Far to many Real Estate agents try to make their job as a Realtor too complex. They try to be a buyers agent, a listing agent, a waterfront specialist, a luxury seller, an on-line powerhouse, a webmaster, a marketing specialist, a Social media whiz, an educator, a “I have 18 designations after my name” agent, a neighborhood farmer, and a bank owned guru. Thats a lot of hats to wear. And unfortunately, you can’t be very good at any one thing when you try to do everything.
At SandPeak Realty, we have a simple philosphy. Keep it simple. Selling real estate, when you think about it, is bringing one buyer and one seller together to transfer a property from one to the other. It’s this process that is repeated over and over again, millions of times a year, all over the world. It’s not complicated. We don’t have a fancy mission statements, intensive training on the newest ways to sell, and we don’t hand out awards for people to brag about. Why should we? If you are buying or selling a house, do you really care? We think it is more important to have agents who are focused on solving your problems, fulfilling your needs, and, get ready for it, making your life simple.
That’s what we do. Every day.
We train our agents to know their processes. For sellers, it’s showing them the best price to market their home, advertising the home to the most potential buyers, and helping ensure a smooth closing process. For Buyers, it’s knowing the local inventory, how to find the best house that matches their needs and price point, and helping them navigate to a successful close of escrow. We believe that being the local expert is good enough.
So next time you need to sell your home, or you are ready to buy, keep us in mind. We guarantee you 5 star service. And a smile as well.
SandPeak Realty. Real Estate. Real Simple.
The New “My MLS App”- First Impressions Of A Great Tool
If you are a REALTOR Don’t Miss This.. If you are LOOKING FOR TO BUY OR SELL A HOME- don’t Miss this!
Finally, the MFR MLS is on the tech bandwagon- with the launch of their new MLS app on 2/26, agents in the Tampa market can now fully use their tablets the way they were intended to be used. And their customers are the winners!
There are some great things about this app… here is my quick review based on an ACTUAL property search and tour I did with one of my investor buyers this week…
First, the map feature is AWESOME- unlike the map feature used in the Internet Explorer desktop version, this map feature is intuitive. I used my iPad 3 to its fullest potential. I simply logged into the app using my MLS ID and password, set a few search parameters, then using my stylus drew a real quick circle (or something that kind of resembles a circle) in our search area… this is what it looked like:
Of course, I quickly went back and changed the parameters for the search to give me only ACTIVE properties (those in blue)
If you notice at the bottom of the last picture, the actual front photos show up (hummm, this looks a lot like some of the great apps there were already out there!)
To see a property detail, you have two options- click on the front photo at the bottom, or click the arrow next to the price on the map. A new screen “scrolls up” from the bottom with all of the details for that property. Fantastic.
If you want to add that property to your showing schedule, it’s very easy- first, click on the empty star and mark it is a favorite. At the bottom of the page, you can either get the agents contact info to call them direct, or you can schedule a showing directly from the property- this is a COOL TOOL!
Another great feature- the “Find Listings Near Me” button- this shows properties immediately around you. A great tool for that buyer request that always seems to come- “Why aren’t we seeing that house across the street?” Now you can show them why- it’s under contract, it’s overpriced, it doesn’t fit their criteria, etc. Negative though- it shows ALL properties- pending, sold, etc.. Would be nice if if it just showed active and pending…
The absolute best feature of this tool is in its mapping feature- One thing that always frustrated me with the desktop version of the MLS was the mapping tool for the properties I wanted to see. I would take the MLS printouts, go to Google Maps or Mapquest, type in all the addresses, and try to find out the best route to show the properties. How many times have you felt like you were driving in circles? here, then there, then back close to here… it’s madness! no longer! I simply typed in the MLS numbers in the search bars, hit search, saved the search as a new name, and BAM- there they were, all on one map- I can easily follow them from one to the next. I can zoom in and out. i can move the map.. Awesome! The TABLET and MLS are now married!!! (one negative however, is that I can’t do this with the properties I have marked as FAVORITE- I had to type in the MLS numbers and create a new search)
Overall, this is a great tool- it will save you time, make your life easier, and FINALLY will get you truly PAPERLESS- no more printouts!
Enjoy this app- and if you are a realtor- USE IT!!! and get your buyers to use it as well! they can email you the properties they like just as easy as your search to find them…
2013- a Fresh Start For A Great Year Ahead
How many times have you heard someone say they can’t wait for the year to be over? in 2012, I heard that from everyone- neighbors, friends, family members- and from almost every Real Estate Agent out there…
Everyone seems to think that 2013 will be the year of the “Fresh Start”- the year that the economy finally (hopefully with fingers crossed!) turns around, that the Real Estate Market finally starts to see some life, and that everyone’s life will be rosy again. I wish for all those, but…
Shouldn’t every day be a fresh start? Shouldn’t every day be one where you look forward with anticipation and hope, all the while looking back to review and analyze to make sure you don’t make same the same mistakes over and over again? I liken it to my two boys Joshua and Caleb.. At 7 and 8, they STILL were anticipating the arrival of santa. Every day they woke up looking for their Elf On The Shelf to see what kind of mischief he was up to. They still ran downstairs to open their advent calenders. And they had so many questions about how Santa was going to find us on our Cruise Ship in the middle of the ocean on Christmas morning (Don’t worry.. he did!)
It is this excitement for things to come that makes me think that EVERY DAY should be just like that- especially when it comes to the things we look forward to.
I am posing a challenge to you for 2013. Challenge yourself to look FORWARD with reverence to achieving your goals, improving your life, and growing yourself, your business, your bank account, and your relationships. Take every day as a beautiful new day and hug your children, your spouse, your pets, and yourself. Call your parents and siblings. Have coffee with a friend “just to catch up”. Volunteer and give of your time and money- you just may find a new gift!
Happy New Year. Happy 2013. All 360 glorious days left!
Time With Santa
The Anticipation Of A Child Awaiting Santa Never Ceases To Inspire The Inner Child In All Of Us
The Five MUST HAVE programs you need for success with Social Media
When you talk Social Media to most Real estate agents, the conversation always seems to center around the sites- posting, tweeting, videoing, and the likes? The agents will talk about the listing they shared on Facebook, or the blog they wrote on their local market, or a video testimonial they uploaded. But when I ask the question of the tools and programs they use to help them with the “creative” side of social media, most agents just give me a blank, caught in the head lights kind of stare. “Tools?” they ask… “What are you speaking about?” the nor,al response I seem to get is, “I just use what always have that is on my computer”- I do it just like everyone else.” and therein lies the problem- without the right tools to help you LOOK different than every agent, you ARE NOT different. Especially online to your potential contacts and customers. so what should you do differently? Make these five tools an essential, integral part of your social media plan, and you will guarantee yourself results that you could never imagine.
Tool #1- A good personal website. There are many great sites and services out there to help you either create your own or that will build one for you. If you aren’t comfortable creating your own, I suggest you spend the money to pay someone to do it for you. Anyone and everyone can have a great website. It’s easy to do. Having a great website is essential these days not for traffic, but as a landing page for your customers- it’s a place where customers can “check you out”. It’s aplace to dictate what information you want to share and thhe image you want to project. A personal website is the place that offers you validity and credibility. It allows you to center all of your social media efforts, to reflect your brand, to place your testimonials and products, and to be jumping place to your social media links. It needs to work with your customer database to capture information from everyone who visits it. And it needs to have the elements will keep peoples interest and make them want to look around. It is not a place for hard selling or for your resume- that is not what social media is about. It needs to complement your marketing efforts and social media plan, not obstruct it or be so “in your face” that it turns people off. Your site should give value to those who visit it and make them want to contact you for more. LAstly, your website needs to be something that is updated weekly at a minimum. Your content needs to be fresh, compelling, and valuable.
Tool #2- A feature rich Customer Database service- probably the most important tool you will use. Why? Building your customer list is the most essential reason to work with social media. If you are going to go through all the effort of marketing and advertising your business and services, your skills, your listings, and yourself, then you want the reward. You want contacts. It’s why you network, do open houses, create virtual tours, farm neighborhoods, and reach out to other Realtors. By reaching more prospects and making more connections, your message goes viral, and your contacts will grow. You need to do something with them. You need to put them in a central location where you can use them, not just create a list. A business has value because of their customer base. When you have a base, you can reach out to that base and advertise. And if your advertising is compelling and your products have value to your customers, they will buy from you. You need to be able to use your database to do just that. You need to be able to categorize your contacts so you can do something with the groups. If you have a new listing, you want to be able to share that with those in your database who are looking for a house. If you have a new virtual tour or video tool you can use, you might want to share that with those in your database who are thinking of selling. You need to be able to perform drip email campaigns, send out newsletters, share ideas and stories, create and send surveys and polls, or just reach out at a moments notice with some exciting news. A customer database that allows you to interact with your social media sites, your email, and your videos is very powerful and will be something that you will work in every day. Spend some time searching for the right one that fits your needs. And once you find one you like, explore it, learn it, become proficient in it- once you start getting a lot of contacts though your social media growth, you will be glad you did!
Tool #3- A simple to use, yet powerful photo editing program. I am not referring to the phot software that comes free with you digital camera. No, I mean technical photo editing, programs like Photoshop, Jing, or Pixlr. They all allow you to doctor your photos, create layered photos, make backgrounds, and logos. Every time you need a new background, or new photo for the landing page of your website, or when you need graphics for a video you are creating, you could pay someone for these services- but that will get pricey very quickly. Instead, take the time to purchase a feature filled photo editing software package, and then LEARN to use it. Take a class. Watch videos online. This is a great skill to learn, and will save yourself a ton of money by doing it yourself. Plus, it will really help you create a very unique brand, because you can think and create beyond the basic copy and paste techniques most agents use. When your photos and graphics look like a professional took them, you will really stand head and shoulders above other agents- and your social sites will be showcase items rather than look like everyone else.
Tool #4- An easy to use video production system. Just as a good photo editing program will allow your photos to look professional, a feature filled video production system will make you REALLY shine. You aren’t creating Hollywood level films, but you need to be able to do some basic tasks like editing, adding intro shots, adding credits, and mixing in music and voice overs. These are easy skills to learn with the right program; they just take a bit of time and money. But it is money well spent, because a video that appears professionally create will get you noticed and give you credibility, especially with home sellers. And once you learn this skill, you will open yourself up to a social world that few Realtors have ventured into- the world of a YouTube channel.
Tool #5- A screen capture software program- Another must have program. A screen capture program allows you to take a “snapshot” of what is on your screen. You can then share that photo as an attachment in your email, as a photo on your website, or any other way you may use photos. A good program also allows you to mark-up the photo, such as drawing a circle around a certain word, adding arrows to bring attention, and then adding a note to bring attention. You also want to find a program that allows you to record the actions on your computer. You open the program, hit record, and the program will create a video of exactly what is on your computer screen- all of the actions you take, the curser movements, the pages your visit. Every action. The uses for this are only as limited as your imaganiation. I like to use it to describe contracts to customers, pointing out exactly where to sign, explaining the content, and showing the order the contracts should be in. Another useful purpose in real estate is to show capture your virtual tours, save them as a video file, and then upload them to your smart phone or tablet. When you are at a listing appointment, you can show the seller “exactly” what it looks like on a computer- most will find this pretty impressive!
There are so many great sites and tools you can use to help you become a master of social media- by getting an education on these tools, you will be able to create and edit products and services that will help you stand head and shoulder above your competition. You will be able to upload videos and videos online that will impress your customers and make you appear to be an expert in what you do. An with a good customer database program, you will be able to reach more customers, do more with those customers, and close more sales!
Good Luck- and remember to keep Selling It Social!
Six Steps to selling with Social Media for Real Estate Agents
There are many plans and ideas, and even countless more ways and websites that all claim to help real estate agents make better use of social media outlets. Most of them are good, some are fantastic, and others, not so much. But the one thing most Agents fail to do is prepare themselves properly prior to, during, and even after using social media.
Social media for real estate agents IS NOT recreational. You can use your Facebook account to keep up with your friends, and your blog to write about your triathlete training, and google plus to check in, but you also have to use those sites for business- and when you do, you have to be prepared. You have to have a plan. You have to have the right tools. you have to know the best site to use to share the message that you are trying to get out. And the prep work is what makes it easier. And it’s what will give you a bigger return on your time and money investments. And it quite possibly is the funnest part of your job.
During my Selling It Social seminars, i break the six steps into two sessions- namely because it is a lot of material to digest over a few hours. So here they are- take your time through each and the rewards on the other side will be huge!
Step 1- Gather the Tools you need to be successful- And more importantly, KNOW HOW TO USE THEM- all of them. You need to be confident in sharing files, changing photo sizes, creating banners, shooting videos, and doing tasks online and on your computer- A successful Social Media Campaign is very computer heavy- that is why it’s called ONLINE.
The tools you need: A Good computer with a lot of available hard drive space, a good graphics card, and a high speed Internet connection. A Smart phone. A Tablet computer is good as well. A stand microphone for your computer and a wireless lapel microphone for your video camera. You need a good digital SLR or point and shoot camera. A Video or Flip style camera.
Now that you have the tools that will make it easy to create and share your messages online- and you KNOW HOW TO USE THEM and ALL OF THEIR FEATURES, it is time to begin thinking about STEP 2- Building your Online Brand.
Your brand is your image. It is the message, the persona, and attitude that you project to the online world, the one that customers interact with and get to know. Spend the time NOW thinking about the following, and it will make creating your online profiles and your social media marketing plans so much easier.
Create a name for your website, a catch phrase or tag line for yourself, Think about the colors of your sites, the fonts you will use, the layouts you like, and photos you want to advertise- Think like a big company- if you go to their website, their Facebook page, their YouTube channel, their twitter page or any other site they are associated with, you will see consistency with the layout, colors, and message they convey. It’s easy to do this but you HAVE to think of it it NOW!
You also need to create video intros, credit pages, flyer layouts, and any other marketing materials you use with the same elements. This is good time to figure out WHO you are, WHAT you do, HOW you do it, and WHY people should buy and sell with you. Be BOLD, be FORWARD, and most of all, BE CONFIDENT!
Now you are ready for step 3- getting your self online.
Sign up where everyone else is- Facebook, Twitter, Google Plus, LinkedIn, Flickr, YouTube, a Blog site like WordPress, and any other sites you are likely to find YOUR customers. Fill in your profiles and Bios Completely and with CONSISTENT information- the ideas you came up with while thinking of your brand. Make sure everything looks good. Be sure to link all of the sites together, link in with a Customer Database, and test everything out. For more information on this step, check out my YouTube videos and other blogs, or call me to discuss coming out to your office or board for a seminar- they really are helpful!
Now that you are Online and signed up on all of the social Media Sites, it is time for Step 4. PLANNING YOUR MEDIA PLAN. Notice that to this point you STILL haven’t logged in to any of the sites and shared message or posted or tweeted or anything of the sort- Be patient, you will soon enough.
When creating a Social Media plan, keep in mind there are 3 Goals- one, to GET MORE CUSTOMERS to fill your database with so you can share more information and potentially create more prospects. Two, is to help you move the inventory you have and to share the information you know. And Three is to help you become an expert in your local market.
Everything you plan to do with social media needs to be based on one of these three goals. If it’s not, get rid of it- it will only waste yours and your clients time. Now is the time to think of the messages you want to say, why you want to say them, and what is important. Write down what you feel is important to you, and expand on it.
Now for Step 5- the fun part- Going Social.
Take your messages online- post, tweet, upload videos, write a blog, host a LinkedIn group, share photos and listings, become compelling, and share what you know. you have multiple avenues to share your ideas, make sure to use them all in a variety of ways. And INTERACT with those who make comments or forward your ideas along to others. This is what puts the SOCIAL in social media- interacting!
And Now for Step 6, and probably the second most important step behind learning the tools- Engage, Interact, Review, and UPDATE. What is working. how is it working? Who are you interacting with. Did something catch their eye? How are you connecting with people? What is attracting them? Are you reviewing the analytics of your messages, friends, contacts, and website traffic? When you can answer these questions, you can then UPDATE your goals and marketing plan to be even more efficient.
By properly progressing through these six steps, you can set your self for a successful online campaign, one that will bring more prospects, customers, and closings into your life. Take the time to do it right, and you will see the results without the frustrations. Good Luck, and remember, there is nothing like SELLING IT SOCIAL!
Getting the tools right
Most agents today are excited to jump into the social media world. They have visions of more clients, more buyers, new ways to advertise their listings, and exciting ways to keep in touch with the clients. They are ready to post, tweet, blog, and shoot their way to the top of their local market. But for most agents, this excitement and vision only lasts a short while before they give up. And tell everyone they know that social media really doesn’t work. Not for them. Not for anyone. Here’s the dirty little secret why… They just weren’t prepared.
A builder would never dream of building a new home without the proper tools- a screwdriver and hammer just won’t cut it. Not building houses of today. Sounds a bit silly, but that’s really the same thing most realtors do when they first venture into social marketing. They don’t prepare. They don’t gather the right tools.
If you want to see results, if you truly want to succeed, then before you sign up, log in, and start sending your first tweet, take the time to gather the tools you need. Even more important, learn how to use those tools. Learn how to work with photos, how to make a video, how to create a banner, and how to do
a screen shot. When you can create your own media using the free tools out there, you can really push your limits with social media. And really start to see incredible results.
The next blog will include a list of all the tools- both hardware and software- that can make you online social life easier and appear so much more professional.
Keep Selling It Social!
The Perfect Presentation- Part 4: “Present With The End In Mind”
The END FACTOR by Michael Dumas
There are twelve factors that can make your listing presentation THE perfect presentation- one that will instill the utmost confidence in you to get the listing EVERY TIME. In Part 1 of this series, “Are you maintaining control during the appointment?”, the point was made that your goal, as the agent, was to get the sellers out of their pre-conceived idea of what a listing appointment should be, and move them in a totally different direction that is focused on their needs and wants. In Part 2, “Are you getting the customer involved in the sale?”, it was discussed how you as the sales agent needs to get the customer, as the buyer, to take a “hands-on” approach and get them involved- that way they have some “skin in the game” and will feel compelled to take action. Part 3, ” Take it and break it” was a discussion on taking your sales presentation, breaking it into smaller pieces that can be analyzed, and then rebuilding it to ensure each section, each piece used, each collateral piece, is there to serve a purpose and for you to understand what that purpose is..
Let’s start with some doses of truth:
Truth #1- YOU CONTROL THE STAGES AND FLOW OF THE APPOINTMENT. Period.
Truth #2- THE PERSON WHO TALKS LEAST ABOUT THEMSELVES AND MORE ABOUT THE OTHER PERSON WILL LEAVE WITH THE LISTING AGREEMENT. Always.
Truth #3- WHEN YOU UNDERSTAND WHY EACH PIECE OF YOUR PRESENTATION IS THERE, YOU WILL BETTER UNDERSTAND HOW TO USE THAT PIECE. Knowledge.
Truth #4- WHEN YOU KNOW WHERE YOU WANT TO GO, IT WILL BE EASIER TO STAY ON THE PATH TO GET THERE. Experience.
Begin with the end in mind. A simple statement. But do you know where the end is? When you go into an appointment, do you know what your goals are? Your mission? Your end-game? Do you know what you want to achieve? Do you know the measurements to know when you have achieved it? Is your mind focused on that goal? This is a lot of questions to ask, but is necessary for understanding that gravity of that one statement. The end. In Mind.
During your sale “pitch”, is everything that you are doing, saying, sharing, showing, and asking being done, said, shared, shown, or asked to help you achieve your end game goal? A football team prepares hours upon hours for one simple goal- to get into the end zone. And they prepare weekly for that goal. and to repeat it. Over and over, knowing if the goal is accomplished several times in a game, they just might win. It’s the same with your end goal.
Tell the customer- many times in fact- what you goal is. Tell them that by using your expertise and knowledge about the market and your product, you can help them. That you both have the same goal. A successful closing. Or increasing revenue. Or decreasing costs by improving efficiency. Whatever the goal, explain it, tell it, bring it out in the open for all to see and share.
Getting to an end point, or closing point, is a problem that most sales people face. Why? Because the customer winds up controlling the flow of the presentation. How? With objections. With excuses. With concerns about price or costs. The average sales person usually leaves the presentation frustrated, confused, and upset when these things occur. If the customer controls the presentation, and does not know WHY you are there, and what YOUR goal is, you will never get a chance to get a closing point. No close. No agreement. No Sale. No Money.
What is your job as a sales professional. To sell. Period. You might have other jobs, like preparing. Reporting. Processing. Prospecting. But your number one job is to sell. And if you don’t know what you are trying to accomplish when you present, you will not sell. Period.
Before you go into your next presentation, make sure you know what you are selling. Make sure you are prepared with your presentation and your sales collaterals. Ensure you have your contracts ready. But most of all, be ready with your end game. Know why you are there. And work towards that goal. Keep your eyes on that goal. The prize is there for you to take. Are you ready?
Taking a Measure
I love October. The weather is changing. The nights are cooler. There seems to be a festival or fair every weekend. Baseball’s playoff hunt is in full swing. College and Pro football is reaching a feverish pitch. It’s a beautiful time of the year if you are a sports fan.
One of the many things I enjoy about sports is listening to the radio sports guys discuss the facts, figures, plays, and blown saves from the past weekend. It is so emotionally charged with so much passion for individual teams- it is wonderful discourse to lend an ear to.
One thing I admire is just how stout and resolute professional athletes are. It seems on any given weekend they are either the hero or the goat. They get analyzed, disected, chopped, micro-managed, and second guessed by anyone and everyone- from the coaches to the media down to the fan on the street. But they go about their business so easily, and the truly great stars seem to be able to shrug off a bad outing, or bad play, or bad night with the greatest of ease, only to return the next game and dazzle the masses again. How do they do it? How do they take in so much and yet can perform at such a high level?
Maybe the answer lies in their preparation. Maybe it lies in they fact they know their stregnths and weakneses, know what they are capable of, and consistently strive to perform at their maximum potential. A graet pitcher knows the tendancies, stregnths, and weaknesess of every batter he will face- he knows what pitches he will throw, where he will throw them, and when. A Defense knows exactly what each quaterback, running back, and wide receiver will show them. they are able to practice and prepare a game plan based on statistics, previous expierence, game film, and tendancies. They use the numbers of the game to their advantage.
So why don’t sales people do the same? Why don’t most sales people analyze and prepare prior to making a presentation. Why do they not spend the time up front setting goals for themselves, and then tracking and measuring their progress? Why do most sales people fail to properly plan for the tasks of their career- prospecting, calling on customers, networking, building an online brand, closing, servicing accounts, and the like? If pro sports is built on numbers and statistics, why can’t the sales profession be as well?
Start to think of yourself as a well tuned professional athlete- sales is a bit of a rough and tumble profession anyways- one minute you are the big dog, the next thing you know your competition is trying to crush you and get to the finish line (a sale!) before you do. Are you prepared? Are you looking at what you do? Are you measuring what you do? If you don’t measure it, how can you improve it? How can you know where you stand? Where you are coming from? and more importantly, where you are going!
Take some time and figure out how you can measure your performance? Is is your On-base percentage? How many times you strike out? How many interceptions or pick 6’s you throw? Maybe it’s how many homeruns you hit! Measure it. Analyze it. Change it. Grow it. and maybe one day you will be in the spotlight!
The Perfect Presentation- Part 3: “Take It and Break It”
The BREAK IT FACTOR by Michael Dumas
A perfect listing presentation is what every real estate agent longs for- that “killer” presentation that will get the seller to sign, the “Home Run” that will get a sign in the yard, and that “Knock Em’ Out” appointment that leads to more listings and more closings. That presentation is readily available to each and EVERY agent out there- if they just take the time to build their presentation right. There are twelve factors that will make your listing presentation THE PERFECT presentation- one that will instill the utmost confidence in you to get the listing EVERY TIME.
In part 1 of this series, “Are You Maintaining Control During The Appointment?”, it was discussed that your goal, as the agent, was to get the sellers out of their pre-conceived idea of what a listing appointment should be, and move them in a totally different direction that is focused on their needs and wants. In part of this series, “Are You Getting The Customer Involved In the Sale?”, it was discussed how the agent needs to get the customer to take a “Hands-On” approach and get them involved- that way they have some “skin in the game” and will feel compelled to take action.
Part three is a little different- this one does not involve the customer. So Let’s add another brick to the building, factor #3- Take It and Break It
The Doses of Truth discussed thus far:
Truth #1- YOU CONTROL THE STAGES AND FLOW OF THE APPOINTMENT. Period
Truth #2- THE PERSON WHO TALKS LEAST ABOUT THEMSELVES AND MORE ABOUT THE OTHER PERSON WILL LEAVE WITH THE LISTING AGREEMENT. Always.
Truth #3- THE PERFECT LISTING PRESENTATION STARTS AS AN IMPERFECT COLLABORATION OF MATERIALS AND IS TAILORED TO YOUR PERSONALITY AND STYLE TO ACHIEVE A DESIRED EFFECT. Broken and the Perfected.
The best way to improve your listing presentation is to take it in its entirety and put it all on the table in front of you. Every thing you use: your scripts, your photos, your marketing reports, your website, your marketing analyzis form, your virtual tours, your flyers, your advertising pieces- all of it.
Once you have everything laid out in front of you, WRITE OUT your entire presentation. Line for Line. Word for Word. Make note of the collateral pieces you use. When do you show your website? When do you show your marketing reports, when do you show your advertising flyers? Also make note of WHAT you say when you use those pieces, HOW you HOLD THEM and DISPLAY THEM, and WHAT INFORMATION you discuss on them.
Finished? Now break it apart. Break it into little pieces or segments.
Now analyze everything. Ask yourself why each collateral is there. Why you say the words you use. Why you go in the order you do. What is the benefit of each piece? What does it do for the sale (the listing!). WHO does it benefit, you or the seller? Does it help you get to the sale, or is it a hinderance? Is it there to make you feel good? To pound your chest? To Feed your ego? How does it look to the customer? Can they understand it? Does it make sense? Will it help them to make a call to action?
Here’s another important question: Is it something that every other agent in your office or market uses? If you answer YES, then GET RID OF IT- come up with something unique and that fits YOUR BRAND, not everyone else’s!
Once you have broken them, now go through the whole presentation and ask yourself if it flows with your collaterals. Do they work well together, does it flow? Does it lead to a call to action? Are there MANY closes to get the customer to say “Yes”?
Now it is time to put it back together- use these eight simple steps:
1. Brainstorm new ideas and new ways to present the material you already have.
2. Write down your goals and desires-know what you want to accomplish.
Now Sleep on it for a few days.
3. Edit your presentation into a working draft that you can practice
4. Prepare a final edition
5. Get a critique- I suggest several. And get them from people both in and outside real estate.
6. Mark up any corrections from the critiques and redo a final edition.
7. Sit down one more time and ask yourself if you have all the ingredients that you want.
8. Finally, Practice. Practice. Practice Again. Keep Practicing!
You will absolutely see a marked increase in your closing ratios if you will just take the time to break your presentation apart and retool it- Guaranteed!
Good Luck, and Happy Selling!
SandPeak Realty 