Listing presentations with new leads can be daunting, if you're not prepared that is. This initial meet and greet is the most important factor in whether new leads will choose you as an agent. Sure, not every lead is going to like you and rejection is certain. However, there are certain instances when agents had a missed opportunity to convert a lead into a client. We’ve compiled this short list of common mistakes agents make when marketing their services.
Avoid these common mistakes in your next listing presentation with a new lead:
1. Reading off of a ScriptThere’s nothing wrong with rehearsing your presentation ahead of time, but having line by line memorized will make you come off as unpersonable or robotic.
2. Not Conveying Your PersonalitySure not everyone is going to like you. But, failing to show what makes you unique, such as your sense of humor or creative style for instance, will fail to attract the leads you’d mesh well with. It’s better to be someone’s shot of whiskey, than failing to everyone’s cup of tea.
3. Talking Too MuchRemember you’re offering your services, leads should be the center of your attention. Show genuine care and concern for the questions and concerns.
4. Sounding Too SalesyGood products sell themselves, right? If you are too pushy with your services, leads might not be convinced that it’s they who need you.
5. Displaying Grammatical MistakesBe sure your presentation is error free. If you're presenting to sellers, they may wonder how you'd market their home.
6. Using Poor Quality ImagesIf you presentation has outdated photos, leads may wonder when the last time you sold or bought a home was.
7. Forgetting to Run CompsAgents should come prepared with a CMA and an understanding of the neighborhood.
8. Not Including Your Unique Selling PointsBe sure to include your value propositions that seperate you from other agents.
9. Not Providing Past Work HistoryIn your presentation, be sure to include previous homes you bought or sold within your prospective lead's price and geographical range.
10. Not Leaving Your Contact InformationAfter each listing presentation, leave leads with your contact information on a physical. Leave a business card, pamphlet, or forward them an email.
11. Inconsistent BrandingBe sure that all of your PowerPoint slides, business cards, and print marketing materials have a similar theme.
12. Not Following Up AfterLeads just considered you for one of the biggest financial transactions of their life. Thank them for their time and consideration.
13. Speeking Poorly of Other Agents in Your AreaFocus on your value proposition, but don't bash other agents in turn.
14. Not Asking Leads QuesitonsAs a rule of thumb, you should better understand your leads needs after the intial first in person meet.
15. Asking for a Home Tour or Giving a Home Tour BeforeGet to know your leads first before getting down to the nitty gritty. This will take pressure off them to choose you as their agent.
Wish you had more upcoming listing presentations? Zurple can help you find and convert leads online, so that you can focus your time on in person interactions, such as listing presentations and less time prospecting online.