Some Realtors who are new to the industry are provided with training from the firm that they join. Others are not. The companies whose leaders have an in depth understanding of the business, the meaning of customer service and what it means to have a unique selling proposition include training in the skill of presenting.
A Typical Scenario
Topics of discussion that are often reviewed as far as the presentation is concerned are fairly typical.
- Establishing Rapport
- Determining Motivation
- Marketing
- Personality Type
- Market Share
- Experience
- Accomplishments
- Pricing Issues
- Assessing Needs
- Service
An Untold Component
What is most often not discussed, however, is the art of communicating to the emotional side of the potential client. This awareness is what separates the “also rans” from the superstars. A presenter must keep the following in mind if they want to convert 80% of their listing appointments, which is what you should expect if you consider yourself among the elite.
The importance of story telling during the presentation – Connecting your talking point to a real life situation gives it validity and helps to minimize the monotony of your delivery. It also speaks to your experience.
Proceed with care – You are discussing what may be the homeowners’ most valuable asset, not to mention many years of memories. Keep this in mind, especially when discussing price.
You and the homeowner are a team – Carrying the load with someone else makes the experience that much more rewarding. Ensure the potential client that you and they are on the same side.
Show them where they fit in – People don’t fully commit to a business when their vision of what they need doesn’t allign with that of the company.
How well does your vision of conducting business align with that of your company?
What do you do to let your clients know that you’re a team?
Expand your mind, increase your business and receive your dose of “The Daily Tonic” every M-F. It’s always brief, informational and thought provoking.
Simply go to the top of this page or the home page of thedailytonic.com, enter your email in the navigation bar to the right and click “subscribe.” Your email address is safe and secure.
