LISTING PRESENTATION TIPS MANY REALTORS® FORGET

Having read articles, listened to audio CDs, and attended workshops on how to effectively do a listing presentation, you most likely know the big basics:

* ask questions * explain your program clearly * listen carefully * take notes * smile, etc.

So what is it, then, that makes the difference between walking out the door without a listing and posting your the FOR SALE sign on the front lawn?

THE LITTLE THINGS, THAT'S WHAT.

Some of those deceptively minor presentation tips often overlooked by REALTORS®:

1. Get good directions. Tardiness leaves a poor impression ALWAYS, no matter the excuse. You might know the area well, but get directions from the prospect anyway. Online maps arenʼt always accurate, and my GPS has taken me on the odd "milk run."

2. Bring Kleenex or the like. A running nose, (I have allergies) a spill from a coffee cup, a drooling dog — you never know when you could use one.

3. Make sure your pen works and carry a few spares. (Enough said here.)

4. NO REAL ESTATE JARGON. Never assume everyone else in the world knows industry terms, acronyms and what terms like “staging” mean. Often they don't, so don't risk embarrassing them by assuming that they do.

5. Be prepared with answers to common questions. You can probably guess at what these questions likely will be. Looking things up, or constantly saying, “Iʼll get back to you on that”, won't impress prospects.

6. Have a conversation, not a presentation. It may be termed a listing presentation, but when it gets down to it, really, it's a conversation. Ask questions and answer questions. Chat, but remember: youʼre doing all the talking, the chances of you getting the listing is low....So listen, listen, listen.

7. Arrive with a tidy, well organized presentation

As a carpenter, I've learned to respect my tools, so you must respect yours.

Papers crammed into the binder pockets, forms and other documents spilling out when you open your kit....UNACCEPTABLE. If prospects notice that, they might assume that youʼll handle the house sale in the same disheveled, disorganized fashion.

IN SHORT: Every little improvement you make to your listing presentation increases your chances of getting the deal — which, in turn, makes you more money.