The Path to a Perfect Listing Presentation
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The document outlines a sales meeting held by Berkshire Hathaway HomeServices on June 7, 2016, emphasizing the importance of building trust and rapport with sellers when presenting homes. It provides steps for effectively engaging potential clients, understanding their needs, and showcasing the company's value and personal expertise. Additionally, it highlights the significance of using visual aids in presentations to enhance persuasion and communication.
The Path to a Perfect Listing Presentation
- 1. Sales Meeting Chambersburg Office June 7, 2016 1 “It isn't the mountains ahead to climb that wear you out; it's the pebble in your shoe.” -Muhammad Ali
- 2. Berkshire Hathaway HomeServices’ Leads National website (www.BerkshireHathawayHS.com) leads go directly to Berkshire Hathaway HomeServices’ listing agents 2 Tom Blefko TomBlefko@gmail.com (717) 587-6600 I’m interested in taking a look at this home. Are you available anytime Thursday after 5:00 PM to show me? X
- 3. Berkshire Hathaway HomeServices’ Leads Leads come from rdeskcrm@desk.com and are not SPAM Add address to your SAFE Sender List 3
- 4. Berkshire Hathaway HomeServices’ Leads 4 Hi Jeff, You have a lead that has been updated. Click on an option below. Note: The below links will not work if the lead expired or was retracted. Accept Lead Accept and login to rDesk Decline Lead No longer wish to receive these emails? Please contact your administrator. Hi Jeff, Thanks for accepting your lead. Attached is a vCard you can import into Outlook. Tom Blefko TomBlefko@gmail.com (717) 587-6600 Please contact me by: Cell Phone Preferred time: After 3:00 PM Lead Source: User Website, Listing Inquiry $150,000 678 Elmcroft Avenue, Chambersburg, PA 17201 MLS# FL1928374 View on rDesk No longer wish to receive these emails? Please contact your administrator. E-mail lead notification from BerkshireHathawayHS.com E-mail lead information from BerkshireHathawayHS.com
- 5. Berkshire Hathaway HomeServices’ Leads 5 Hi Jeff, You have a lead that has been updated. Click on an option below. Note: The below links will not work if the lead expired or was retracted. Accept Lead Accept and login to rDesk Decline Lead No longer wish to receive these emails? Please contact your administrator. E-mail lead notification from BerkshireHathawayHS.com Opens up Lead Center in the BHHS Resource Center Look for prospect under ‘New Lead’ section
- 6. Creating a Million Memories Campaign 6 Video https://goo.gl/FHHbmk
- 7. Creating a Million Memories Campaign 7 Animated GIF’s
- 8. Creating a Million Memories Campaign 8 Cover Photo
- 9. The World Has Changed Homeowners no longer work with the biggest and most well-known companies Today it’s about TRUST 9
- 10. Today’s Sellers Must Trust You Enough To: 1. Let you handle the sale of their family’s largest asset 2. Have input on setting the market value of that asset 3. Set the timetable for the sale 4. Set the fee for services 10
- 11. The Path to Get There The 5 Elements to Building the Perfect Presentation 11 BUILD RAPPORT IDENTIFY NEEDS COMPANY VALUE PERSONAL VALUE DEVELOP TRUST
- 13. 1. Build Rapport 13 Things To Do: Smile Show genuine interest Look professional Exhibit enthusiasm
- 14. 2. Identify Needs “Mr. and Mrs. Seller, what concerns you about the sale of your house?” 1. You care about them 2. You’re not worried about you 14 Needs Answers Resources
- 15. 2. Identify Needs 15 Needs Answers Resources Things The Seller Wants To Know Sold Hassles Relo Time Money Marketing Plan Knowledge Control Negotiate Buyers COMPANY VALUE PERSONAL VALUE
- 16. 3. Company Value What sets your company apart from all other firms? What are the biggest benefits a seller gets from choosing to work with your company? 16
- 17. 3. Company Value What are you using to tell your story? 17 Homesale Presentation BHHS Presentation Toolkit CMA Presentation
- 18. 4. Personal Value What do you bring to the table? 18
- 19. 4. Personal Value Production Experience Knowledge Work Ethic Negotiate Local Expert 19 If you don’t know why you’re special, why should a seller use you?
- 20. 4. Personal Value Consider a Personal Brochure 20
- 21. 4. Personal Value Have you ‘Googled’ yourself lately? 21
- 22. 4. Personal Value Make sure the following profiles are up-to-date: 22
- 23. 4. Personal Value Make sure your profile is up-to-date on Homesale.com 23
- 24. 5. Develop Trust 24 Seller’s are in a Hyper-Sensitive State of Awareness when selling their home They need someone to understand and explain the real estate market
- 25. Be a Storyteller Simply telling somebody something isn’t enough They need to see it to believe it 25
- 26. Be a Storyteller . . . With Visuals 26 Presentations that use visual aids were 43% more persuasive than unaided presentations
- 27. Which is easier to understand? 27 A curved line with every point equidistant from the center -OR-
- 28. Visuals Reinforce Your Story 28
- 29. Paint a Picture “Do you want to sell sugar water for the rest of your life or do you want to come with me and change the world?” - Steve Jobs to John Scully 29