2014 Perfecting Your Presentation Part 4 – Next Generation Real Estate Services
In the first three parts of the presentation you’ve sold yourself, sold the company’s support and global network, and documented the highest quality presentation of their home to the world. In the fourth part of the listing presentation, it’s important for you to distance yourself from the competition by documenting your deep understanding of market conditions. You must be able to share samples of detailed analytical information about how each of the following affects the value of the property and their decision to sell.
- Supply – Number of homes currently for sale, including year-over-year trends
- Demand – Number of homes that sold compared to a year earlier
- Consumption – The month’s supply of homes available for sale compared to a normal market
- Value – The price that can be attributed to their property, including how future appreciation may impact their decision to sell now
The above financial considerations, however, are only half of the equation. Your ability to also have a deep understanding of the emotional impact of a sale is also critical. In other words, you have the unique ability to both analyze and interpret market conditions and apply them to their personal situation.
This is what makes you a trusted real estate advisor. It’s also what defines you as being different from all other agents.