March 19 2014
"Before anything else, preparation is the key to success." - Alexander Graham Bell
We recently polled ListHub Pro customers to learn how they prepare for listing presentations and what tips they would offer other agents to help them win the listing.
An overwhelming theme among the responses was the importance of preparation. 55% of those surveyed said they spend 1-2 hours preparing for listing presentations, and 32% spent as many as six hours researching and preparing. One of the first steps is preparing the comprehensive listing presentation packet. The following is what Pro Agents who responded to our survey include in their packet:
According to the 2013 NAR Profile of Homebuyers and Sellers, the top four agent services that sellers place the highest priority on are 1) helping the seller market the home to potential buyers 2) help selling the home within a specific timeframe 3) help pricing the home competitively 4) and help finding a buyer for the home. It is important to keep these priorities top of mind and make sure you address each in your presentation.
Additionally, an agent's reputation is one of the most important factors cited by sellers when choosing an agent. Including testimonials or a list of references are great ways to reinforce your reputation.
Finally, whether preparing a digital or print presentation, make sure to provide clients with a copy of their own to review after the meeting.
88% of those surveyed said featuring their online marketing strategy to new clients is important/very important in helping them win more listings. Nearly 60% said they use the ListHub eMarketing flyers or Seller Reports to showcase their online marketing strategy at Listing Presentations. Click here to view a video of these tools.
And now, here are the Pro tips we heard from our participants!
After delivering an awesome listing presentation, 84% of agents followed up with the client within two days. 66% followed up with a personal phone call, 15% by email, and 6% by snail mail. Prompt follow up conveys to the client how responsive you would be as their agent – don't miss this easy opportunity to win over clients with a simple phone call or email.