You're sitting down to your next listing presentation with clients you really want to secure. You've done your research and you're ready to get the client totally informed. You do this every day, you live real estate every day. But even though you're fired up with the numbers that show what actions to take in the market today, the key is to present, not overwhelm. Presenting to clients is a critical skill in the real estate business. If Agents can do it effectively, clients will not only understand the content they are presented with, they will also remember it. To be a great presenter is key to getting ahead and building your business. Here are our top tips for using our tools to motivate your clients today and keep them out of getting stuck in overwhelm.
1. Get to Know Your Audience
Some time spent up front just getting to know each other can really set the stage for a great listing presentation. People want to like the Agent they choose to represent them. They want you to also get to know them. So, rule number one? Get to know what's important to them. How long have they been in their home? What have they really liked about it? Liked about the area? What have they not liked? Why are they a new area for their first home? When do they want to be moving? How long have you been in the business? How many clients just like them have you helped this year? There is so much that goes into getting to know a person. Keep it light. Keep it easy. Most of all, take notes. Each and every thing they share with you will matter in their real estate journey later on. You remembering it, is key.
2. Convey Why It Matters
The market trends clearly show clients why their decisions matter. It also shows them the timeline of how quickly or slowly they need to act as well. Having Buyer clients in a presentation understand that we are in a fast market market with lots of sales means they understand better why they need to get on top of the lender for their approval documentation, or how fast a Seller will need to get their home ready for showings. If things are moving fast, clients need to move fast. Conveying why it matters to the client will engage them in the process and ensure that they are not internalizing pressure from you, their REALTOR®, but rather that you are the professional informing them of what the numbers are clearly saying is the right action to take, and when. Fast or slow or somewhere in the middle, they need to know why the numbers matter to them.
3. Break Up the Whole into Smaller Parts
Avoiding overwhelm is important in real estate. If a client is considering selling the family home they have raised their children in for the past thirty years, pressure from the marketplace or anyone else can really sour a presentation fast. By simply clicking the tab showing the property type that the client has, will change the entire dashboard to only show that property type, making all of the numbers instantly more relevant and easier to understand. One of the most powerful tools in your StatsPRO Reports is the Inventory Trends area where it is clear to see the Months of Inventory and it's effect on home prices. Low Months of Inventory, we see higher prices due to less demand. Lower prices, we see more Months of Inventory. Break up the complex and present the simple. Your clients will thank you for it.
4. Show Your Audience What to Look At
We have deliberately designed our StatsPRO Reports with a lot of white space around the charts. Directing attention during a listing presentation to a specific page such as Market Trends, Sales Trends, Pricing Trends or Inventory Trends will ensure they understand their position in the marketplace from these four very specific vantage points. An informed client becomes a motivated client because they know what the numbers are telling them they must do and how fast to do it. That motivated client then becomes a client in action with you, their REALTOR®. A client in action is a qualified client and it's qualified clients that do business in the marketplace with you, buying or selling their home. The clearest way to convert that listing presentation client to a qualified client is to ensure they know what to look at. Show them with StatsPRO.