Understand the purpose of the presentation

A listing presentation-quality results in a considerable advance planning, careful research and analysis, and highly developed presentation and sales skills. This allows to derive the maximum impact the minimum time that must present yourself and your recommendations, close the deal, and get signatures on a listing agreement.

Advance planning takes two forms. First you need to qualify your prospects - to determine not only their desires and expectations, but also their ability to make the decision to buy or sell and complete the purchase transaction.

The other essential ingredient in a presentation of the list is a competitive market analysis (CMA) with a presentation that shows the full range of your skills and sales skills and helps you gain the trust of your prospect and ensure their quotation .

Understand the purpose of the presentation

Be crystal clear on this point. The purpose of a presentation list is to ensure a listing agreement signed before the meeting ends. It is to pave the way for a list of "be-back", which is expected to return later to manage documents and secure prospect of final approval. Your aim is to make your case, close the deal, and get ink on paper right then and there, while you're face to face with potential customers. If you do not, I guarantee you that the chances of securing the list start to swing away from you.

If you leave even a few days, weeks or a spreadsheet, your prospects will have a difficult time separating presentation from other agents who have met in the meantime. And when they lose sight of your distinctive attributes, will return to a commodity mentality, focusing on price and selecting an agent based on who offered the lowest commission or the highest price of the list.

I personally have done more than a thousand presentations of quotation, and I listened to the presentations and coached hundreds of other agents. I am absolutely convinced that a presentation of a list of quality can and must become a contract signed during the presentation.

These are two reasons you need to receive the list signed during the presentation:

1. The moment you leave your appointment, anything can happen. The buyer may appear out of nowhere, knocking on the door of your statement with a direct offer. An agent who interviewed your prospect a few days ago could be desperate enough to call with an offer to cut the quota by another percent. Rotary or church or a chamber of commerce meeting, the prospect might meet another agent. Or, after-the-fact, may begin to blur for a different agent whose presentation did not like at all. The list of "coulds" goes on and on. The only thing we know for sure is that if you do not get the list signed the nomination, leaving up for grabs and vulnerable.

2. Need to feel the victory. The victory in the game list is when the contract is signed. Do not underestimate the power of the personal victory. Sale involves the risk of rejection. If not, you would call power order, and would not be paid so well because it would be so easy. A listing presentation gives you a chance to go for the win, improving your neighbor, and achieve victory. Give yourself the satisfaction and adrenaline rush to go out with a signed contract. Your drive home will be the shortest ever known. If you do not sign, will be the longest few minutes you've ever known.

I have an incredible coaching client who sells homes in Long Island. She is a machine list in its market area. It takes over 125 ads per year. Yet, a little 'back, when we tracked down the numbers was the closing night of the appointment, we have found its next rate was below 40%.

This finding has been focused on his uncompensated time was spent for the second session with prospects of listing. Also made him think of how many registrations were lost after the first meeting. A month later, his closing figures had changed dramatically. With a new determination to get the contract closed at night to the appointment, the star has the closure rate of over 70%.

Once again, be crystalline. Know your target list of the presentation. This is to ensure a signed listing agreement before you walk out that door. Do not leave your business to chance - take control and watch your rocket closing rate! ......