Elite Agents Real Estate Podcast with Debbie De Grote
About This Show
If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you! Every week, Master Sales Trainer and coach Debbie De Grote interviews the real estates industry's best, brightest and most profitable.
Most Recent Episode
Your Listing Presentation Materials #270
Hello and welcome to Debbie's Daily Tips! Today we’re talking about your listing presentation, and we’ve got a lot to cover, so I’m going to hit it hard and fast. One of the things I noticed is it’s very common hat when real estate agents come to us for coaching, they always need help with their lasting presentation materials. Also what I noticed is that most of the major brands have some terrific stuff that they give you to use. However they often have so much stuff it can often be 25, 30, 45, usually, more than that, pages, which is just so overwhelming. I find that most of the agents don’t use it and, quite frankly, most of the consumers don’t want to hear it. One of the things I know is, a confused mind doesn’t act. So in other words, when you overwhelm them with data and information, it doesn’t cause them to listen, in fact it may cause them to say, “I need to think it over.” Sometimes real estate agents tell me they spend two hours plus at a listing appointment. At a certain point, it’s information overload. So let’s think about it. What do they want when they invite you over? They don’t want a presentation or a pitch – not really. They’re looking for answers to three things: Who are you, can you get the job done, can I work with you, should I hire you? What is your marketing proposal? What’s the highest realistic price my home will sell for? Remember, they don’t buy the plane ride, they buy the destination. When you’re reviewing your marketing proposal, it should not be about the features, the service, the photography… it should be about how the things you’ll do for them will benefit them to sell their home for more money. Your marketing proposal should be an interactive discussion, because if you have too many pages, you will never be able to cover it all. You will get lost in it and you will revert to pitch mode to get everything done. Think about this, sell the power of your brand, your company, you, and then talk about the marketing proposal and then finally of course, review the data and select the price. So take all of your materials – this is what I’d like you to do this week – lay them all out on the floor. And then, I want you to go back through and I want you to remove any of what I could call, the fluffy stuff. Divider pages, even things that while it may be good, it’s really not relevant to listing the property. It