The Key To A Great Listing Presentation? Be Yourself, Make A Connection
Inman News is the real estate industry’s #1 trusted source for trends, news and technology. Yesterday I was honored to be on the panel at their event “Inman Connect On The Road” speaking about listing presentations to my colleagues here in Miami. When they first asked me to speak on this topic (titled “Listing Presentations That Rock!”) I was caught a little off guard. They probably had no clue that I don’t follow the traditional approach when it comes to listing presentations. I don’t bring binders full of marketing material, fancy iPad presentations, or wear my finest threads.
If you know me then you won’t be surprised that my approach is probably a little different than most agents. I am a firm believer in being myself (hence the shorts and flip-flops) and making a connection with the client. After all, that is why I am in the business in the first place….I love interacting with people and I want to get to know their story. When I sit down in the living room of a seller we don’t start off talking about real estate or the sale of their house, sometimes that part doesn’t even come until the last few minutes of the conversation. Instead we connect, we talk, we laugh. When I find out that they are interviewing other agents for the job, I say something positive about each of them. And at the end of the meeting, I tell the clients that they should choose their realtor based on who they feel most comfortable with. The advice I gave was probably not what the moderator was expecting, but it was honest and it is MY approach. There are many ways to land a listing, but if you stay true to yourself and connect with your clients you can’t go wrong.