Limelight Marketing writes weekly guest blog posts about Realtor Marketing for the Real Estate Weekly website; one of the leading real estate websites in Vancouver. This weeks post was titled Tips For The Ultimate Listing Presentation. Following is a brief summary (as search engines frown on duplicate content). You can read the whole article by visiting the REW website by clicking here.
The blog post is about the three elements of a listing presentation;
- The meet and greet
- The actual presentation: the three Ps
- The physical material you provide
The Meet and Greet is a far more important stage than you might think. The post summarizes research into how important your non-verbal communication is versus what you say and what you present. We also expand on how to improvey our nonverbal communication style?
According to Cindy Stockhaus, a successful listing agent from Jarvis Realty Group in Indiana, there are four keys to creating a personal connection. The 4 main points are:
- Mirror and match
- Listen
- Build commonality
- Be genuine
The article goes on to the elements of the actual listing presentation or “The Three Ps”
- Prepare with property knowledge
- Prepare with accurate market data
- Prepare to impress
What should be in your listing presentation?
The first thing to remember is what the seller is thinking as you are presenting:
- How much are you going to sell my house for?
- When will you sell it?
- When do I get my money?
If you are using a “canned” presentation from your broker, your current listing presentation is 90% about you and 10% about selling the home. Check out a recommended general table of contents in a recent blog post for a seller-centric listing presentation:
How will you know if you are on the right track? Your job is to create an environment of trust, respect, and collaboration where your seller feels supported to make the best decision possible… and that decision is to sign your listing agreement.
You can read the whole article by visiting the REW website by clicking here.