Custom Listing Presentation Product

This is where you make your money as an agent. Listings create sales and generate buyer leads. Closed buyer and seller contracts create happy former clients who generate ongoing business. The whole cycle starts with getting the listing contract.

All of your marketing, prospecting, and lead generation hinges on this final test. Unfortunately it is a test we find so many agents have not fully prepared for.

In order to win the listing contract against your competition you need to convince your prospect that you are the best agent to market their home. It is imperative that you are better prepared, more confident, and more convincing than the other agents the prospect may see.

Today’s consumers want much more involvement in the process than they did years ago. They want more information and a higher level of transparency in the sales process. Your ability to inform and educate them without talking down to them is crucial. Your explanation of how you will communicate and keep them informed throughout the process is also a key feature.

We believe that a good percentage of the sale is assured before the face-to-face part of the listing presentation. Research, fact-finding, a detailed phone interview, and a pre-listing package delivered before your presentation can give you a big head start over other presenters. A canned one-size-fits-all presentation can’t win with today’s diverse clients and real estate market situations.

So, a winning listing campaign consists of:

  • A pre-listing interview by phone to gather facts
  • A professional local market assessment including a Competitive Market Analysis (CMA) of their property
  • A comprehensive package of thought-provoking materials delivered to the prospect pre-appointment
  • A well-delivered, professional, in-personal presentation.

To get lots of business you need to make lots of listing presentations. To consistently win the business you need to have most of the steps in this process fully automated so that you can crank the crank, and push the button, and have a pre-listing package pop out without duplicating effort that is common to all of your appointments. Many of the materials can be pre-printed. The remaining customized pieces should be professionally designed computerized templates that let you fill in the blanks and print. The whole pre-listing package should be contained in a professional folder or binder.

The listing presentation itself can be delivered these days live by laptop computer slide presentation, or by playing a CD or DVD of your customized presentation. It should be scripted, and practiced, and fine-tuned until you are supremely relaxed, attentive, and confident in its delivery.

Typical contents of the pre-listing package are the following:

  • Agent Brochure
  • Business cards
  • Local Market Assessment
  • CMA
  • Marketing Plan
  • Copy of Lisitng Presentation or CD/DVD
  • Various Forms (required disclosures, etc.)
  • Informational Flyers
  • Listing Contract

The entire pre-listing package must demonstrate the following:

  • Your Real Estate Knowledge
  • Your Market Knowledge
  • Your Skills
  • Your Track Record of Success
  • Reasons why the prospect should choose you over other agents

Agent Coach Group’s Custom Listing Presentation Service will custom design a pre-listing package and listing presentation and script for you. Our specialists will interview you, analyze your competitive position and style, and request samples of your existing marketing collateral in order to prepare materials with a compatible “Look and Feel”.

One set of all materials and templates will be included in the package. We will accommodate your existing publishing tools or vendor, or suggest the acquisition of appropriate automation tools so that you can turn out excellent packages with minimal effort.