As a real estate agent, you know that the first order of real estate business is generating attention. The agent who earns the attention of buyers and sellers gains more business.
Once you have created and developed your state-of-the-art listing package with the help of your Harris Coaching listing package template and your Harris coach, how can you stand out during your listing presentation? Here are a few tips…
1. Know that your listing presentation is equivalent to a job interview. Know that you have only one chance to make a good first impression. Know that this one chance to make a good first impression takes less than 8 seconds so make those 8 seconds count.
2. Make direct eye contact, smile, shake hands with your soon-to-be client firmly and make sure that everything about you (your clothes, your shoes, your personal hygiene and appearance), the tone and volume of your voice, your listing package, etc. is as professional, well kempt and congenial as possible.
3. Enliven everything (the photos, images, graphs, logos, stated experience and expertise, market knowledge, niche services, references, contact information, etc.) that you provide your soon-to-be client in your listing package. She/he/they may or may not have read your listing package before meeting you. And even if they have, how you communicate the specifics about you and your business determines whether or not that soon-to-be client becomes your client.
4. Communicate your results first. Your soon-to-be client wants to know and hear about your sales volume, achievements, expertise, business acumen and client/community accolades.
5. Be honest (no exaggerations or discrepancies), be who you are (not someone you think they want you to be), and be sincere.
6. Focus on your soon-to-be client’s goals and how you can help them achieve those goals.
7. Take notes once you’ve asked their permission to do so…not on your phone but on a yellow legal pad that lawyers use so your soon-to-be client sees your attention to detail and your professionalism. Show them what you’ve written and ask if you’ve missed anything. Engage them while writing and discuss key points to ensure clarity. If you’ve determined possible price points based upon your knowledge of market/neighborhood/comparable sales, write those price points in your notes and show them.
