Being a real estate agent sometimes feels like you’re pitching your business and worth over and over again, and honestly, that’s not far from the truth. However, by taking time to prepare and combining your worth AND their needs, you are already off to a great start. Below are some tips we like to follow when building powerful listing presentations:

Start With a Well Designed Deck

Never underestimate how looks DO matter when it comes to a listing presentation. In order to put your best foot forward you want your presentation to look the best it can. Make sure the design lines up with the rest of your branding materials, and has a clean, professional look. In order to help with this, there are many resources online where you can download a template and make it your own! To start, try out this template or this template.

Know Their Goals

You want to get your potential clients excited about how YOU can help them with their goals. Make sure you know exactly what they are wanting so you can speak to their specific points outright. Be sure you’ve done your research on their residence ahead of time so you can speak to specific numbers, square footage, features, etc.

Have Local Market Numbers 

Come with local market numbers to help the seller have a clear idea of what the market looks like, and how this could inform their (and your) decision with the listing price. Knowing sales numbers for the same neighborhood and area is helpful for this.

Comp Numbers 

In addition to the local market overview, include at least six comparable houses that recently sold, and their pricing. Comparable can take after the size (number of rooms and square footage), notable features (pools, high ceilings, outdoor kitchen, etc.) and general price point.

Quotes

Be sure to include ample testimonials of happy customers. This instills confidence to see your services have been such a success for other clients that they are willing to spread the word of your worth! 

Dive Into Your Marketing Plan

Don’t skimp on laying out how you would market their listing. You don’t want the potential client to feel like they’re guessing on what your efforts will be. Take a look at your current “typical” marketing plan and make tweaks based on what you know about them - then map it all out for them!

Get Ready for the Hard Questions

Because it IS a business pitch, there will certainly be questions and objections. The easiest way to prepare for this is to map your answers ahead of time to common objections and questions. Focus on being able to explain things in categories like how you compare to others, your qualifications, history of past transactions, etc. Better to be as thorough as possible when prepping for this part!

Practice! 

In addition to preparing for questions and objections, you will feel so much more comfortable and natural when giving your listing presentation with practice under your belt. Less nerves means your mind is freed up to be more of yourself (which is who your potential client came to see!). 

Stick With Your Truth

Remember, just because you want another client - doesn’t mean it’s worth agreeing on things that you don’t think work for your business. It is not worth saying “yes” to everything! 

It is also important to tell the truth about what they can truly expect from you, and what you are/aren’t willing to d.o etc. You want it to be a great fit for both sides!

Don’t Forget to Follow Up

It can be easy to get all wrapped up in the original pitch to a client, only to move on with life and business and not follow up (or follow up well enough). Put a follow up reminder on your calendar before you do your presentation to help!