I seem to have been losing out on listings lately. I am thinking that I need to redo my listing presentation. I actually have two, one on powerpoint and one in a three ring binder.

What do you guys use? Any suggestions please. Please let me know how long your presentation is. My powerpoint is 12 or 13 pages and the one in my binder is almost 20 pages. I am curious if that is to long to keep people's attention or to short.

When you find out you didn't get the listing politely ask the seller why they went with the other person...

The listing presentation has to be all about what is in it for them - not about how awesome you or your brokerage is...spend your time asking them questions, and listening to them.

Captain21,

Before you start trying to fix your presentation, you really do need to know why it went the the other agent. What is the commission? Was it the agent's marketing plan to market the property? Or was it simply that the client just established a great rapport on the listing appointment? If you're concerned about your presentation, offer to do a presentation with your broker to get some feedback, or even some of the other agents in the office.

Hope this helps,

Eric

You can use whatever props you want, but if the movie is bad, the audience will walk. Once you leave the LP, the sellers should have a clear and specific idea of what you bring to the table that the competition doesn't. If your program is really pretty much the same old thing, which is largely the case for 90% of all agents, then you can expect to get listings at the same rate as everybody else. Sellers really have to understand that if they don't use you, they will NOT get X, Y, and Z. So on the next presentation, make sure that you actually have an X, a Y, and a Z that are not available from the ordinary agents. Of course X, Y, and Z are trade secrets that should not be posted here, however they should be clear to your sellers so that it will be extremely difficult NOT to choose you.

Differentiate yourself from the competition. Tell us, what do you do better than other Realtors in your area (not a reciprocal question, please answer here if you don't mind)? Are you confident during your LP's? Why do YOU think you're not getting them?

Thanks for the feedback guys. It is not just one listing, it has been three in the past two months that I have lost out on. I do know that the last one I lost to a national recognized brand and they listed for the same fee I was going too. Not for sure if it was the listing presentation or not.

The one thing I have better than any other agent or company in town is internet presence. I have worked so hard focusing on that, I feel my listing presentation is lackluster. I have felt that way for a while and recently losing listings makes me wonder if that is why. Even if it isn't I would like to make it better.

Where do you think your presentation is falling apart? During your presentation, did you ask the seller who you were competing against? Also, one last tip, change the way you feel about your presentation. If you feel that way, think about the energy you're giving the seller..

I wouldn't say I feel that my presentation is falling apart at any point. I just can't help to wonder if the competitions presentation is better. I feel like mine is good compared to other agents in my office, but I have not seen presentations of agents at different companies. I honestly took the one my company offers and spent about an hour maybe two customizing it.
I do find out who the competition is when I am going through the presentation. This last one I lost to a Remax agent that has been in the business for less than a yr.

Captain - Fancy presentations don't win listings. Personalities and rapport win listings. Yes, the other stuff factors in (commission, marketing services, pricing), but if you just walk in with a 3-ring binder or jazzy Power Point and assume a seller wants to hear All About You, you'll lose them from hello.

Stop worrying about your presentation and start caring about the seller and His Problem. He has a house he wants to sell. Learn as much as you can about his house and his situation. You do this by listening and asking good questions.

THAT will differentiate you from the crowd more so than any presentation gimmick or prop.

The only thing that really matters is making yourself stand out from your competition. If you are giving the same speil that every other agent is giving them then you may be losing your competitive advantage from the start. Look at yourself and write down how you are better than your competition and work your presentation around that. Dont boast too much about your firm as the seller is not selling with them but selling with you....if they wanted to sell with the brokerage firm they would have called them and probably found the agent that sells the most in that office (if that is not you).

Do you market to specific subdivisions with high turnover rates?

Does one broker/agent control that subdivision yet with market share?

Targeted market always outpulls blanket marketing. Since most people have limited funds targeted gets you your most ROI.

I would learn everything about a small area and then be the go to person for that.

what is the x y and z that you offer?

here is the deal


get a resume.

get a prelisting package

introduce with resume.

send prelisting package

interview last...you cant ask if htey pick you if htye have not interviewed you and the competition...always go last..that is one of my prelisting questions prior to our appt.

because they have your listing presentation in the mail beofre the appt (prelist and list presentation are pretty much same thing)...you dont have to talk about marketing while at the property....

walk through and build repor....sit down and talk price...sign papers.....

people build repot when they spill thier guts....ask more questions than you answer...people will bond with you more that way....

record yoruself and listen to the recording...do this with another agent..its called role playing....you will get so much out of this...it works, trust me...

go on more appts...sure, you will loose....the more you go on the more you will get because you will get better each time...

if you dont get the listing ask specifically why....not general questions that get a yes or no answer...

dont ask...would you have hired me if i said i would do and open every weekend

do ask what is it that you were offered by agent x that made you pick his services over mine?...then let them talk.....then ask another quetions.....by this point even though you did not get the listing, you should have asked enough questions on the listing appt so that you know about their needs and can have a decent conversation with them...lno, dont grill them..thats not what im talking about...have a friendly conversation.....also, always remind them to keep you in mind in the event that things dont work out...someitmes i loose an appt to someone who slits their throat on commission or even...roflpmo...raises a list price....they talk more crap than i do...i tell the truth...i cahrge a fair commission..some people "cant handle the truth".

good luck...you will get bettter and better with time...jsut like riding a bike.

You have some really good pointers that have been given to you by people on this form so I will not rehash what has been said but rather offer you a few actionable and specific things you can do to improve your listing.

1) The listing presentation is first and foremost about the Lister!

2) Every benefit, service, or skill you tell them about should be done with the WIFT (what's in it for them) principles.
Eg: instead of saying I prescreen buyers before showing them your listing..... you would say....I qualify every buyer before showing them your house [i]and what that means to you is [/i]that you can be assured that anytime somebody walks through that door they are ready willing and able to buy right now if they like your home. You can see how this can save you time and headache don't you Mr and Mrs Seller.

3) Your presentation should not be a presentation!!! It should be a two way dialogue disguised as a presentation. When I walk into a house the first 2 min are spent small talking, next 3 are spent setting the context and expectations of the next 2 hours, and the next 10-15 minutes are spent going through a series of 20 questions designed to allow me to figure out exactly where they stand, what their goals and expectations are, what they want to accomplish from the sale of their house! I am trying to find the problem they have (the reason they want to sell) in order to provide them with a solution while I am there. And when I say problem it could be anything from the house is too big/to small, we have a new job, the house is too old/new etc. Your job is to seek out that problem very early on and incorporate solutions into your listing presentation.

4) NEVER ASSUME! always ask and clarify before making definite comments or remarks regarding their situation and expectations.

5) Ask for the listing 3 times!! My last question during the question phase of my listing presentation is "what would it take to get your house listed with me today...in other words what would you need to see from me?" This is BEFORE I even really start my listing presentation!! The answer doesn't matter and i have gotten everything from "when cows jump over the moon" to "we when hell freezes over" and at the end of it they have happily listed. You need to be clear that you are there to list and ultimately sell the place...don't beat around the bush about it...ask for it...but no more than three times and always in a professional manner.

These are just a few pointers but if you can truly incorporate them into your listing presentation I think you will see dramatic changes in how the whole process flows and the results.

Good luck and keep be informed on how things are going.

Mohamed

As I said in the original post, X, Y, and Z are trade secrets. I am not going to teach my competition how to beat me. Also keep in mind that X, Y and Z need to constantly change and grow to keep ahead of the competition.