26. Share a Repeatable Bit of Info
We bet you’ve never heard someone say, “A real estate agent was doing this presentation the other day and the chart was amazing!” but you probably have heard someone repeat tidbits of info such as, “Do you know what my real estate agent told me? Some people bury a statue of St. Joseph, the patron saint of the family and household needs, in the yard in the hopes that it will help the home sell! And two million statues are sold every year because of it!” Find a surprising fact or an unusual analogy that relates to real estate, or something involved in your presentation. Customers love to think, “Really? Wow…” and then repeat the info, hopefully mentioning your name!
I discuss the benefits of staging and professional photography. We use the stager to be the nurse (giving shots versus the doctor), and I am the one setting the price (aka, the doctor). LM
27. Never, Never Tell Customers About Your Personal Problems
“I didn’t get much time to prepare” or “My computer was down”or “I had the flu last week.” Excuses and problems won’t make your customers cut you any slack, but they will make people think, “Then why are you wasting my time?” Do what you need to do to be prepared. Customers want to hire someone extremely competent to sell their home. Even if they seem like they care about your issues, they don’t.
28. Deliver a Few Outstanding Moments
Adding a memorable moment – something in the presentation that elicits a strong emotional response – is a favorite tactic in the playbook of great listers. Moments about what happened with a celebrity client or some rarified experience grabs the listener’s attention and is remembered long after the presentation is over.
29. Listen and Repeat
Yes, listen and repeat. Hard to do, but the results will speak for themselves!
I try to repeat back each of the key points my client makes after they make them in my own words, and I always begin with a qualifying phrase such as, “If I’m hearing you correctly” or “Just to make sure I understand what you’re saying.” No reasonable seller will ever have a problem with you going out of your way to make sure you hear their wants and needs correctly. SN
Sellers’ questions not only give you insight into what they think is important, but will also help get their house sold. TS
30. Stay Positive
Too many agents bad mouth the competition or say other negatively worded things, which sets a bad tone for the meeting. Instead of bad mouthing your fellow agent, give your potential client a list of questions they should be asking – the answers to which you already gave in your presentation – and let the cream rise, so to speak.
