Make your listing presentation a listening presentation!

[Bryant Tutas]

In my market Poinciana, Fl I have been listing and selling homes for 12 years. When I first started out here there were 6,000 people and only one local Real Estate Company. I didn’t consider myself a company back then since I worked out of my house and was a one man show. Still am. Over the years I have been able to establish myself as the top listing agent in this community. By this I mean I have the highest number of sold listings (single family homes) in any given year. During the last 4 to 5 years Poinciana has exploded to over 65,000 people and still growing. There are now hundreds of Realtors from all over Central Florida listing and selling houses out here. As of this morning there are 1,434 houses on the market in the MLS. And still I am at the top. By the way if you check up on me in the MLS don’t look under actives look under pendings and solds. That’s where you will find me. I have found that one of the reasons for my success is a rock solid knowledge of the market in my area and a very strong listing presentation.

What makes for a strong listing presentation? Well what I have learned is the best presentation is when the Sellers are doing all the talking. Ask the right questions, sit back and listen. Sellers don’t care about Power Point Presentations, 25 Marketing Strategies for a Successful Sale, Broker Open’s, how many designations you have, how large your company is or a myriad of other things we say to potential Sellers to show how good we are. Remember it’s all about them not about us. The Sellers I meet with on a whole want to talk. They want to show you their house and tell you their reasons for selling. They want to blow off steam from the bad experiences they have had with past Realtors. They want someone that will listen to them and respond accordingly. No scripts, no ABC sales techniques and no print out of all your awards.

What they want is an honest and forthright opinion of what their house is worth and what it will take to sell it. And most importantly they must know that you genuinely care about them and their needs. And believe me this can not be faked. It must be a sincere caring. Bottom line people want to work with people they like and trust. So next time make your listing presentation a listening presentation.