Thankfully, most sellers do not choose who will represent them to sell their home solely based on costs. You may be surprised to know that this decision is mainly derived personal aspects. Your first task is to get the seller to related to you and trust that you would represent their interests. If it were really only a numbers decision, wouldn't the same few top producing professionals win all the listings?
During a listing presentation, the majority of sellers are not really hearing what you say. With this in mind be certain your real estate marketing tools reflect this insight.
Before making a final decision, most sellers will meet with a few real estate specialists. Listening, understanding your audience and changing approach as needed are the most crucial skills you could possess.
Remember that with the ease of access to information available on the Internet, today's sellers are much more concerned in what you can do to sell their house than in you giving them statistics and trends. Avoid facts they can easily find themselves. Your role is to help them understand what they will obtain in exchange for the fee they will pay you. The sellers must accept that they are getting their money's worth by hiring you sell their house.
The old ways of providing a comparable market analysis, photos of properties that sold in the area, flyers the real estate agent had done or company literature are no longer appropriate. The new, more effective way to perform listing presentations is with a laptop and hand-outs. Your marketing strategy and your website will be showcased more effectively this way.
One very popular tool is the use of virtual tours. Demonstrate one such virtual tours at the meeting and explain how you will broadcast this to your email database. You can also then demonstrate how you utilize your contact database for email marketing.
Uploading the listing on the MLS before you leave a client's house is a great way to impress them. After they sign on the dotted line, show them how diligent you are by creating the listing right away.
Your comparable market analysis should be easy to read and have a professional look and this can be done by computerizing it. This is possibly the most important handout you will have, so be sure to use existing technology to you to make it shine.
You biography, company information and references are also important and should be included in the listing presentation. The biography will introduce who you are. It should include your contact numbers and a recent photo of yourself but keep it concise. Your testimonials are a great tool to differentiate yourself from your competition. Testimonials of three or four lines along with a photo of the client will have a positive impact. Finally do not forget to outline the marketing benefits of your real estate company. List office success, production levels and market share information for positive reinforcement.
About the Author:
Stefan Hyross writes for Real Pro Success that creates marketing for real estate agents to help them get more deals. contact them to view the real estate marketing tools that are available for any level of agent to use.