Most agent presentations achieve sellers to sleep, mainly because most presentations lack interest, usefulness, and structure.
To increase the interest in your presentation, follow this advice:
o Share market knowledge. Become a student of the local marketplace and piece meaningful statistics. Also track trends in the national marketplace, both to state your prospects and also to distinguish yourself as a well-read, well-connected, and well-informed agent.
o Ask questions. Listen in on typical listing presentations, and you'll hear the agent talking 80% of the time, with the prospect hardly getting a word in edgewise. I guarantee you that the seller finds that monologue dumb.
o Watch the clock. Don't let your presentation race too long and don't attach the information the seller most wants to receive until the very waste. If you attach your mark recommendation at the very raze of a 90-minute presentation during which you did 80% of the talking, you can fine well predict that your seller will be tuned out.
o What the prospect has to say is more considerable than what you have to say. stout salespeople do less than 25% of the talking. You already know all that you need to know about what you're thinking. You need to learn what your prospects contemplate and know and desire, so you can match your service to their wants and needs.
maintain it short and sweet. Let's earn apt to the point . . . a 90-minute presentation is neither short nor sweet. What in the world an agent finds to talk about for 90 minutes I have no notion, but I do know, for certain, that sellers don't want to sit through a 90-minute appointment, and they most certainly don't want to listen to an agent for that long.
Within the first few minutes of the appointment, suppose your sellers that your listing presentation will retract no more than 45 minutes. Based on my acquire experience, I can thunder you that more than half of the sellers will thank you when you say them that your presentation will be brief. Many times, I've had clients thank me again when I was walking out the door with the signed contract, sharing their appreciation that I wasn't there all night!
A reliable, brief presentation results from a splendid structure, a certain presentation thought, and luminous what to say and how to narrate it.
Many agents translate the terms structure and view to mean "canned presentation." They say, "I don't want to sound mechanical and scripted." People sound mechanical and scripted for lack of practice, not because they have a pattern or process to follow. In fact, most people require professional service providers to follow plans. For example, when I board a plane, you can bet that I want the pilot to follow a "canned" preflight checklist, landing checklist, flight belief, etc. I want the attorney who defends me to have well-constructed or planned true briefs, questions, and arguments.
I am not working to "can" anyone, but the necessity to concept your presentation is important. You need to have a framework that you are comfortable with, that allows you to direct key facts, findings, and segments, using key phrases and dialogs, every time you exhibit. I would rather an agent err on the side of "canned" than fair "soar it."
Other advice:
o Know your prospects. If you aren't completely definite on your prospects' interests and needs, you haven't suitable them well. Acquiring prospect knowledge is truly the key to a honorable presentation. You absolutely have to get the legal information before going into the appointment.
o Set a goal to hold your presentation to 45 minutes or less. seek at every allotment of sales material you exhibit. Does it note positive benefits to the seller? Does it need to be old-fashioned? Does the seller understand it? Does it develop differentiation between you and the other agents? As the saying goes, "when in doubt, leave it out."
o Limit the volume of PowerPoint slides or color presentation binder pages that eat up your presentation time and your chance to dialog with the sellers. Typically, each page in your presentation - whether it's on a computer cover or on paper - represents two minutes of presentation time by the time you turn to the page, talk about it, emphasize key points, and ask for questions to confirm your prospect's concept. Do the math: 30 pages eat up an hour, putting you well over your time limit before you even win to the contract!
By following this advice, you are on your draw to making your presentation one that is useful, structured, and inviting - that all sellers be pleased -, and it will station you apart from the rest.
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