Your Biography

Think of this page as an overview of your resume.  It should include a recent photo, company logo, phone numbers (including fax), and bullet points on your real estate experience, career highlights, and educational background (real estate specific training and any post-secondary).  What do you think are your best business skills?  List your top 5 on this page.

Your Testimonials

Testimonials are the best way of proving your services are superior to competitors.  Include photos of your testifying clients and 3-4 lines of their testimonies.  The more testimonials you can get, the better, because you’ll be able to choose the best ones for this page.  Create a testimonials page on your website too.  Don’t have any testimonials, or are unhappy with the ones you have?  Contact some of your past customers with whom you have an outstanding rapport, asking them to take a few minutes and write about their experience in dealing with you.  Don’t ask them for a ‘rave review’, ask them to be honest.  You’ll learn about your strengths and weaknesses, some you may not be aware of.

Introduce Your Company

Most real estate companies (even small or little known ones) have numerous marketing benefits you can include in your presentation.  Use this slide for highlighting your company’s services.  Make sure you include any statistics highlighting your office’s success in your immediate farm area such as market share or production levels.  Think of the top 5 services your company offers and list them on this page.

Show How You’ll Market Their Home

This section shows the various ways you and your company promote properties.  You’ll probably require multiple pages for showing this fully.  List everything you will do in details and exclude the least important points.

Make sure you point out any exclusive services you or your company might offer that competitors don’t.  Use charts and graphs whenever possible.  Include current and past newspaper or magazine advertisements.  Show links to any current online ads.  If you’re using a real estate software package, show them one of your marketing service reports.  Ideally use one slide per marketing point.  In this section list the top 7 things you’ll do to sell their home.

The CMA

Doing the CMA at the seller’s home while they help you input the information is really powerful.  It’ll show them the statistics and data they want to see and they’ll admire your resourcefulness and professionalism.   Always practice a CMA presentation fully (even if no one is listening) before delivering it to your prospects.

Your Website

Many real estate professionals today still rely on their brokerage’s website alone.  No real estate professional today should be without their own website.  It’s an essential part of your business and demonstrates professionalism.  Be sure to show your website to your prospects during the listing presentation.  If you get lots of regular website visitors, mention how many you get per week and month.  Over time, your website will out perform all other forms of lead generation.  The key thing is a winning website does not happen overnight.  It will take time for making your site search engine friendly, and this determines the number of leads you will generate.  My Moneymaker website for real estate sales people gives you a big leg up on getting your site search engine optimized than much more expensive sites built from scratch.

Finding The Right Buyer

This section should present where you will prospect for buyers.  Talk about online classifieds sites you use and how many visitors these sites normally get per month.  Show them mls.ca and how many visitors find homes there.   Show the print media you’ll advertise in and your local flier campaigns.  Be sure to quantify everything you tell them (eg. number of times you’ll advertise in a print publication, number of fliers you’ll drop off in the neighborhood and how often, etc.)

Negotiating The Offer

This slide should have a number of pictures of homes that you have listed and successfully sold, together with a bullet list of how you will service the negotiation process.  Create a list of servicing points on assisting them in the negotiating process.  List 5 negotiating service points you offer.

The Closing

Your real estate Marketing Software will be vital here.  It should be able to create Closing Service Reports.  Producing an offer is one thing, getting the transaction to close successfully is quite another.  So show you work with a strong real estate lawyer who consistently orchestrates safe and successful closings.

Your Commitment

This is where you summarize your dedication to getting them top dollar for their home, so it needs to be very powerful and convincing.  It should be followed up with a written commitment statement.  Make your commitment statement part of your website.  You could even play them a video file on your commitment to customers from your website during the presentation.

My online listing presentation package Pro-Presenter helps with all of the above aspects of a listing presentation, giving you a huge advantage over competitors.  Try a free personalized demo and see what it looks like from your prospect’s perspective!