3 STEPS OF EVERY SUCCESSFUL PRESENTATION

Jan 10, 2014

The presentation is the most important part of the whole sales process because when you know how to present yourself and your product you won’t be afraid to prospect and your clients will want to close on you instead of you closing on your clients.

3 STEPS TO EVERY SUCCESSFUL PRESENTATION

  1. When you get to the property:
    1. STEP# 1: Quick tour. Ask for a quick tour of the house. Ask the client for all the pros and cons worth mentioning to a potential buyer. “Mr. Seller before I get started with my presentation I would like you to give me a brief tour, overview of the property, and tell me any problems and/or improvements you’ve done to the house that may be worth mentioning to a potential client to improve our chances during the negotiation process.”
    2. STEP# 2: Review Pre-qualifying questions. “Now, Mr. Seller, I want to review the questions I asked you over the phone to make sure we’re still on the same page and your needs remain the same.”
    3. STEP# 3: Presentation Time.
      1. Show 3 active comparable properties for sale or (better) recently sold.
      2. Ask the client to name a price after both of you have evaluated the 3 comparable units (don’t name the price; let the client do it)
      3. Handle any objections (if there are any)
      4. Close

REMEMBER,

  1. It is all about the client: “The client doesn’t care how much you know until he knows how much you care”. I have worked with and trained agents from small and large real estate firms and I’ve seen this mistake time after time: The agent starts the presentation by talking about his experience, past successes and the benefits of working with XYZ realty. Most clients don’t care about what you’ve done. They care about what you can do for them. Listen to their needs, provide a solution, and get to work on solving his problem fast. Don’t waste time talking about you or your company unless the client asks.
  2. Involve the client in the presentation: Instead of stating, ask. For example, when showing the comparable properties, don’t tell the client how many bathrooms it has; show him and ask him to tell you.
  3. Maintain a high level of energy: (Pour your heart into it) Passion, energy and vitality are contagious. Remember: for every sale you lose for being too energetic you lose 10 for not being energetic. Clients want aggressive, proactive, positive and ambitious agents who want to get the job done fast.
  4. Time is of the essence: Make sure you complete steps 1-3 in less than 20 minutes. Don’t spend more than 30 minutes handling objections. Close quickly. Get the job done and leave because it’s is time to get to work. Nobody gets paid until the house is sold.

Watch the following video for a more in depth explanation of the 3 steps of every successful presentation.

KEEP IT SIMPLE!

For more information on how to deliver an stellar presentation visit www.montielorganization.com or e-mail me ([email protected]) to find out more about our programs showcasing how to become more valuable, identify your niche, expand in your market area, and become the expert of choice for the clients you’re targeting. Watch previous episodes, download tips, PDF, and learn more about our coaching programs that help you take your business and purpose in life to the next level.

 

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