Ask yourself how your prospective clients SEE and HEAR you??

The delivery of the presentation is half the battle.You could have a great presentation and be dull and boring in the delivery and they are not tuned in to the great information you have to share.

Remember the commercial when one ad exec is talking in a low tone and says "abc" and there is silence.Then another says enthusiastically what about "abc" and does cues with the body language and everyone gets behind them.

Same thing all in presentation.Your passion for the business shines through that YOU are the person for the job.When I get a commercial listing after a meeting it isn't because of a fancy presentation.Most times they look at it for about a few seconds.The rest of the time they ask me questions and then choose me as the person to get the job done.

So they choose me based on how I present in sight and sound.

I would recommend doing a video listing presentation.Someone said record your voice and that is important but they will be seeing you as well.Now I do only talk to some investors that are out of state but I do feel with technology that sharing papers and video conferencing will be occuring alot more.

So you better get used to people seeing you in one form or another and present well.

This is one of the most overlooked area for improvement.Most don't want to see how others see them as they have a different image in their mind then what might present in reality.Working on reality and making yourself stronger is much better than keeping a false image in your mind.

If you have an office a good idea would be to have weekly meetings focusing on listings taken versus appointments,the listing price,strategy to sell,etc.

Then film a video each week on listing presentation and have others comment on how you present.

Many will never do this as they are scared to see themselves.If you do it you will get results.You will learn that you have non-verbal cues in a listing presentation that send a POSITIVE or NEGATIVE vibe to the seller as you are talking or they are talking.

So work on yourself first and then look at your listing materials.JMHO

There is a top agent in my work area that goes in with a blank pad of paper.

I feel a good chunk of the time, the seller will choose the agent that they like the most.

I think the best way is to video tape yourself doing the listing presentation and I guarantee that youll know what youre doing wrong.

Thanks for all the feedback guys. I have got several ideas from the comments.

I send a pre-listing packet by email for the seller to complete prior to our appt.

I also speak with them on the phone for 10-15 minutes asking about their home and their motivation level.

My purpose of the call is find out what their hot buttons are, so that I can focus on those when I'm at their home. That allows me to shorten the appt and saves us both time.

I hope this helps.

Dan Weis
Real Estate Consultant since 1985

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My listing presentation consists of who I am, who my company is, and the data (I do a monthly spreadsheet of the local towns: sold, UC, available, and new listings). I explain that I want THEM to have all the information a buyer who is looking for a home will have. Most sellers I talk to seem to have no idea what is going on in the local market or what information buyers are able to get. As another poster said, you have to ask for the listing. You're not there to hang out with them for an hour making friends to invite to a barbeque. Do trial closings, ask them questions and let them talk, and listen to them. I have lists of questions to ask, and I review them before every presentation. Lately I've been doing some presentations with another agent, and I noticed her habit is to do too much selling of ourseves and too much talking about the market, and no asking for their business. She'd say things like "I realize this is a lot to think about, why dont you call us back in a few days" which drove me nuts!! One evening we were doing a presentation and she was going on and on and on, and finally during a lull, I just said "well it's getting late. Do you want us to sell your house for you?" and they said "YES!". Now she lets me do the closing.

One thing I found (accidentally actually, I have a very tiny bladder): if they're very interested, but I just can't get the listing signed, I excuse myself and go into the bathroom. Many times, they just want to talk alone, and neither wants to make the decision if they aren't sure the other does, too. When I come back I say something like "what do you think? are you ready to get started selling your home?". Sometimes that time leaving them alone a few minutes is all it takes.