Stop doing “listing presentations” right now! This month, I’m featuring listing, to help you get new skills and strategies to make that last quarter in the year shine.
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 expect– 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 practitioners. Now, the next important action is to dutifully do the actions you promised and report back.
Got your listing process down like a real system? Does it work for you every time? If not, why not get the resource that is comprehensive–from your first seller meeting, to your presentation, to creating clients for life. You’ll see your profits soar and your time used more effectively.