Posts Tagged ‘Listing Presentation Training’

Glenn Twiddle

How Much Money Did YOU Leave on The Table This Past Weekend ?

Article by Glenn Twiddle
Founder – QREAS Real Estate Agents Summit
Author of ‘Advanced Hypnotic Selling’

Hi there team,

A few weeks ago I ‘mystery shopped’ eleven agents’ Open Homes. (Well some of them may have recognised me so I didn’t do it myself, so I had a lovely woman go into the properties for me, while I waited in the car and took notes.)

The point of this exercise was not to disparage one agent from another, or even one office from another. I removed the names of the individuals, for legal reasons, and the fact is the ‘who’ here for our training purposes isn’t necessary. What is instructional is these were very real and randomly chosen open for inspections, and I wanted to comment on how we can improve our ‘front line’ service to the people who are effectively paying our wages, the clients.

Now, before you download this and analyse, I want to decribe what I did, precisely, so you can judge for yourself how you might have fared with these criteria.

The ‘follow up call’ criteria (which by the way, by Monday 5pm, out of everyone studied only ONE even called) was this…

Full points – if they called by the end of the day my ‘guest’ visited the open
Half point – If they call by end of trace Monday (I understand we’re still not there yet at the time of this posting)
X – if they don’t follow up by Monday 5pm at all.

The other criteria requiring explanation is the ‘quality of take home material’ heading.

Full points if their material is – a full colour, glossy and presentable flyer or booklet AND/OR is bound so has a spine and can’t be easily discarded with all the other rubbish.
Half points if it’s a full colour, but obviously printed in the office on standard paper, and isn’t bad, but is still not quite of the quality we might want representing our biggest asset
X – if it’s black and white, photocopied in the office, throw away as soon as you leave, rubbish.

That’s about it, the rest of the headings are self explanatory I hope.

This study is completely factual. The study was undertaken on April 17 in Brisbane. I have removed the names of the individual agents so as to avoid personal embarrassment, but seriously, the results here are not as gfood as they could be with a few minor tweaks and improvements.

Now, of course, my criteria might be different to other people and of course future sellers who visit your open house have their own criteria, but some of my recommendations for improvement might be food for thought for you who are reading this and want to improve.

I am putting a challenge out to all real estate agents, and I will be persoanlly inviting these agents, who by the way, aren’t bad, this is the standard out there. Some of these agents, in fact, in many ways, are as good or better than some of their competitors. (Well, not the ones who just didn’t show up….Yes 2 out of 11 were complete no shows to an advertised Open House !!)

But I will be inviting these people to come to an event I am taking part in called QREAS, the Real Estate Agents Summit. click the link for more info. Because I PROMISE them, I can double their commissions if they spend just one hour with me. DOUBLE !!! AT LEAST !!!!

Ok, here’s the results. Comments welcomed from agents.

Mystery Shopper Results  –  click or download this file.

Note after the fact – I note on my secret shop that we had a no show (well I note we had two). I just spoke with one of the agents who wasn’t there at the advertised time, and he had on his records 2pm and the Courier Mail printed in the paper 1pm.

From the sounds of it, following the discussion, the agent seems very competent and it’s a shame a mistaken Courier Mail mix up was on the day I did my investigation. (Better it was me though than a serious buyer or seller though)

Lesson here is – be brutally, brutally picky when it comes to proofing your ads amd setting up ‘game day’ because if I was a future seller, that mix up could have potentially cost the agent in question a commission, potentially $10,000 +

Follow me on Twitter

Kirsty Dunphey

Perfect Your Listing Presentation

You’ve done it! You’re in the meeting with the client – you’ve done the hard part, getting the actual appointment, so why are your palms sweating, why have you spent the last 10 minutes in the car out the front of the house double checking paperwork and rehearsing your opening lines and ruing the fact that the powers that be have chosen today for you to be having a bad hair day? Chill out! You really have done the hard job already – now just use the following tips to put your listing plan together – this should be the fun part!

These tips work equally well for real estate sales or property management and – I think in most sales based industries where you have a pitch meeting with a client.

If you’re talking more than 50% of the time – you’re talking too much! Clients don’t want to be simply “spoken at”, treat this meeting like a conversation rather than a presentation.

Ask open questions. Sounds simple right – but do you know what your first questions are going to be? What about these as ideas: What would you say are the three main reasons you decided to call me (or my company) out today to chat with you? What are say the three most important things you’re looking for in an agent / property manager? Not should this give you the basis for your presentation structure but by asking for three – you’ll typically get 2 or 3, if you ask it without specifying a number you’ll usually only get one answer.

There will always be a small percentage of people who you present to who are crazy analytical types. These people, and I’ll admit I can be one of them, will have their entire focus shifted with a simple typo on your presentation. No longer will they be thinking about what you’re saying – they just won’t be able to get it out of their heads that you wrote “a lot” as one word!!! Always have one of these lovely analytical types (we all know a few!) proof read any of your handouts before you test them on clients.

I recently shared a stage with a great speaker by the name of John Shackleton – he said his philosophy on sales was simple and two pronged. Make friends and ask for the business! I couldn’t agree more. So many people do a presentation but never ask for the sale. If you’re in sales (and property managers you are too when going for a listing) you have to be able to close. Most of us however are brought up in an environment which actively allows us to be afraid of rejection or failure – which contributes to the fact that most people don’t like to close (or ask for the business)! Think about it – in school, failing a test was never rewarded and yet even Bill Gates first business venture failed. How did you feel the first time you asked someone out and got rejected – yet James Dyson inventor of the Dyson vacuum was rejected by every major manufacturer in the UK and yet has now sold over $10Billion worth! Get over this fear of failure and rejection and practice closing every day.

End memorably. I don’t care how you do it – but be memorable. Maybe it’s that you drop a pre-written thank you card in the letterbox as you leave, maybe you’ve taken a photo of the kids at the house and you drop it back on a height recording chart, maybe you drop back a dog biscuit with your written presentation (provided they have a dog!) Find some way to stand out in this client’s mind, some way to show you care. It doesn’t have to cost a million bucks – it doesn’t actually have to cost anything, it should simply show you cared enough to be different.

Kirsty Dunphey is an author, speaker and entrepreneur who started her first business at 15, opened her own real estate agency at 21 and retired a self made multi-millionaire at 27. To sign up to Kirsty Dunphey’s weekly email, go to www.kirstydunphey.com

Follow me on Twitter

Kevin Turner

Don’t get caught up in the ‘must be last in’ debate

When I started in real estate (too many years ago to want to tell you), I was trained that when I am presenting for a listing that its best to be the last agent in.  It made a lot of sense to me then but it makes no sense now.

Back in ’88 (there I have given it away), we didn’t have databases, social media or other forms of marketing ideas that would allow us to become a person’s agent before they needed one.

Your goal nowadays should be focussed around being the ‘only agent’ called in, not the one who wants to go last.

People are now very time poor and do a lot of their research about agents over the internet, because it’s more convenient for them.

Most simply don’t have the time to interview lots of agents, so you need to make sure that they like what they find out about you over the internet.

Another point – imagine being the poor seller who has to sit through 2 to 3 presentations, several hours each, to make a decision about the best agent.  My guess is that after 2 it would be hard to stay awake let alone make a decision.

Interested in others thoughts on this…

Follow me on Twitter