The listing presentation is your first chance to make a great impression on a prospective client, so you want to use everything you have at your disposal.
Every agent has their own way of doing things, how they chase leads, how they win listings, and how they secure results. In my time as CEO of Realbase (Campaigntrack + Realhub), I’ve been lucky enough to collaborate and learn from some of the country’s best agents, finding out what makes them tick and how they stay ahead of the pack in such a competitive industry. All these fascinating insights played a huge role in the development of Engage – a digital platform for building proposals and presentations.
Since we launched the Engage product, I’ve still enjoyed sitting down with top agents and seeing how they tackle the listing process. Together with real estate coach Tom Panos, we’ve even started a webinar series diving into the finer points of proposals, but I thought I’d take this chance to share some of my favourite words of wisdom with you.
One of the best tips I’ve heard is probably from Tom, who summed things up nicely in saying: “Listing presentations are not about you. Leave your ego at the front door. Forget about everything else and focus on why you’re there.” Sure, that might sound obvious, but it doesn’t matter how slick your presentation is or how competitive your commission is – if you can’t build a genuine relationship with the vendor, you’re in trouble.
Just as selling (or buying) a home is a hugely emotional decision, so too is choosing an agent for that process. You know how important your pitch is, but there’s work to do on either side of that as well. The actual presentation is 40 per cent of the whole picture, and what you do before and after that meeting are another crucial 30 per cent each. “People will forget what you say but will never forget the feeling you leave them with.”
There are a lot of really valuable insights on offer if you listen to the industry’s best performers. In summary, having the right mindset and attitude towards your clients is a must to build long-lasting relationships. In addition, being prepared to deliver a winning listing presentation is just as important – which is why we built Engage in the first place. In the modern real estate world, speed is everything. And having an all-in-one closing tool that agents can take anywhere, on any device, would give them the flexibility to build and maintain more relationships with their clients.
If you’d like to dive deeper into some of the talks I’ve had with these agents, you can find links to all our webinars here. Or, if you want to find out a bit more about how Engage could help you win more listings, you can request a free demo and see our new website here.
By: Frank Greeff, Realbase CEO. Original article from REB.