Are you using the old term, “listing presentation” to describe the presentation you give to the seller to list the home? Today, savvy agents are presenting “marketing plans”, not just giving listing presentations. Why? Because you want to describe what you’re going to do for the seller in action terms. They want–and expectc– you to actively market the property, not just list it! To get the commissions you expect, you must compete on “added value” issues. These are best stated in your personal marketing plan.
Are You Telling It or Showing It?
We believe what we see, not what we hear. If you’re still talking a mile a minute, telling the sellers how wonderful you are, blah, blah, blah–just stop talking and start showing. Also,
We remember only 10% of what we hear three days later! With visuals, retention goes to 65%.
5 Points to Include as You Create that Marketing Plan
1. It’s an action plan—what you will do for the seller
2. It’s specific—it has dates for what will be done and who does it
3. It’s not about what the company will do—it’s about what you will do
4. It is stated either as a checklist, as a calendar of events, and/or in visuals.
5. It has a section on pricing, but the pricing, or market analysis, is only one part of the plan
Creating specific marketing plans for each individual will put you far ahead of most real estate practioners. Now, the next important action is to dutifully do the actions you promised and report back.
Complimentary Sales Webinar with International Speaker
This action packed 1 hour webinar is like a private consulting session with one of the industry’s top coaches and mentors.
Verl will take you step by step through how to build your business plan and achieve your financial goals. Using the 3 Ts: Technology, Training, and Trade Secrets of the top performers in the world, Verl will show you how to make 2012 your best year ever in real estate. Invite your friends, partners, teams and entire companies to this event.
|Date:||Thursday, January 19, 2012|
|Time:||1:30 PM – 2:30 PM PST|
|After registering you will receive a confirmation email containing information about joining the Webinar.|
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