Table of Contents Hide
- Tip #1: Build a strong online presence and keep it active
- Tip#2: Prepare well before a presentation
- Tip #3: Offer tours for the listings
- Tip #4. Your dressing code should sell your pitch
- Tip #5: Share your success stories, but be quick
- Tip #6: Check posture and body language
- Tip #7: Use social proof
- Tip #8: Leverage your brand's strength
- Tip #9: Use slides to keep a good flow
- Tip #10: Share what happens when the listing goes live
- Tip #11: Give it a personal touch
- Tip #12: Ask questions, build trust, and identify motivation
- Tip #13: Make a virtual tour of the home
- Tip #14: Focus your presentation on the lead's needs
- Tip #15: Do your due diligence - Research properly on real estate listing presentation
- Tip #16: Make use of automated tools
- Tip #17: Draw statistics from the local market
- Tip #18: Review the info your leads gives before the presentation
- Tip #19: Share your honest opinion about the listing
- Tip #20: Clearly share your pricing methods
- Tip #21: Clearly describe your sales process
- Tip #22: Brag a little with extra services
- Tip #23: Show confidence in your presentation
- Tip #24: Prepare to face tough questions
- Tip #25: Follow up - Send a Thank You note
- Real Estate Listing Presentation - Conclusion
Presentations are a big deal in the entire business realm. It is even more important for a real estate agent to get more listings and, consequently, sales.
The goal of a real estate agent’s presentation should be to educate clients on what they need to do to buy or sell their property as quickly and for as much money as possible.
This blog post will discuss 25 real estate presentation ideas and tips that can help you create an effective presentation, from layout ideas to social media tactics and everything in between.
Tip #1: Build a strong online presence and keep it active
A real estate listing presentation will be more accessible and more convincing with a strong online presence. Build and keep your LinkedIn, Facebook, Twitter, and other social media accounts in order. These sites serve as an excellent way for potential buyers to find out about you.
Building an online presence will also make it easier to find prospective clients through sites like Zillow. It also helps a lot when you constantly follow conversations about real estate in your area.
Social media channels let you engage with people talking about topics related to the industry, helping you establish yourself as an expert online.
One of the most successful real estate agents once wrote on their Facebook page, saying, “It is important for agents to have a strong presence online because buyers will often search for properties by going directly onto websites such as Trulia or Zillow instead of asking their agent first.
Therefore, if they don’t see listings from local agents, then there’s no chance for them to buy them.” Truer words were never spoken.
The more time you spend building up relationships and making connections on these platforms, the better off you’ll be when it comes down to getting your listing and making a sale.
Keeping active means posting useful information constantly and engaging your audience. When writing social media content:
- Use the three primary colors (red, blue, and yellow) for headings.
- Bullet points may be appropriate when describing features such as “This property has five bedrooms” but not necessary otherwise.
- Provide information about where people would find specific keywords – with bullet points for features such as “This property has five bedrooms”
Tip#2: Prepare well before a presentation
A strong online presence is not enough. When the time comes for the presentation, you want to build trust with your audience personally. And that means practicing well before the real thing.
Go through your real estate listing presentation template with your friends or just real people. Practicing the presentation will help you identify any issues or problems that may need some retouch. It will also give you a chance to see what people don’t understand so that you can provide more clarification in your presentation.
If possible, practice the real estate listing presentation with family members and friends before an important meeting, like attending open houses. The more comfortable they are with it, the better for both of your success.
You should always do this even if there’s nothing wrong with the content. It is all about building your confidence. You never know how much time practicing could save you during a live event.
Here are a few suggestions you should consider:
Bring notes (written on paper) along as you practice so that you don’t have to memorize everything. And take note of what may need some fixing.
How to practice
Practice in front of a mirror. This way, if there are any issues with your body language or facial expressions, it will be easier to highlight and correct.
Put on the background music (if applicable) before practicing. This may sound unnecessary, but having the right mood set can make a big difference when presenting.
Be open to suggestions
If possible, get feedback from people who were not at your presentation about what they thought would help improve it. It’s always helpful to gain input from others. It enables you to know what is most important and how long your presentation should last.
Tip #3: Offer tours for the listings
Touring the listing is one marketing strategy that will get you on the best terms with your lead as a real estate agent. It allows you to show them what their future home will look like, improving your chances of getting a sale.
Before the tour starts, make sure you know your way around and how long your audience has to view the property. You’ll also want to pull up any listings in the area so that if they see something on the website or bulletin board they’re interested in, you can tell them more about it right away.
Tip #4. Your dressing code should sell your pitch
Dress for the occasion. Listing presentations are often an opportunity for leads that want to buy or sell their home to judge your capability. The way you dress tells them whether you are capable and professional.
Dress in a way that makes you feel comfortable, confident, and relaxed. They are part of your body language, which is one of the most important things to consider when pitching someone on buying or selling their home.
Don’t forget about accessories too – it’s not just what we wear but also how we wear it.
Here are some tips:
- Wear clothes that have colors corresponding with your company’s logo colors whenever possible.
- Think like an actor preparing for the stage: “dress rehearsal” before a live performance.
- Keep makeup simple to focus attention on what you’re saying; don’t let appearance detract them from the content.
- Presentation attire shouldn’t be overdone (too much jewelry, too much hair, etc.). Makeup, for example, can create a huge distraction. Fashion is about dressing to impress, but your presentation attire should make you feel more comfortable and confident.
- Presentations are all about what you say, so make sure your outfit won’t take that away.
- Be professional by wearing a dress or suit with simple colors and minimal accessories. Ladies: avoid tight clothing like tights.
Tip #5: Share your success stories, but be quick
You want to share your story quickly and with precision. Take less than 2 minutes to do so.
- First, introduce yourself and the topic.
- Express how you can help them solve their problem – this is also known as your value proposition.
- Include a list of benefits to both parties, so they know what’s in it for them.
- Make sure any marketing materials are up to date with current prices.
Use a memorable opening statement or quote that will grab attention right away. People have short attention spans these days. They need something interesting enough to keep listening.
Include testimonials from satisfied customers at the beginning or end of your presentation.
The aim is to grab their attention and make sure they stay tight. Ladies should avoid destructive products, like styling hair or accessories, too much jewelry, and the like. This brings us back to the point of dressing.
Tip #6: Check posture and body language
Remember when we talked about practice? Well, one of the main aims of this step is to catch your confidence.
Your posture and body language are essential but often overlooked aspects of a listing presentation. When actively presenting your marketing strategy and talking to the client, ensure you have an open posture.
This means slightly leaning forward with your hands in front of you. It may help encourage them to lean into the conversation as well.
Standing too rigidly or sitting down can be perceived by buyers as being closed off from ideas outside their comfort zone; they’ll feel less inclined to share information about themselves.
If appropriate for the location where either you or a prospective buyer is seated, place one foot on top of the other leg while making eye contact when speaking. This is useful, especially with someone who might not be paying full attention due to distractions such as children crying or phones ringing. It will show confidence and give the impression that you are in charge.
If it’s a phone call, make sure to have good posture and keep your head up with your chin parallel to the floor. They may not see you, but this shows confidence on the end of the line as well.
Tip #7: Use social proof
One way to make your presentation more compelling is by using social proof. This data shows the benefits of the product.
A study from Stanford University showed that listing presentations with statistical evidence about how property will appreciate outperformed those without. Another online survey found listings with “better” comps sold for an average of $4500-6000 more than less effective ones.
Therefore, market data can be helpful as supporting evidence to back up any claims you might have about improving your client’s ROI on their home sale or purchase decision.
Merely showing them graphs that say things like “the local market has increased” is not enough. Instead, carefully select the information that supports what you’re saying so they believe you. What’s more, it makes your presentation worth listening to.
The most important thing you want prospective buyers to take away from a real estate listing presentation is that they should be excited about the property. And if it’s not exciting, why would they buy it?
An excellent way to do this might be by using social proof as evidence of a property’s value proposition or persuading them with a price strategy.
One way to encourage people on the fence about something is by presenting an open-ended question at the end of your slideshow, which allows one to think out loud for a few seconds: “What does all this mean?”
Sometimes just asking someone how much money we spent on our car can help them decide whether they will buy one. You can do the same with a property by asking, “What does this mean?” And then showing your facts about the market or any relevant aspect.
Tip #8: Leverage your brand's strength
If your real estate agent has a strong brand, this is an opportunity to use it. You can do so by mentioning it early on in the presentation and throughout. You might want to have it displayed as part of the slides or logo on them.
If you are not using your branding assets for presentations, there’s no need to mention anything about them. And if they are too flashy, people may be distracted from what you’re saying.
A good example of leveraging a brand well would be listing agents who sell homes with low maintenance requirements, such as those requiring little landscaping work before the sale (and thus lower expenses). This way, potential buyers know upfront how much time and money their purchase will save them.
Tip #9: Use slides to keep a good flow
Most agents use slides to keep a good flow. They can be suitable for an introduction, listing presentation tips, and more.
There are many templates available from various sources that will give you an idea of what should go in your slide deck. For example, using colors and graphics to make it catchy or putting together short videos with captions describing why people might consider buying property in this area.
Videos may need editing skills, but most online video editors have free options that allow even a novice to quickly produce quality work.
You want your listing appointment to stand out and give you real value. And organizing your work into a slide deck may be the best way to do it.
The key is finding the right mix of slides for your presentation. For example, some agents use slides highlighting their knowledge and experience with other properties they’ve sold in the local market. This can give clients an idea of what you will have to offer them on this sale too.
You want potential buyers or sellers who attend your appointment to walk out satisfied, knowledgeable about pricing strategy, marketing strategies, and how social media can help sell their homes faster. You need more than just bullet points if you want these ideas to stick.
Tip #10: Share what happens when the listing goes live
What will listing with you look like? After going through your pre-listing strategy, explain how the listing will be announced and what to expect during the first weeks of running live.
This could be the best time to highlight your pro services. Tell them how often you will be in contact and how you will work together to sell their home quickly.
This is also when they start getting feedback on what’s going on in the market and how that impacts pricing decisions.
The first few weeks are crucial for establishing a rapport, so losing momentum is important.
Tip #11: Give it a personal touch
It’s good to be personal and let buyers know who you are. The best part about the internet is that not only can they see what you’re selling – but also who you are. Be sure to use personal pictures or videos in all of your listings; this will go a long way when making connections with clients.
Talk about how you like the neighborhood and how many sold listings are there. This builds confidence in the clients that this is a good area to buy.
Tip #12: Ask questions, build trust, and identify motivation
Often, real estate professionals are told to ask questions, build trust and identify motivation during the pre-listing presentation. Now is your chance to get into the habit of doing this with every client. So, set a goal for yourself.
The aim here is to get the seller or the buyer on the same page and help them identify the goals for their home. What are they looking to get out of this process?
It’s also crucial to ask questions about their expectations to better tailor your marketing strategy. Asking questions is not only engaging, but it also allows you to get to know your clients better. This can also help you determine how to communicate with them.
Use the chance to build a rapport with them. The person on the other side of your listing presentation needs to feel like they know you. With social media being such an integral part of our lives today, it’s easy to find out more about someone in just seconds.
Give Facebook or LinkedIn a try if you haven’t already. It’s a good way to tell them how you are willing to share what goes into each aspect of your workday. It will also show that there is no mystery between agents in your company. Then, potential buyers don’t have any questions left unanswered before making their decision.
Tip #13: Make a virtual tour of the home
If they haven’t seen the home in person yet, it’s important to offer a tour. This will allow them to see what you’re selling and may get excited about coming back for another visit. It will determine how much they like the property and think it is worth their time to come back.
Even if the client cannot make it to the face-to-face meeting due to the strict Covid-19 regulations, you can still give them a virtual tour. Technology has made the world a much smaller place, and we want to make it as easy for clients to see our listings as possible.
Tip #14: Focus your presentation on the lead's needs
Most real estate agents focus more on their business and forget about the client’s needs, which is a big mistake. Well, you need to change this and focus your presentation on what the lead needs. Try finding out as much information as possible about them and their interests before presenting a property for sale or rent.
Remember, it’s not what you want, but what they want. So make sure you find out what they are looking for before you show the property.
Also, this lets you give a more personalized presentation since it’s easy for them to provide you with all the information you need about their preferences. This can also mean you are selling to potential buyers and not just scouts.
Tip #15: Do your due diligence - Research properly on real estate listing presentation
Some agents don’t research anything, and this can hurt the client. You need to research properly before you show a property.
If, for example, they’re interested in something that doesn’t fit what you are offering, or their budget, then it will be short-lived. Consider what’s best for both parties.
Doing your homework is very vital to provide accurate information and offer great service. Remember: “research makes right.”
This is a good way to know your client and their needs too. You want to find out as much about them and their interests before presenting a property for sale or rent. So, make sure you take some time to research upfront. The more time spent preparing for meetings with leads, the better chances you have of closing many deals.
Read about the current market conditions, what many buyers are looking for, and what sellers are willing to take. This will help you tailor your presentation and make the best recommendation possible for your lead.
Also, do not forget about new listings. You never know when a great property listing may come up on the market. Remember that this is an essential step in any real estate meeting because it sets up expectations from the beginning and builds trust with your client.
Before they see anything else, show them something they’ll want to view again. It’s always better if you can wow them early, which is why you may want to give yourself some extra time before their appointment starts.
If there isn’t enough time, then at least have one or two properties ready to go, but don’t spend too much time preparing just yet.
Tip #16: Make use of automated tools
One way to stay top of mind is with automated tools such as emails or text messages. These provide a constant reminder that you’re the agent they want on their side for this move.
Even if your client cannot be at the appointment due to factors Covid-19 regulations or any other reason, you can still show them our listings via technology.
Again, a little preparation beforehand will ensure the meeting goes smoothly. It’s more personal than just sending out an email blast. In the end, this heightened level of service guarantees results.
To make sure everyone feels valued and important, use automation techniques, so potential clients know who you are. It puts them in control while making them feel appreciated because they don’t have to do anything other than clicking a link.
For instance, use a CMA tool when you want to show them a property. It will make the process even smoother and more personalized, so they feel like you’re on their side.
Automated tools let you build a listing presentation in minutes. Be careful though, they often are not optimized for your specific market and can be very expensive.
Tip #17: Draw statistics from the local market
Use a whiteboard or an overhead projector to show the market data and how you are positioned explicitly in that space.
A good real estate agent should quickly share statistics on the local market, their listing presentation and marketing strategy, and social proof (i.e., testimonials) of why buyers will want to work with them. This also includes what they offer, which sets them apart from other agents in the area,
You can then move onto pricing strategies for sellers based on comparable properties sold nearby over recent months.
Local market research aims to offer clients solutions and demonstrate a knowledge of the market. It helps you find something suitable for their needs.
Tip #18: Review the info your leads gives before the presentation
One of the most crucial tasks before you start your presentation is going through the information given by the potential buyer. This ensures that you are meeting all their needs and answering all questions on time.
Be sure not to give away anything more than what they have told you, but if there’s a chance it could be good for them, then say so. It helps build trust when buyers know you care about what they want in a property without overselling or making promises which can’t be delivered.
This information will give you everything you want to know about the client and their home idea.
Tip #19: Share your honest opinion about the listing
This is the time to give your clients your personal opinion about the house. Do you think it’s worth the value, or should it be changed? What are some of the things you like about the property?
If it’s a seller, you can recommend listing their home for Y amount and give reasons why you think that will work. You want to be on the seller’s side, but that does not mean you agree with everything they say. You can download a CMA tool and use it to value the house.
Tip #20: Clearly share your pricing methods
Explain the pricing strategy you are using for this property. You can say that your value proposition is X amount, and if it sells for higher than Z% of homes in their area with similar features, they will make more money because there’s a good chance another buyer will come around again soon.
Make sure the sales price is well-defined and that your social proof is convincing. You need to give them a reason for investing in this particular property because it has some good attributes going for it.
Consider past real estate listing presentation references
You can use past experience and show photos of similar projects you have worked on. This is one of the best times to give your clients an inside look into your work.
The property listing presentation is a crucial aspect of the overall marketing strategy for an agent. It’s part of their job to get people interested in making an offer on that home. Showing they are invested in it keeps them motivated through outreach efforts like open houses and social media campaigns.
Tip #21: Clearly describe your sales process
After explaining the pricing strategy, you need to share your sales process in general. Your real estate listing presentation will make more sense if you show them your sales process.
You should tell them how you schedule a listing appointment, that they will be introduced to their agent during the first meeting and get some paperwork done, then go through an open house.
The next step is showing your marketing strategy for this property so you can sell it quickly. You want to make sure they understand what’s coming up next in the process by providing these details before anything else happens.
Real estate agents have to give listing presentations that offer value to the clients. Remember, it’s not about you but about how your marketing approach will benefit them.
Tip #22: Brag a little with extra services
One of the biggest challenges you can face during a real estate listing presentation is convincing clients to invest in the property. You want them to come around quickly because you’re dealing with a time-sensitive market. And it’s your job to get people interested by giving them more details about what they can expect from this investment.
You can do this by talking about all of the extra services offered as part of the listing appointment process or other open houses you have hosted in the past. If there is an upcoming open house for this property, tell them about it before moving on, so they know what else is waiting for them if they decide to work with you.
You can take this time to make sure their expectations match reality. It’ll make much more sense to show someone your real estate presentation ideas if everything matches up logically.
You want to convince them that this is a good investment opportunity. Hence, you should talk about how similar properties in their area are selling for more than what they can expect from your price point.
Apart from that, tell them why it’s worth investing right now because property prices are rising quickly, and waiting too long could impact their ability to make money off of this deal.
Tip #23: Show confidence in your presentation
If you want to explain why your pricing strategy will work to the seller, you must have convincing facts. That is one way real estate agents stay confident in their presentations.
Confidence is an important part of doing so. This is because you want to trust and believe in what you’re telling your audience so that they will believe it too. It’s crucial for the seller, too, who needs someone with experience and knowledge about how things work so they can make a good decision about their property listing presentation.
As stated above, always have factual information available when it comes time for giving presentations or marketing campaigns. All those numbers will add up in the end if sellers invest more into this property than necessary – which is one way agents stay confident in their approach during these sessions – they are sure.
Tip #24: Prepare to face tough questions
Create your pitch in a manner that addresses the questions that people are most likely to have so you can be ready for them. Try keeping your presentation or marketing strategy to be as small and concise as possible. This makes it easier to remember what you need when meeting with a seller about their property listing presentation.
The best way to make sure your clients understand everything on offer is by coming out well prepared. This will show an understanding of how things work in the real estate industry.
It also keeps you calm during these sessions, which means more confidence in you from potential clients who may not know much about what all goes into buying a home.
Tip #25: Follow up - Send a Thank You note
Every real estate agent needs to follow up with their clients to show appreciation and make sure they’re still on board. You’ll get more referrals from grateful clients who realize how much time and effort goes into doing this job well, especially during these sessions where people look at your hourly rate as part of the overall transaction value.
Send an email or handwritten letter expressing gratitude. It will make them happy when they think back about meeting you while searching for property listing presentations online or elsewhere.
It also shows professionalism which is another reason sellers should want to work with someone like you, rather than someone who doesn’t care.
Real Estate Listing Presentation - Conclusion
With these 25 real estate presentation ideas and tips, you should have a lot of inspiration to help you come up with your successful strategy. The key is targeting the right audience and presenting them with something that meets their needs.
If this sounds like it’s worth exploring further, or if you want more information on how we can partner together to create a great marketing plan that drives sales by considering how your customers think, let us know.