I’ve written several articles on best practices for listing presentations, but I want to highlight some of the most important things you need to do to win more listings and beat out the competition.  Here are three:

Deliver Your Presentation Via Laptop

Presentations that are strictly paper based are a thing of the past.  A computer based presentation is much more powerful because it’s a multimedia, versatile platform.  You can use sound, animation, and graphics to enhance the information you present.  A computer helps overcome objections because you can look up information on the web right away to respond to them and prove a point.  A computer also allows you to walk them through your website, the centerpiece of your marketing activities.  Being able to show all of this really makes your listing presentation come alive and seem more realistic than if it was all just on paper.  My Pro Presenter listing presentation package does all of this.

Hire A Graphic Designer

One of the biggest, most common mistakes real estate professionals make at listing presentations is handing out materials they’ve clearly designed themselves.  Unless you’ve got a real flair for graphic design, there will be a night and day difference between your home made materials and ones designed by a professional graphic designer.  You probably didn’t design your website, so why do you think you can design your listing presentation package?  If your presentation looks ordinary or cheap, you’ll have a difficult time convincing your listing prospects you’ll spend lots of money on promoting their home when you won’t even spend money on materials promoting yourself!  I assure you that having your listing presentation materials designed by a professional is an expenditure that will pay for itself many times over with your increased ability to impress at presentations and win listings.

E-Mail Marketing Campaigns

Show your listing prospects a detailed plan of how you’ll market their property to your email database.  Show them the number of people in your database.  Demonstrate a plan for how you’ll market your home to these people.  If you’ve had people from your database buy a home based on your email campaigns, be sure to highlight this.  There is software available allowing you to automate your email campaigns so that your prospects are sent specific messages at specific times.  A sophisticated email marketing campaign will show you’re on top of the latest means of marketing and definitely impresses.

I teach much more about how to win listing presentations at my course Advanced Listing In A High Tech World.  This course has been approved by the Registrar, REBBA 2002 to qualify for 12 credits.