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Tips for More Impactful Listing Presentations

May 26 2013

home cell laptopListing presentations are a fundamental builder of long-term success in real estate. Building a great listing presentation requires planning. And delivering a great listing presentation demands practice. Here are a few tips that we have picked up in our work with agents and brokers.

1. Leverage your Brand.

If a brand is on your business card, leverage it. Brands are powerful to consumers and establish the confidence that an agent has a strong organization behind them. They show pride in their brokerage and their office. Agents have a choice where they work, and they make sure that the client appreciates why they made that choice. Then they let their experience and talent shine.

2. Talk about the market.

Sellers are usually very interested in the state of their local market and neighborhood. There are many tools available now from local MLSs and brokers that can help an agent clearly demonstrate their intimate knowledge of the local market. Many of these tools like AgentMetrics and RBIExpert also help agents explain how they arrived at the recommended price using an easy to understand market analysis.

3. Build trust and confidence.

Making a decision and choosing an agent can be a demanding process. Clients are drowning in uncertainty. They are looking for ratings from past clients and most importantly, they are looking for an agent that has their best interest in mind.

One way to demonstrate commitment to a client's well-being is to include a copy of the HMS Seller Flyer or Seller Presentation Slide in your listing presentation (download at hmsnational.comhmsnational.com). It affords top agents the ability to have a conversation about the benefits of home warranty, and the peace of mind that sellers will enjoy. Plus, funds are not required for most seller home warranties until closing*. Explain that those benefits extend to the buyer.

Happy Listing!

*As governed by state law.

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