Securing Listings Using Powerful Presentations

Securing listings comes from the ability to present powerful presentations, communicate, and actively listen. This is the key to your success.

Let’s talk about how to obtain and securing listings. Since Listing Agents Last, it’s super important to know how to do this.

An assortment of stats is available online for the best sources of leads. By far, regardless of what source you look at, sphere of influence and referrals stand out above the rest usually as high as 85% of the lead generation sources. If this is true, then why do we spend time on anything else?

Now that you know where your leads come from, let’s look at how powerful you can be at securing listings without blowing it.

Too many agents love to hear the sound of their voice. This includes hearing about their designations, clubs, and success stories. While a good referral story or testimonial doesn’t hurt, the prospective client is only interested in their own well-being. Today, there is a lot less talking. Between texts and emails, people are thirsty for personal connection and interaction. This is another reason why leads are plentiful when you are involved in clubs, civic organizations, and other groups that interest you including your family and friends. They already know and trust you.

How do we stand out? Agents have been working on perfecting the art of securing listings for decades. While some have the secret sauce, and walk away with more results than the average agent, others are still waiting for their first listing… AND you want listings because Listing Agents Last… Remember!

So, what IS the Secret Sauce to Success?

I believe the personal emotional connection is the secret. I also think you have to find your own style instead of copying someone else’s. It would be like wearing someone else’s shoes comfortably which isn’t likely. The connection is achieved with a combination of active listening, good communication, and a lot of perceived common interests. All of this results in being singled out as someone to trust.

Planning a listing appointment should be personal. Google the owner of the property to find out as much as you can so you can discover an emotional connection with them. Be sure to listen and respond to what they say. When preparing for the meeting, be sure to ask the prospective client what their expectations are from the presentation. Securing the listing isn’t as much about facts and figures as it is about building or strengthening the relationship so they can feel comfortable with you.

One of the best ways to secure business success is solving problems. “The bigger the problem the bigger the paycheck”. After testing this out, I can tell you it’s true. Consumers want their problems solved and since about 95% of them are followers, that leaves you as one of the 5% that have to be the leader. So lead and solve their problems!

What should you include in your presentation? Definitely what the Seller wants. Here is a list of inclusions we consider important for them to consider you:

Pricing Strategy-Pricing is a range of value. While you are the leader at the listing appointment, the Seller needs to retain the power. As such, offering a range of value after carefully going over where that range came from is great for your relationship. This way, they see where the value range came from and are likely to be more reasonable about their selected value through your good education. You will give them the power to select their asking price understanding their decision and taking responsibility for it.

The Price Line is an amazing tool and easy to do. All you need at your presentation is a piece of blank paper and three magic markers: royal blue, green, and black. Draw a black line. Take the Active, under contract, and sold comps. The sold properties are listed on top of the line in value order and the active/under contract below the line in value order. Let the prospective Seller fill in the figures since they are coming right off of the CMA. Be sure to include days on the market (DOM). Ask them to put their house on the line as well and put their DOM with their listing price. You may find fewer issues when you get your Seller involved. I always found this worked like a charm and bonded the relationship with the seller.

Know the inventory-You are the expert in your business and the prospective client should be impressed by your knowledge. If you haven’t already done so, look at each active listing you are using as a comparable for their property. If you can’t see the under contract or sold properties, then let your fingers do the walking and call the listing agents to find out how those properties compare. Take a tour of active listings with your prospective client as part of your presentation. Sims used to say that “an educated consumer is our best customer” and this is true. Don’t be afraid to thoroughly educate.

Presentation/Technology-Most Sellers prefer to avoid being wowed by all of the stuff you are going to do because you are wonderful. It’s best to talk to them with a bulleted summary and hopefully you asked them to gather recommendations about you by calling a list of previous sellers if you have them. It’s always best to provide your prospective client with the ability to obtain a “live” testimonial if possible. Using a technological approach usually encroaches in the relationship building.

Hopefully, you prepped for the presentation by asking them up front what they expect. It is good to have handouts; such as, the market analysis that you will go over with them, a talking sheet with bullets on what they need to know, etc. Keep the presentation simple and clear to understand.

Clients Goals-Finding out what the client goals are is critical. For example, let’s say they are moving to another state because of a job relocation. They have teenage kids and don’t want to move. You need to understand where they are so you can take them to where they are going. Help them with a great agent where they are moving to, point out the positives that are waiting for them in their new location, and listen to keep the communication open for the best experience for everyone.

Often times the agent takes it personally when the Seller seems upset or angry. The agent is rarely the reason. They probably don’t want to move unless it’s for a larger home or closer to family. Ask don’t assume.

That is one example of many. The best way to handle all of your listings is to communicate and be a great listener. Be their advocate and protector.

Securing listings is more important now than ever. Listing agents do last and securing listings are the bread and butter of your real estate business model. You can handle many transactions if they are listings rather than buyers.

So, get out there and build your business by securing listings.

Real Estate agent training on running your business like a pro.

10 Valentines Present Ideas For Her – Top 10 Valentine Gifts That Make Your Woman Swoon

Valentine’s Day is coming up and you are looking to get her a perfect gift for this one special night romance. It is important to find the right present that fits her style and ideas. Depending on where you guys are in the relationship, there are different type of gifts to consider. I’ve combined a list of the top 10 awesome Valentines present ideas for her.

1. Valentines’ flower is obviously one of the best choice no matter how serious or new the relationship is. Make sure you go with red roses and not other colors like white or yellow. A nice little teddy bear along with the flowers will make it a simple but perfect gift for her.

2. Diamond rings or earrings are very special for this type of occasion. Women love diamond because it is beautiful and it also represents that your relationship with her will last forever. Depends on how long you guys have been together, spend accordingly.

3. Chocolate can’t be forgotten during this special event. Not only chocolate is a symbol of the Valentine’s day, but also taste good and enhance the mood significantly.

4. Women’s dresses or lingerie is really good Valentines present ideas. Buy her something sexy to wear on this day and both of you guys can have a great time.

5. Ipod touch from Apple is next on the list. You should get her a red one or a color and design that she likes the most.

6. Women’s design handbag will definitely be one of her top choices. Women love handbags so why not give them what they want? Perfect colors for this season are red, metallic or jewel tones by designer brands like Coach, Marc Jacobs, Stuart Weitzman and Kate Spade.

7. Heart pendant is great because you can remind that special love one in your life that you love her. She will be happy with this perfect Valentines present.

8. Romantic Bath & Spa kit is another common gifts for her on Valentines day. A large variety of products you can choose from are warming massage oils, rose scented bubble bath, succulent scented candles and more! This can set up the mood perfectly for a beautiful Valentine’s evening.

9. Ugg boots are perfect for this romantic winter walk on the street. Toast up her tootsies in a fabulous pair of Ugg boots and you’ll be surprise how much she would love it.

10. Lovely makeup set by Sarah Jessica Parker from Sex and the city. The signature fragrance is a blend of musk, orchid, apple, lavender and amber. It is especially suitable for casual wear.

Top Design Presentation Tips

Presentation is a primary element of design. It’s a marketing issue, as well as a technical need, to present best quality designs and related materials. The best presentation requires planning and excellent software capabilities. 3D design software and 3D modeling software are classic examples of the presentation possibilities available in construction software.

Design presentation software

Construction software like 3D modeling is a valuable presentation tool. It looks terrific, and can be fully tailored to any level of information quality requirements. Fortunately for presenters, this type of software presentation is very portable, and is tailored to meet basic computer specifications. There’s not much a multicore laptop can’t run, so there are no “production issues” with design software presentations.

Graphics, CAD, and better presentation

The full range of presentation needs is available on design software. This is a natural result of the requirement for visual quality in this type of software, combined with some very useful all-purpose graphic and display options. That combination actually helps presenters in terms of compiling materials easily.

More and better presentation options

Most importantly for presenters, presentation is extremely flexible, and professional presenters will appreciate the large number of options available. Design software based presentations not only contain higher quality materials, but are much easier to use as single stream production tools.

Anyone who’s tried to put together a strong visual presentation knows the problems:

  • Visibility of materials
  • Materials content
  • Pacing the presentation to the audience
  • Information quality
  • Coordinating audience materials with the presentation

With design software, you have the capabilities of desktop publishing combined with top level visual materials. Editing and information quality are easy. All these materials can be synchronized to the second for even the most time management conscious presenter. Audience materials can simply be collated and printed from the presentation.

The entire presentation can be posted on a website, or even used for a web conference, effortlessly. The essential elements of presentation, like colors, product image context and strong branding, are easy to put together, and you can try multiple presentation techniques.

Note: This software also integrates well with 3D conferencing, and other potentially technically difficult propositions for presenters.

Hard sell- Making a great design look great

As a marketing tool, the very high production quality and content of design presentation equates to very hard sell. This type of presentation is a marketer’s dream, because it allows full development of all visual and information content, and can be managed extremely effectively.

You can literally tailor a presentation for a particular audience and management needs, and bring designs elegantly to life.

For example:

If you’re presenting to investors, design software allows a comprehensive approach to information quality. Information can be sourced verbatim, direct from the basic engineering design software. (This is important when doing prospectus-related business presentations, where quality requirements for information content are strictly defined.) You can also cross-check your content to ensure you meet all these requirements as well as optimizing sales content.