How Effective Is Your Listing Presentation?
How effective are you face to face with your clients on a listing presentation? Do you get the signature quickly and efficiently at your desired price? What do you really sound like to your clients?
These are all valid questions regarding your presentation. Do you know of any sports team that doesn't watch film of itself and its opponents? Athletic teams and individuals are constantly evaluating their performance by viewing videotape of the game.
Have you ever videotaped your presentation? If you want to be truly professional, you need to take the step to record your presentation, at least on audiocassette tape.
Make the commitment to tape your listing presentations.
Buy a small cassette recorder. Buy one that uses regular-size cassettes so that you can listen to the tapes in your car.
Example: Mr. and Mrs. Seller, I am taping our conversation today for two reasons. The first is to help my team members and I follow through on each and every thing we discuss regarding your desires and our commitments to you regarding the sale of your home.
The second is that I am constantly working to improve my skill in selling real estate, just as a golf professional at the top of his game continues to study his swing. My speaking and selling skills are like my golf swing. By working to be the best, I become even better able to serve you, my client.
Listen to the tapes! This is truly the most difficult part. For some of you it will be one of the most painful experiences you have had in some time. The value to your career, however, will be immeasurable. You will find out a lot of things that you are doing right.
You will find out a few things that you are doing wrong. By listening to the tapes you will increase your confidence because you will know what your strengths are. You will build stronger rapport with your clients because you will know the areas in which you need improvement.
The tape will also reveal where you are wasting time in your presentation. The listing presentation can almost always be more effective if done in less time. No matter how good you are at the presentation, you will find that you talk too much and don’t ask enough questions.
Evaluate yourself. The key is to ask questions:
What are two or three things I did well?
Did I listen to my client’s concerns?
How much time did I talk?
How much time did my client talk?
Did I stay on track during the listing presentation?
What is one area I could improve on?What did my client get most excited about?
What steps do I need to take to stay on track better?
Give the tape to a mentor or associate who will to listen to and review it. Ask for an honest evaluation. Tell your reviewer what to evaluate. Receive the feedback and make the adjustments that are necessary.
It takes a courageous person to tape presentations and review them. There is always a difference between the truth and our perception of the truth. It takes courage to look the truth in the eye and to look for ways to improve.
The old saying that says we always make three presentations is a valid one. The first presentation is the one we make on the way to the appointment. Then there is the actual one that counts.
Finally, we make the best one on the way home, when we replay the presentation and get a chance to answer the questions we missed and to make the best responses. If you tape your presentations, soon your best ones will be made in the moment that counts - in front of the client. ~ Dirk Zeller - Real Estate Champions Training and Coaching at its Best!
"Get the Listing Every Time With Step-By-Step Instructions, Forms, Handouts, and Scripts"
The difference between getting the listing and walking out with "We'll think it over and get back to you" is all in your presentation. If you walk in with Dirk Zeller's time-tested & proven (by 1000s of agents) presentation you will walk out with the listing. What would life be like if you had all the winning scripts and dialogues to help you nail the presentation? Even better than that, what if you had the right seller handouts and scripts to help you get the listing presentation appointment?
"The workbook alone is worth 4 times what you'll pay for this course" - Dirk ZellerWhat's in this series for you?
Dozens of Seller Handouts for the Listing Presentation
Forms & Checklists for the Listing Presentation
Complete Presentation Package (Letter Templates, Seller Surveys, Market Handouts, Seller Resource Handouts (too many Seller Handouts to list)
Listing Prospect Pre-Qualification Interview Forms & Scripts
Dozens of Scripts to Handle the Listing Presentation
Listing Presentation Evaluation Worksheet (Helps You Perfect Your Presentation
If you're ready to get access to not only the exact Listing and Pre-Listing Presentation that produces incredible results, but every script, tool, and advanced system to help you sell 9 out of 10 homes you list, reduce the time of your listings taken by 30+ days, beat out your competition to the listing 87% of the time, and boost your revenue in even the toughest markets, then make sure to get more details here ...
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Pre Listing Packages - Are you using one? How effective is it?
There's a myth that time is money. In fact, time is more precious than money. It's a nonrenewable resource. Once you've spent it, and if you've spent it badly, it's gone forever.
~ Neil Fiore
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