Gabrielle Jeans’s Weblog

Today I’m going to explain what I believe today’s real estate professionals should be using for making “wow” presentations at listings appointments. In times where I’ve managed sales people, many of them would say to me, “I’m no good at listing appointments, and I don’t know what my problem is. Would you accompany me on an appointment?” So I accompanied realtors literally thousands of times on listing appointments. On the second listing appointment with them I’d help them prepare the presentation and I’d ask to do the whole presentation myself. But for the first listing appointment I would tell them to bring what they’d normally bring to an appointment and present as they normally would. I’d be that fly on the wall and just watch what they’d do and say. I wouldn’t get involved in any way, even if I saw ways of helping them. I just watched what they did and observed how they handled various situations. I noticed most real estate sales people did nearly identical presentations. Of course, they all brought copies of sold comparables and current comparable listings. They always brought copies of various places they advertised their listings in such as magazines and newspapers. They always brought copies of feature sheets. Some brought personal brochures. Sometimes they had copies of listings they’d sold in the immediate area. This is what I saw again and again and again. Years ago, when I got into the business, it was all about your ability to persuasively talk your way into a listing. It was about how well you could influence the seller through your passion and the way you communicated with them.

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