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Build your business with solid skills. Improve your listing presentation. That’s
one of the key qualities that top agents have. They convert leads with the way
they present their listings. They know every second of that presentation can
impact the negotiations, so they make every second count. If you’re looking to
improve in that area, then here are tips to help you get started.
Personalize Your Deck
Putting the message in front of the right audience is essential to getting a
successful outcome. But that means two things. Not only do you need to identify
the right audience—you’d be surprised at how many companies get this wrong—
and you’ll need to find the right triggers to get them to connect with your
presentation, to be moved by it, to react. You need a deck presentation that is
customized to that particular audience alone. Try this tactic the next time you
have to give a real estate listing presentation and you’ll see the difference right
15 Advanced Real Estate Listing
Presentation Insights for Agents
Focus on Your Lead
To succeed, you have to obsess about your leads. Know all about your audience.
Where are they now? What’s their situation? What do they need? How do you get
them to make the call you want them to make? How do you get them to move
beyond mere buying interest into actually making an offer for a property? Being
attentive to the details will pay off huge here. Just by knowing your target market
so well, you can decide on the kind of listing presentations that will make the
most impact on them.
Don’t be hasty in making generalizations. That could hurt your chances when you
make a pitch. Instead, look over all the available information. Not all leads are
created equal, for instance. The quality of the information will help you spot good
leads, though, so keep that in mind. Once you have in possession of as much
information as possible, only then should you start making a pitch. That way,
you’ll know exactly what to say and