Real estate agents who plan on working with real estate sellers need to develop realtor skills for creating presentations. Yet, even beyond that, a home selling consultant should practice and refine their presentations. Through education, such as online real estate courses, and experience, you can become a more successful sellers agent. Here’s a look at our 6-step plan for the best real estate presentations.
1. Pre-Listing Interview
One of the first things you need to do before your main presentation is to have a pre-listing interview. You can have a phone conversation about the property at this point. However, if you have any indications that there may be some issues with the home, it’s usually best to withhold judgment on pricing until you have a chance to see the property for yourself.
The main point of a pre-listing interview when working with sellers is to develop trust, gain information, begin setting expectations, and set the stage for an excellent outcome for the rest of the presentation process.
2. Pre-Listing Package
During the pre-listing interview, it’s a good idea to offer the potential client a pre-listing package. There are a lot of advantages to giving them a packet about your credentials and results. They want to know more about who you are as a seller’s agent and what they can expect from you during the home sale.
One of the great things about this pre-listing package is that it does a lot of the work of introducing you without taking up a lot of time during the listing meeting. Then, you can spend your time with the main business of the pre-listing meeting, such as talking about the property, pricing, and marketing plan.
3. Research and Prep
By the time you finish the pre-listing interview, you have a basic picture of the home and what the seller expects. Now, it is time to prepare for the actual listing meeting.
It’s important to find out how the seller’s property stacks up to its competition. Make sure you have the facts and details about the property, including:
- A Comparative Market Analysis
- Local market data, such as absorption rates
- Copies of tax records
- Sale history (from MLS)
Real estate agents who put enough time and effort into research and prep tend to have more confidence and better results with the listing interview. If you need additional real estate training to learn where and how to gather these facts, take real estate courses like those in Roadmap to Success.
4. Last Check-In
Do one last check-in with a potential real estate seller client before the listing interview to confirm the meeting and make sure all the involved parties will be present. This is also an excellent time to do a little more prep work. Ask some qualifying questions, as well whether they are considering another seller’s agent, and whether they plan to list at the meeting. It’s a brief encounter, but it’s another chance to learn more, build your relationship with them, and get everyone ready for the presentation.
When everyone arrives at the listing interview, you must begin to guide the process right away. In this presentation, you have several jobs to do.
- Explain each phase of the home selling process
- Explain your services and the benefits you can provide
- Answer their questions
- Observe the sellers’ reactions
Of course, there is much more to a presentation than this. In Roadmap to Success: Sellers, you can learn in greater detail how to craft an exceptional presentation. For now, just remember that a good presentation is essential if you want the best results.
6. Decision Time
After you have made your presentation, the potential client knows what to expect, how you can help them, and really everything they need to know to decide whether to choose you as their seller’s agent. However, you still have one more task to do, and it’s something that many inexperienced real estate agents simply skip over.
That is, you need to decide whether it is best for you to work with this real estate seller. For a new realtor, this might seem like a no-brainer. They might think, after all, wouldn’t you want to list every home you possibly could?
Actually, that is not the case. Eventually, you will come across a property, seller, or situation where you see that you are not a good fit for each other. By taking time to weigh this decision, you can avoid problems later. On the other hand, if you see that you can work together well as a seller’s agent and seller, you can both move forward with confidence.
Customizing Your Presentation
The 6-step process described above gives you a framework for guiding the seller from initial contact to the point where you and they are ready to make a listing decision. As with every other part of your service to customers, you need to customize your approach to them, their home, their needs, and their wants. If you show your diligence in creating a well-targeted presentation, both of you will have what you need to make a decision about you representing them as their seller’s agent.
Does a customized approach take more effort than sticking to a standard script? Yes, of course. At the same time, you show yourself as a knowledgeable advisor who pays attention to detail and caters their services to each unique property and seller. This brings you and your clients the results you both want throughout the home sale process.