Imagine you’re at your next listing appointment. You’re sitting down with the potential sellers at their kitchen table. What do you do?
You know that you need a compelling presentation. You'll need to demonstrate your ability to effectively market and ultimately sell their home. But more importantly - the seller needs to feel comfortable placing their trust in you.
Here are my 5 “musts” of a successful Real Estate Marketing Presentation:
1) Really listen to "why"
This is actually the most critical part of a Marketing Presentation, but surprisingly it’s the most overlooked. Talk to the seller about their situation, and learn their reasons behind selling. This conversation isn’t about you. It’s about them. So, don’t “feature dump.” Start with listening.
2) Know your numbers
Be prepared to speak intelligently about the market in the seller’s neighborhood and how the current conditions will affect selling their home. Also, know your personal and company numbers or track record. A large market share or impressive sales rate might be the deciding factor when choosing one agent over the next.
3) Demonstrate your marketing
Show the unique marketing materials that you prepare for your listings, your professional photography, and how you market their home online. Stand out above other agents by including Real Estate marketing that’s beyond the traditional MLS syndication. Remember, we call this a Marketing Presentation. Commission is really a Professional Marketing Fee. So, take the opportunity to show them the difference of working with you - as a marketing professional - versus any other agent who simply puts their home in MLS!
4) Include unique testimonials
Anyone can include a paragraph from John Smith as a testimonial. Show your seller something unique like a video of customer. Better yet, capture that moment when the buyer opens the door to their new home for the very first time. If you can’t capture a video, write a blog post featuring the buyer’s story or seller’s story. Remember to be engaging and use this opportunity to tell a story.
Step 5) Put it in writing
At ERA Grizzard we have a Commitment to Service. This is an actual written contract between you, me, and that seller. And we are in complete agreement that if we don’t provide the level of service promised, then the seller can fire us. I think you’d agree that’s a pretty powerful tool.
Be sure to focus on these 5 tips on your next marketing presentation. And after you really knock those sellers’s socks off, give me a call and let me know how it went.
For more tips for agents and industry pros, be sure to subscribe to our blog - AgentTalk. And stay tuned for my next Broker Tip.
You might also be interested in these Real Estate Marketing posts:
- How to create a Facebook Page for lead capture
- The stress-free formula for creating a Realtor bio or profile
- 5 Steps to Creating a Dynamite Real Estate Marketing Plan
- Direct Mail Remix: Leveraging online marketing in traditional farming
What are your "musts" for a Real Estate Marketing Presentation? Let us know in the comments below!
