Real Estate Listing Presentation – Real estate presentation templates to increase real estate listings! Real Estate Listing Presentation, Listing Presentation, Real estate presentation, listing package, Hayat Realty Package
Steps to a Successful Real Estate Listing Presentation
1. Using a Hayat Realty Package
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2. Overview
A successful interview or listing presentation starts
before you even show up to the client's home. Top
agents have specific steps they go through before
they arrive at the appointment and obtain a listing.
Before you even begin your listing presentation,
follow these steps to help you guarantee 90% of all
your listings.
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3. 1. Qualify and interview sellers before the
appointment
Have a list of specific qualifying questions to ask every seller. The ultimate
goal here is to test their level of motivation to sell. You need to know if their
motivation to sell is greater than their motivation to achieve a certain price
for their home.
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4. Qualifying Questions
How many properties have you sold?
When did you sell your last one?
What were your experiences with that sale?
What did you like the least and best?
Why are you selling?
Where are you moving?
How soon do you need to be there?
Do you have any other properties that you need to sell?
Would you like me to help you with those properties?
What will be included with the sale?
Do you want to price this house with ____ or without the ____?
Are you interviewing other agents for the job of selling your home?
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5. Qualifying Questions Cont.
These questions are extremely important. You want to know where and
why they are moving. You also want to know their time frame to move.
This information is related to price and motivation. Real estate
professionals need to understand that price and motivation are
connected. The lower the motivation, the higher the price the seller will
want, and the opposite is true - the higher the motivation, the lower
the price the seller is willing to accept.
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6. Qualifying Questions Cont.
In qualifying the seller you always want to know if they are interviewing
other agents. This information will give you an advantage over the other
agents. It will allow you to send them MLS information about the
competing agent or company. It will give you the chance to compare
benefits and services as well. You don't want to say anything negatively
about any other agent or company, but you do want to spot out the
differences in your marketing approach and track record. After all, you are
competing for the job of selling their home.
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7. 2. Delivering the Hayat Realty Package
You should give this package to the prospective client within
a few hours of interviewing them or your initial conversation.
To make the package more personal it would be ideal if you
could take a quick photo of the outside of their home to
include in your sample marketing material. This will make a
great impression on the seller and will give them an idea of
how their home will look if marketed by your company. If you
are unable to hand deliver the package, then use a mail
courier to get it to them as soon as possible.
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8. Deliver the Hayat Realty Package Cont.
The package should give the client a brief overview of you and your
company. It should also include your credentials, performance, and what your
track record is in sales. It should clearly focus on the benefits of doing business
with you rather than with any other agent. The package should not include ego
inflated information about your past achievements, track record, etc. This is of
little importance. The homeowner is mainly concerned with two things:
Performance
Results
They don't have the time to read a 30-page novel on how great you are.
Just give them the information they need and be sure to include a section on
the importance of pricing. This section will prepare them for the discussion of
the listing price.
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9. 3. Before the Appointment
You should be mentally prepared before every appointment.
Here is a list of items you need to do before meeting with the seller:
Research the market conditions and price ranges in their area.
Review the comps in the area to determine the best listing price.
Review your marketing strategy for getting homes sold.
Review benefits of why they should list with you.
Review about other agents who are being interviewed for the job.
Evaluate any potential objections from the seller.
Practice your listing presentation before the appointment.
Leave early to arrive to the appointment on time and dress to impress.
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10. 4. Appointment - Qualify the home
Be sure to arrive at your appointment early to gather your thoughts. You
should be dressed professionally and prepared to interview. Smile when
you meet the seller, shake hands, and build rapport. Tour the house and
you may want to take photos a few photos of the home as well. When
touring the home you want to ask or do the following:
“In your opinion what are the homes most salable features?”
“What do you think your home is worth?”
Discover problem areas with the seller as you view the home.
Show your professionalism by offering suggestions for marketability, such
as cleaning, painting and repairs.
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11. 5. The Listing Presentation
Be confident when you give your listing presentation. Sellers want to
know if you have the confidence to get their home sold. A great place
to hold the presentation is at the kitchen table. This is an informal
and comfortable setting. You don't want to rush into the presentation.
Make small talk and listen to the seller to understand their needs. You
may want to give a compliment about the home and ask open-ended
questions to get a feel of what they need. The objective of the
presentation is to convince the seller that your services will help them
achieve their goals. People don't buy from salespeople; they buy from
friends and people they trust, so building rapport and trust with the
client is key.
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12. The Listing Presentation Cont.
Follow these steps and all your listing presentations
will be slam-dunks! Prepare well before each
appointment because preparation is necessary for a
smooth and successful interview. Visualize and
prepare by practicing the listing presentation and
answers to any potential objections, so you don't
sound rehearsed. Your presentation should be short
and to the point while building rapport. Your time as
well as the seller's are very important and shouldn't
be wasted. Remember, always use a Hayat Realty
package for each and every client. Good luck and
much success!!
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13. Benefits of Using a Hayat Realty Package
Boost your sales and listings
List 90% of your appointments and earn double the referrals.
Cut yourHayat Realty presentation appointment time in half.
Establish credibility and rapport with a client before you ever
meet.
Show potential clients that you are organized, competent and
professional.
Eliminate presentation anxiety and nervousness.
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14. Thank You
Hayat Shaban
Phone: 512-541-5634
hayatsellmyhome@gmail.com
1335 E. Whitestone Blvd., Ste. Z-200 Cedar Park, TX 78613
Visit: http://www.hayatrealty.com
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