2014 Perfecting Your Presentation Part 1 – The Warm-Up
There are 6 parts to every successful listing presentation. Let’s review each part beginning with the warm-up, which is almost always the most important.
The purpose of the warm-up is to:
1. Gather Information – This involves getting to know everything about your prospect, including as much as possible about their:
a. Family (and other personal relationships)
b. Occupation (or job before retirement, including who they worked for, what they did, where they worked, when they worked, why they chose that profession, and what their next step is)
c. Recreation (what they like to do when they’re not working, who they do it with, when they do it, why they like it so much, and where they do it)
d. Health (any health issues they or their family may have and the importance of physical fitness)
e. Education (where they went to school, what advanced education they have, and any special training or certifications)
f. Plans for the Future (are they retiring, what area they will retire to, and what they will do when they retire)
Asking the above questions will both show that you care and provide you with all of the information necessary to formulate a winning strategy for your clients.
2. Build Rapport – This part of the presentation is also the most important because it gives you an opportunity to sell yourself by finding common interests with your clients. People do business with agents they like and trust.
If you master the warm-up, you will be successful even if you struggle with the other 5 parts of the presentation.