The 5 P’s To More Real Estate Listings In 2021

Wade Webb on May 12, 2021

more real estate listings 2021We can all agree there are dramatically low inventory levels all over North America and it is harder than ever to get a listing in this buyer charged pandemic market we are all in. An agent that has a listing focused business has the upper hand every time on the other agents versus the buyer agent who is struggling like they never have before.  So what are the benefits of a listing focused business you ask?

  • 8 hours or less to generate the same commissions working with a buyer 32 hours minimum.
  • Sells quickly.
  • The sellers buy from you once they have sold. Two ends.
  • Less marketing expenses to put out now.
  • Spin buyer and seller leads from the listing marketing.
  • We all own a business… when we have a sign up, we now are in business! Out of sight out of mind.

So those are great benefits Wade but seriously it is a battle out there with all the challenges agents face! What are those challenges?

  • Harder than ever to get the listing.
  • Sellers afraid they will list and then be left without a home.
  • Sellers afraid because they don’t have anywhere to go and nothing to buy.
  • Agents need mad sales, presentation, persuasion and appointment skills right now.
  • Agents need to be creative and have incredible thinking outside the box skills.
  • Be persistent and follow up like we never have before.

The solution? THE 5 P’s – PROSPECT, PACKAGING, PROCESS, PRESENTATION, POSITIONING. Lets look at each one….

  1. Prospecting – Here are the top ones I see working from so many coaching clients.
    A) Provide unsolicited CMA packages without the price to all your past clients.
    B) Hand delivered bona fide buyer letters or Just Sold and buyers still needing homes letters tucked in the front door.
    C) Geographic Farm
    D) Database touches like notes, calls, drop bys. Give to get!
    E) Agent to agent network referrals
    F) B2B co marketing strategies with business owners, trades and service providers in your community.
  2. Packaging – Having the most savage pre listing and pre buyer package delivered to a client prior to even meeting them. Here are a few samples of successful coaching clients of mine.
  3. Process – Having the most compelling process that absolutely beats the competition for a listing by your process and how you serve a potential seller prior, during and after the listing process. See attached.
    Agentsboost – Listing Seller Appointment Process
  4. Presentation – Having the best presentation skills and being able to knock it out of the park when it is your moment “showtime” to show them why you, why your firm and why now? You only get one chance to shine and are you ready and does your presentation compete against any other agents presentation skills?
  5. Positioning – Can you offer solutions and creative ideas for sellers in today’s market and get them to list their home with you? Eliminate their fears and get them to trust you with the process and position yourself for the signed agreement? Persuade them that this is the best market in history to sell a home and make a move.

There you have it! The 5 P’s To Listings. Prospect, Packaging, Process, Presentation and Positioning. Get the listings and work smarter and not harder and have the competitive edge on all the other agents in your marketplace, you will be so glad you did. Feel free to email, comment with your ideas and success stories you are having getting listings in today’s listing depleted market, I would love to hear from you.

Strength and courage,
Wade

Real Estate Presentations – Building Your Persuasive Case

kelowna on June 19, 2013

Learn the Top Mistake in Realtor Presentations and How to Make them Effective

realtor presentations

Build Persuasive Realtor Presentations

Everyone is selling something…

Whether it’s a product, service, philosophy, idea or most importantly when you are selling yourself.

In today’s market is it good enough to “tell” or is it time to “show and sell”?

Finish this statement “talk is… Cheap”!

A mentor and friend of mine Terry Sjodin says the top mistake in sales presentations is sale professionals who are Telling versus Showing and Selling to their clients and being Informative versus being Persuasive and producing higher results in sales.

I am not saying to guilt the client with information but rather persuade them by presenting rock solid persuasive arguments and visuals that reinforce your arguments.

We can’t rely on giving them tons of verbal information and hope they solve it themselves. If it’s to be then it is up to me.

Every sales presentation falls under one of these 3 categories:

  • Informative – (teachers) unbiased, presents all sides, cooperative, promotes learning
  • Ceremonial – toast, acceptance speech, communicating value
  • Persuasive – intent, act on it, guide to a decision, mutual process, provide choice

You have to ask yourself “What’s your 3 minute elevator speech?”

What do you say to intrigue the client to meet again? What are your truly compelling arguments? What is the most compelling element of what you want to say to the client today?

Sjodin recommends you take the time to create your T.V. famous Dave Letterman Top 10.

Craft your top 10 Key points for the client and what those 10 key points mean to them. After you draft your Top 10 client benefits then I always suggest you do what I call the “SO WHAT TEST”?

Read each of your top benefits and then put yourself in your clients shoes… will they be able to reply “So WHAT” to your benefit or will they not have an answer to the question?

So many sales people spend their presentations presenting feature after feature instead of benefit after benefit to the client.

Lay out your top 10 persuasive arguments at the beginning of all your presentations including Buyer, Listing and Pricing presentations.

Then lay out your supporting details to prove your arguments in the body of the presentation.

 

  • The First 60 seconds – “safe island” the client (where you are going, why you are going there)
  • Then present to them… Why you?
  • Why your company?
  • Why now?
  • Use a Grabber – call to action.
  • Here are the 6 Most Persuasive Arguments
  • How do you save them time?
  • How do you save them money?
  • How do you help them avoid mental stress?
  • How are you going to give safe, secure, service (no surprises)
  • How do you make this fun?
  • How do you make this easy?
  • Are you a concluder or a closer?
  • Why be afraid of the “no”?
  • Then finish it all off with the Closer Dialog – the True Objection Purger
  • “I know you’re busy and I am really busy too, so let’s set up our next time to talk about this right now!” or “In order for us to move forward here is what I need you to do”

 

I trust that these persuasive presentation techniques and dialogs add to your sales persuasion and closing skills and move away from Telling and move toward Showing and Selling.

Feel free to share any questions or comments in the box below.

Strength and courage,

Wade

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