The Listing Presentation

Introduction and Overview of the Listing Sequence

Overview of the whole listing sequence

Knowledge and skills taught in this session:

• The steps involved in the listing process and the importance of their sequence.

• The difference between a pre-listing kit and a table presentation.

• What to include in a pre-listing kit.

• What to include in a table presentation and what not to include.

The listing sequence 

This video clip gives an overview of the listing sequence, emphasises the importance of the sequence and explains what happens at each step. 

This graphic shows all the steps that make up the listing sequence.

You can see that the table presentation is made up of several modules.

The main thing is the sequence itself. 

Companies invest tens of thousands of dollars in getting the biggest. glossiest and silkiest presentation, but they forget about the key ingredient-the scripts and dialogues to go with it.

You need to be quite clear what should be in the pre-listing kit and what should be in the table presentation. Keep the gloss to the pre-listing kit and use the table presentation for all the practical stuff about how you propose to sell the house.

The correct use of correct scripts and dialogues by everyone in the company is worth millions of dollars. Throughout any presentation, a key element is choice. Real Training International stands for choice. 

Selling is about asking people what they want and giving it to them!

You work With people not At them.

Your table presentation is a business document.

An important thing for the content is to find points of difference for your company because this is one of your main means of beating your opposition.

One of the reasons for the power of this presentation system is the fact that from the very first moment a potential vendor contacts you, you act as though you are taking the listing.

Things you should not have in your presentation:

• Profiles. Neither your company profile or your individual profile have any place in a presentation.
• Price. As soon as they see it, they judge you one way or another
• Gloss. It's wasted here.
• A letter If you prefix your presentation with a letter that says thanks for the opportunity and we look forward to the possibility of working with you, what you're in fact saying is that you're not there to take the listing tonight, that they will get a chance to think about it. This is not appropriate.

An Overview of the Modules of the Table Presentation  

Knowledge and skills taught in this session: 

• How to prepare a presentation.
• The importance of ensuring thevendor has a choice.
• The importance of listening and working with people, not at them
• The importance of tailoring your presentation to the vendor and including details specific to their situation, wants and needs, including times and dates.
• The modules of a presentation and the importance of their sequence.

The table presentation 

Let's take a quick look at the modules of the marketing presentation that you have printed, before we look through it page by page.

What you are looking to do is get a tick on all the modules as you go through them.

Let's have a look through the presentation now and see what's there.

Page 1: You'll see the potential vendor's name, and your own

Page 2: Never forget to say thankyou!

Page 3: you emphasise the vendors' choice.

The next four pages cover the market. These pages should also contain information on your buyers system.  

After the market comes the introduction to pricing.

On the next page, you list the comparable properties.

Following that, you give the specific marketing services your company offers.

On the next two pages is the planning calendar.

Next come your suggestions for improving saleability.

The marketing assistance form is on the next two pages.

After the marketing assistance form comes Why Us -that is, your differentiation.

On the next page, there's a checklist the vendor can fill out to satisfy themselves that you've offered everything you should have.

Then there is the Authority or Mandate 

You and the vendor need to establish the rules for working together.

The summary on the second-last page gives the vendor a snapshot of your organisation.

Finally, there's a page for any notes you need to make.

All about role playing and the importance of practice.

Knowledge and skills taught in this session.

• That role play is nothing to be scared of
• How role plays will be used in these training sessions, and how you approach them.
• How role plays teach you scripts and dialogues, build your confidence and expertise and show how well you are communicating with clients.

Why use role plays?

One of the main blocks to growing business is failure to keep on learning.

Wcohnesnulytaonutsdoisrotolewprliateysanyodule'rearlneaorunrinpgarytoinurthpearptlianya play. The story of that play is a person selling a house with a consultant to help them do it. Our job as

Role play lets you see what you are doing and improve it.

The way that you are in role play is the way you are out in the field.

How role play works.

During the forthcoming sessions, you'll be jumping from listening to videos of Peter Gilchrist to doing role plays and back again. This involves going from being yourself to being someone else in a few seconds. When you go into a role play, you have to go into the state of another person.

When we give you a role play, we give you a standard answer and then you build on it. By doing that, you get better and better. You build an incredible confidence about your performance in the field. One of the joys of the process is that you can't do any damage.

One thing I'd like to encourage you to do is to spar. Sparring is where you start with a question like" Why should I auction my home?" and then argue it out. Sparring should be incredibly fun.

All about role playing and the importance of practice. You will need to find a partner for the exercises in this clip)

Knowledge and skills taught in this session.

• Sparring exercises.
• Things to watch for when role playing.
• The importance of practice, and how to practise.

Things to watch for in role playing. 

Here are some things to watch for while you're role playing, especially if it involves doing a presentation

• Mirror your client.
• Don't point your pen.
• Don't be disjointed.
• Don't talk too much.
• Don't answer comments.
• Know when to shut up.

You won't get fit by strapping yourself on to the back of a jogger. The importance of practice.

Good people are good at what they do generally through practice. Few of us become amazing at sport or a vocation through some divine intervention. You've got to practise, which means ongoing training and going over and over something.

The more knowledge you have, the more confidence you have to perform.