Listing Presentation 101

September 26th, 2014 | by: SM SOLD | Posted in : Uncategorized

In the luxury real estate market, it is a competitive environment for an agent to get the property listing. A useful marketing tool is to have a dynamic listing presentation. Some may choose the more traditional form of listing presentations such as print and creating an actual physical portfolio. Those who are more tech savvy are using Apple Keynote to showcase their work on the iPad. Here are some key tips and advice on how to make your real estate listing presentation a hit with clients.

The first step is to clearly define the purpose for the listing presentation. Of course the sole purpose of a listing presentation is to get the listing, but it should be focused and centered on price to give you an opportunity to get a sale. To get the listing and the sale, you and your client need to establish a price for the listing. If you need assistance on getting the price range, conduct a Comparative Market Analysis (CMA) with homes and real estate surrounding that property.  Also get the tax records and check the MLS records to see if the property sold.  By preparing ahead of time you can be confident that your presentation will run smoothly. 

There are useful tools to help you make your presentations more powerful than other agents’ presentations. Some agents have found that including a premium along with their pre-appointment package works well for creating a personal “brand”. Several agents have even included small gifts with their “brand”. Bruce Hardie in Spokane, Washington gives a mini crate of apples along with his pre-appointment package.  For a more boutique feel, agents have printed bound books that double as listing presentations. Another way to get the listing is to create a unique close at the end of your presentation. By framing the image of the subject property with the “SOLD” across the corner, it shows how you are the right agent to sell the property.

The iPad is an innovative approach to the listing presentation. With Apple’s Keynote you are able to upload a digital presentation to present to your client. Not only can you create a slideshow presentation, but also show virtual tours of past properties you have sold. The iPad is great way to supplement your more traditional techniques of listing presentations.

Once you have all your bases covered, you are on your way to successful business venture or marketing presentation. To stand out in a crowd of real estate agents vying for that listing, use a professional listing marketing package to assist you. Having a listing presentation template with your branding can have an impact on your client.