How do you feel when you get a new listing appointment?
Do you feel confident that you’re going to win your clients’ business before you’ve even gone on the appointment? Or are you stressed about organizing and presenting a listing presentation that will win over your clients?
Having an impressive real estate listing presentation is crucial for real estate agents. Keep reading our guide to learn how to piece together a professional and unique listing presentation.
Do Some Research for Your Listing Presentation
Before starting on your listing presentation, you should do some research about the property and the sellers, if possible. Including your research in the presentation shows that you took the time to learn about the property. Research also makes your presentation more personalized to your clients’ selling needs.
Research the Property
The most important research you’ll want to do is about the property you’re trying to list. You’ll want to know the statistics of the house and a Comparative Market Analysis.
A CMA will give you and the sellers a reasonable estimation of how much the property could sell for.
Research the Clients
Researching your clients may sound too personal, but learning about them before your appointment can help you be more personable. You can try and find the sellers on different social media platforms to get an idea of who they are.
Research the Area
For many people, the location of a property is just as important as the property itself. When you list a house, it’s important to provide accurate information about the community, such as nearby attractions, schools, and scenic spots. The property’s location will also affect the home’s value, so it’s vital information in the CMA.
Making Your Real Estate Listing Presentation
There are various listing presentation templates available online so that you don’t have to start from scratch. These templates will provide general guidelines for what you should include in your presentation.
Below is an overview of the most significant parts to focus on while making your listing presentation, but if you’re looking for a step-by-step guide on how to make your listing presentation, you can read that here.
Make It Personal
Adding personal touches is where your research comes to play. It would help if you customized your listing presentation script to include your sellers’ names and property addresses. A custom listing presentation will stand out more than any listing presentation template, and it will also show that you’re focused on the seller and their goals.
Your Marketing Plan
Your potential sellers are most interested to hear about how you plan to market their house. You want to make sure that you create a marketing plan to sell the home quickly and for the best possible price. Make sure to include a list of how you plan to advertise their property to attract the most buyers; some of these ways may have:
- The local MLS
- Real estate listing websites, such as Zillow
- Social media ads, such as Facebook and Twitter
- Google search ads
- Hosting an open house
- Mailing postcards
- What makes you special
There is a lot of competition in real estate, so you want to stand out to your clients to close that listing appointment. At the beginning of your presentation, you should include an About Me page, which is ideal for talking about what makes you different from other real estate agents.
Some things that make you stand out as a real estate agent are your experience, specialties, accomplishments, and reputation. For example, if you specialize in expired listings, you’ll want to talk about what makes you so great at selling expired listings and why you’re better than the competition.
Testimonials
Including testimonials from past clients in your listing presentation is a good way to show that you’re a capable real estate agent. Try to stick to shorter reviews because your potential client isn’t going to want to read half a page to get through one testimonial. You’ll want to keep this page short and to the point.
Getting Ready for Your Appointment
Once you’ve finished making your listing presentation, you’ll want to make sure that you have everything else organized and ready for your appointment. If you’re unsure what to bring to a listing appointment, look at our listing appointment checklist.
If you’re wondering how to prepare for a listing appointment, this article will give you some helpful tips. Some general guidelines include showing up to your meeting on time, looking professional, being familiar with your presentation material, and staying up-to-date about the current real estate market.
After Your Listing Presentation
You could have the perfect real estate listing presentation and do everything right at your appointment, but sometimes clients aren’t ready to hire you. Even if you don’t get the listing, you should always thank the sellers for their time.
When that happens, you should continue following up with them because they may change their mind. If you’re comfortable with it, you could try asking what you could have done better to get the listing so you can improve for your next presentation.
More Educational Resources
If you found this guide helpful for making your real estate listing presentation, look at our other blog articles for more information about real estate marketing, photography, and more. You can also follow us on social media to get more updates and tips on how to improve your real estate marketing techniques.
