2014 Presentations – Make it “Sizzle”

The weather up north has been terrible and it’s expected to be bad in February and March as well. Yet, here we are in Florida, in our warm little bubble. Most of us have enjoyed the Florida lifestyle for so long, we take it for granted. This can be a real problem. Both snowbirds and buyers flock to Florida this time of year to enjoy a quality of life that doesn’t exist up north during the winter.

All great salesmen recognize that showing enthusiasm about their product or service can make a huge difference in the success of their business. People are coming to Florida excited about their visit because in most cases, agents don’t share the same feeling of excitement as their buyers and snowbirds. It’s time to change that. Before meeting with each buyer prospect, take a moment to remember why you chose the area and how lucky you are to live in paradise. You didn’t choose another town. You chose your town, and for a lot of good reasons. Share those feelings enthusiastically with your buyers. Let them know how much you wish they were here. Finally, don’t confuse being a “tour guide” with conducting community tours. In the former, dragging people around that may or may not buy is considered a waste of time. But, when you have a quality buyer, taking the time to get them excited about the area can be well worth it. Keep in mind that many perspective buyers have a short list of areas they are considering. Craft a value proposition that proves how much better your area is than the others your buyer may be considering. You can do this by identifying the “sizzle” that sells your area. In other words, explain why choosing your community is the best choice. Selling your area is not a responsibility you can turn over to an assistant, because it’s your sales skills that can make your area “sizzle”.