to find out the typical list price to sales price ratio for a specific neighborhood in order to determine a fair pricing.

 

  1. Develop A Pricing Strategy

Go over your pricing strategy with your clients and explain how you assess whether a home is worth more than, equal to, or less than the market value.

 

  1. Describe The Sales Process

From pre-listing to closing, your real estate listing presentation is an excellent opportunity for you to walk through each step of the sales process. Every element should be explained so that your clients know what to expect when working with you.

 

  1. Additional Services Included In The Package

Offer any additional services that you and your team can deliver to the client. Transaction management, a preferred vendor list, or buyer services are all examples of this.

 

  1. If You Want To Win New Business, Don't Be A "Yes" Agent

Maintain a solid grip on your pricing and procedure. Some sellers will try to persuade you to bargain on your own terms. This, however, is not a good idea. Stick to your approach and price, and trust your research and knowledge.

 

  1. Expect A Few Objections And A Lot Of Questions

To that end, expect some real estate objections and inquiries regarding your approach, pricing, and experience. Some of the questions you can be asked are:

  • What distinguishes you from other realtors in the area? How are you doing these days?
  • Why are you the best person to sell my house because of your credentials?
  • How well-versed are you in this market? Have you ever sold a house in this neighborhood?
  • What are your thoughts on my house, and what do you think we can do to improve its saleability?
  • Do you have a suggested list price for my home? Is it lower or higher than what I believe it is, if so?
  • What are your home-listing sales and marketing strategies?
  • If you have any additional clients, how many do you have? Will your workload make it difficult for you to work on my house?
  • Another real estate agent told me that they would list my house for a particular percentage of the asking price. Are you able to match that?

 

  1. Send A Thank-You Note To The Person Who Helped You

Send a thank you note even if you don't walk away with a signed listing agreement in hand. This should be mailed the day before your appointment so that it reaches shortly after the appointment is over. You'll create a favorable impression on everyone you encounter if you do this.

 

Final Thoughts On The 25-Step Formula For Winning A Real Estate Presentation

These 25 stages can help you develop a successful real estate business and provide the maximum value to your clients, whether it's your first real estate listing presentation or you're a seasoned Realtor.

Keep in mind that how you treat others will have a greater impact than what you say or do in the end.

Experience The Difference

With Therealestateuno