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Transform Your Listing Presentation: Secrets to Gaining More Clients

Jun 27, 2024

Studies indicate it takes a tenth of a second to begin to form an impression of someone you don’t know.

Therefore, be aware that a potential client may start to decide about hiring you while you are still standing on their doorstep. This is why it’s important to ensure your first impression is amazing.

Here are three tips to master your listing presentation and win that client.

1. Send a pre-listing packet

I couldn’t find any statistics about how many listing agents send a pre-listing presentation packet to homeowners. I hope you will be among those who do.

The pre-listing packet is part of your curb appeal, so make it as compelling as possible.

We have spoken with our customers about what they include in theirs:

Current local market conditions
Your agent bio, in the form of a personal brochure (so classy and so professional!)
Information about your brokerage, including any impressive sales stats
A mock-up of Just Listed marketing pieces you will use if you get the listing
Client testimonials (a must-have)
A blank listing agreement (you may want to watermark it)
A step-by-step explanation of the listing process.
Direct response reports such as “Inventory is LOW, Now is the Time to Sell,” “What If I Sell My Home and Can’t Find One to Buy”, and “Reasons Why Your Home May Not Sell”. All of these reports are available, HERE.

Ensure that the packet is ultra-professional and client-centric (in other words, not a lot of overt self-promotion), and highlights the value of working with you. Send it out to the homeowner at least three days before the listing presentation appointment.

2. Prepare to impress

The groundwork begins when you get that first phone call from a homeowner requesting to meet with you. Ask the important questions now, so that you are better prepared during the actual listing presentation.

Experts state to include the following questions:

May I ask why you’re selling?
Is there a date by which you need to be out of your current home?
How long have you owned the home?
Have you remodeled or renovated your home? Any repairs?
Is anyone else on the title? Is it possible he/she/they could be present when we meet?
How did you hear about me?

Take notes of each answer so that you don’t repeat these questions during the listing presentation.

Your last step should be to take a drive by the home you’ll be listing (hopefully!). Take note of its curb appeal, or lack thereof, the neighborhood, and any nearby amenities that will positively or negatively impact value.

3. Take a deep breath

You may have heard from more experienced agents that “People do business with those that they know, like, and trust.”

It’s a big challenge to achieve all three of those in the time it takes to give a listing presentation, especially for agents who are new to the industry and lack the confidence that experience brings.

Be genuine; people can tell in a heartbeat if you’re faking it. “You can’t force rapport,” claims the president of the RAIN Group, Mike Schultz.

Walk up to the door, stretch, shake your hands to get the jitters out, and take a deep breath. And don’t forget to smile.

During the presentation, listen carefully, and nod to acknowledge that you’re listening. Take notes if you need to.

You’ve got this.

PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here

2. The Free 6-Month Done-For-You Strategic Marketing Plan

The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

3. The Free Interactive 6-Month Real Estate Business Review

The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here

4. The Become a Listing Legend Free eBook

This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

Keep the Referrals Flowing: Essential Tips for Real Estate Agents

Jun 7, 2024

We all know that referrals are the lifeblood of a real estate business. Nothing beats the trust and credibility that come with a word-of-mouth recommendation. But how do you get those golden referrals flowing? Read on.

Develop a reputation for providing excellent client service

First things first: knock it out of the park with your current clients. When you provide stellar service, people remember. Go above and beyond in every interaction. Be available, listen to their needs, and solve problems before they even arise.

Stay connected

Out of sight, out of mind, right? Keep in touch with past clients through regular follow-ups. This doesn’t mean bombarding them with sales pitches. Instead, send a friendly email or a holiday card, or give them a quick call to check-in. A postcard or newsletter campaign can serve this purpose brilliantly. If you don’t reach out, they may forget you. “If you don’t go after what you want, you’ll never have it. If you don’t ask, the answer is always no. If you don’t step forward, you’re always in the same place.” Nora Roberts

Ask for referrals

It might feel a bit awkward, but don’t be shy about asking for referrals. The key is timing and approach. When you’ve just closed a deal and your clients are thrilled, that’s a perfect moment. Something like, “I’m so glad we found your dream home! If you know anyone else looking to buy or sell, I’d love to help them out, too,” can go a long way.

Put some skin in the game

Who doesn’t love a little incentive? Set up a referral program that rewards clients for sending new business your way. This could be a gift card or even a donation to a charity of their choice. Make sure it’s something valuable enough to motivate them but still within your budget. The Market Dominator Trifold Newsletter is shown above. To learn more, Click Here.

Network, network, network

Is networking still a thing? Sure is, so get out there and mingle! Join local business groups, attend community events, and participate in online forums. Building a strong network of connections increases your chances of getting referrals from other professionals and community members.

Use social media for all it’s worth

Your social media platforms are powerful tools for staying engaged with your audience. Share your successes, post testimonials from happy clients, and offer helpful real estate tips. Warning: Do this only on your business page, not on those you visit. Give the content a local angle and all the better.

Show appreciation

Always, always thank your clients for their referrals. A handwritten note, a small gift, or even a heartfelt email can go a long way. Gratitude encourages repeat referrals and solidifies your relationship. Getting real estate referrals doesn’t have to be challenging. Focus on building relationships, providing outstanding service, and staying connected with your past clients.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals. – Click Here

4. The Become a Listing Legend Free eBook

How to Be the Agent Sellers Choose in a Crowded Real Estate Market

Jun 3, 2024

In today’s competitive real estate market, establishing a strong brand is crucial for real estate agents looking to attract sellers and stand out from the crowd.

A well-defined brand not only sets an agent apart but also instills confidence in potential clients.

Here are some key strategies for real estate agents to establish a strong brand that attracts sellers:

Define your unique value proposition

Identify what sets you apart from other agents and articulate this clearly in your branding. Whether it’s your expertise in a particular neighborhood, your personalized approach to client service, or your innovative marketing strategies.

Your unique value proposition should resonate with potential sellers and differentiate you from the competition.

Craft a compelling brand story

Your brand story should convey your passion for real estate, your commitment to client satisfaction, and the results you’ve achieved for past clients.

Use storytelling techniques to create an emotional connection with potential sellers and demonstrate why they should choose you as their agent.

The Join the Market Campaign is shown above. To learn more, Click Here.

Invest in professional branding materials

Your branding materials, including your logo, website, business cards, and signage, need to be a reflection of the quality and professionalism of your services.

Choose a cohesive color scheme, typography, and visual elements that convey your brand identity and leave a lasting impression on potential sellers.

Leverage marketing to amplify your brand

Establish a strong online presence through social media channels, a professional website, and direct mail marketing.

Share valuable content, such as market updates, home buying tips, and success stories, to position yourself as a knowledgeable and trusted authority in the real estate industry.

Prioritize client relationships and referrals

Word-of-mouth marketing is incredibly powerful in the real estate industry, so focus on providing exceptional service to your clients and encouraging them to refer you to their friends and family.

Building strong relationships with your clients will not only lead to repeat business but also generate valuable referrals that can help grow your brand and attract more sellers in the competitive market.

By implementing these strategies, real estate agents can establish a strong brand that resonates with sellers and positions them for success in a competitive market.

5 Ways to Increase Real Estate Listings for a Bustling Summer

May 30, 2024

Yes, there’s still time! Here are six ways to help you stir up more activity in your market before the year-end.

1. Stick to the plan (or create one if you haven’t yet)

A marketing plan does much more than let you know how much money you’ll spend for over a period of time promoting your services. Chief among the additional benefits is that it helps you fill your days with prolific and directed activity.

That forward-thinking stuff you need to create a plan forces you to carefully consider each option, both in terms of its financial impact and effectiveness.

“Big ideas fail without a plan, and your marketing plan is the one thing that will still drive innovation and help you meet sales targets,” according to Mark Ellis, a business writer at Business2Community.com.

If increasing listing activity is your goal, hammer out a marketing plan for the next three months and stick to it.

2. Adhere to a regular prospecting schedule

Whether you door-knock, cold-call, chase after expireds and FSBOs or use another method of prospecting, ensure that it gets done by making it a part of your daily or weekly schedule.

Prioritize the task as well. It’s easy to keep putting it off when there are more interesting tasks to pursue, but it’s not wise. The more leads you steer toward that real estate sales funnel, the more prospects you can convert into new listings.

3. Nurture those relationships

People who sell customer relationship management software are fond of claiming that a CRM is the “lifeblood” of the real estate agent’s business.

Guess what? They’re right. Building and nurturing relationships is the key to increased commission checks, and to do it right, you need a way to keep track of leads, prospects, clients (both current and past), and just about everyone else you know.

While there are probably a million and one ways to set up a CRM, find a way that makes adding information and finding what you need easy. A way that works for you. Then ensure that you keep it safe, and back it up.

HOT TIP: We offer a free CRM, the Contact Manager, on ProspectsPLUS.com. With the Contact Manager, you can tag entire mailing lists or just one contact within a list, building one highly targeted list for your marketing materials.

In addition, you own your list, so you can export and download your CRM list anytime if you decide to move it. Now schedule time on a daily/weekly basis to reach out to the contacts in this database and nurture these relationships.

The Looking For Listing Scheduled Farm Campaign is shown above.

4. Fine-tune your response time to leads

You can’t turn a lead into a prospect that you’ll convert into a listing if you don’t respond to their initial contact promptly.

The short and sweet of it is that you have five minutes to respond to an incoming lead if you hope to reach the person live and get them into your sales funnel, according to InsideSales.com research.

In fact, the agent who responds within this period is nearly 25 percent more likely to snag the lead. Wait a half-hour? You might as well forget about it and let the agent down the street who responds quicker have the lead.

5. Start farming, via direct mail, if you haven’t already

Farming is a low-cost, effective, and easy way to reach out to many people simultaneously and build relationships over time.

The fact remains that direct mail is one of the most powerful marketing methods available. Mix that with a focus on a specific farm, and you have something powerful working for you.

When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin

2. The Free 6-Month Done-For-You Strategic Marketing Planner

3. The Free Online Real Estate Business Plan

4. The Become a Listing Legend Free eBook

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