New Real Estate Agents – How to Make Your Listing Presentation Different From Everyone Else’s

When I started in real estate, one of the first things I was taught was to create a listing package. Into this package went all of the bells and whistles I could find to persuade a seller to hire me.

My first listing presentations were a compendium of things I would do for the prospects…all the ways I was going to market their house and all the ways my company provided an edge. I had practiced my presentation in front of the mirror, in front of my broker, in front of my class at the office, so I was ready.

And my first listing presentation went exactly as I hoped it would. I was polished, professional, and profound.

And STILL the listing went to the other gal…the one with years of experience.

I had the temerity to ask Mr. and Mrs. Seller what the other agent had said or done differently than me, so I could learn to be better next time.

Sure, they said. She basically had the same things in her listing package as I had in mine. But she asked them if they’d rather have someone with many years of experience working on their transaction or someone new in the business.

Well, how do I compete with that? Well, now it’s been years and I’m the one with the experience. And here’s my advice to you if you’re working on your first listing appointments.

Listing Appointment Advice to Newer Agents

  • First, fake it ’til you make it. There are a lot of home sellers out there who know a lot less than you about selling a house. They aren’t always going to be interviewing a bunch of high-powered agents. You have a chance. You never know. So be polished, professional, and profound.
  • Second, ask a lot of consultative questions to find out what’s important to the sellers, before you ever start presenting anything to them. Don’t be afraid to talk about their past experience with real estate agents. Don’t be afraid to talk about their objections. Sellers will be more likely to hire you when they feel listened to and heard.
  • Third, practice closing. You can’t get hired if you don’t ask them to hire you. This is not something you practice in front of a mirror alone. You can start there, but you have to practice this with a live person who challenges you with real emotions.

Presentation Skills Training – Not Just For the Corporate

Presentation skills are an integral part of our daily lives. Every day, we end up speaking, or putting up some presentation for the people that we interact with. It is a misconception that such skills are needed only in the corporate world. Here are some other people who would require these skills, without even stepping into the corporate world.

Children in School

Children in school have to present something or the other in their school life. Be it in the classroom, or during some activity in the school. These presentations are very important in the broader scope of life, because these are one of the first times that the child interacts with an audience.

In some unfortunate cases, if the first few presentations and interactions do not go right, the child may have a stigma of not being able to present and have lesser social skills all their lives. Therefore, it is very important that the children have presentation skills or are trained in social interactions at an early age. The school is the best place and the child is at the perfect age to learn new things and understand new experiences.

Job Applicants

A job applicant is at a constant presentation, where he or she is presenting their skills so that they are hired by the company. Therefore, the job applicant would also require having some good presentation skills.

The world of looking for jobs is a vast world, and the employers have a lot of options for any one profile. Also, the interview takes place for a short time. Only the individuals who can show present their skills in the correct manner in this short time stand a chance of being hired by the company.

Therefore, a job applicant should have the basic skills to present himself or herself, which would allow them to present their professional skills, experience and ambitions within the limited timeframe.

Hobby Forums

We all have our hobbies. Hobbies haves support and interaction groups for people who pursue the same hobby. The hobby forums are normally headed by someone. This leader requires the basic presentation and speaking skills, so that he or she can make the hobby forum a success.

A hobby group can be anything from a small group of five to ten people or even something that has a global presence with thousands of people. Though everyone may be able to carry off heading a group of say five to ten people without any skills, one would require presentation skills if they have a lot of members and have several interactions now and then.

People in the Sales Business

A salesperson or a waiter/waitress requires such skills at every moment of their job. A salesperson requires these skills to pitch the product, while the waiter would require the skills at every point of their service to the customer, right from offering the menu to getting the dish.

These are just some of the individuals outside the corporate world who require such skills as a requisite in their everyday lives.

Never Allow The Past To Interfere With The Present

Don’t Allow The Past To Interfere With The Present

Researchers placed some fleas in a transparent canister and then put a lid to close the canister top. In a bid to escape from their prison the fleas would jump, because jumping is the only thing they know to do. Every time the fleas jumped they hit their heads against the lid of the canister. Every hit on the lid brought with it excruciating pain and possibly headaches. The fleas, being good learners soon adjusted their strategies. Instead of jumping high, they would jump in such a way that they would not hit their heads against the lid at the top. With this strategy they succeeded in avoiding the pain of crashing their heads against the lid, but they also forfeited the possibility of ever escaping out of the canister.

The researchers kept the fleas in the closed canister for many days. After a while they noticed that the fleas had adjusted their life styles and were not making any attempts to jump beyond a certain height. At this juncture the researchers removed the lid from the top of the canister. An amazing observation was made, instead of the fleas jumping to freedom, they just kept jumping to the heights they were used to. The headaches and the pains of bashing heads against the lid had taught the fleas to quit jumping so high, enjoy the comforts of jumping low and avoiding pain. Although the lid that once held them captive had now been removed, the mindset that said to them, “This high shall you jump and no higher” still imprisoned them.

This little experiment has very profound lessons for us all. Let us unpack them.

The Normalizing The Abnormal Syndrome

If perfectly normal human beings are put in abnormal situations, their survival instincts kick in immediately. They learn very quickly to adjust their behaviors in a way that minimizes pain and suffering. This is similar to the way the fleas learnt how to adjust their jumping habits. However, when this stay in abnormal conditions is prolonged the survival habits set in and the people become fossilized in those habits-what started as an abnormal response to an abnormal situation soon becomes the norm. People forget that they never used to do things that way, and soon begin to say “this is how things are done here.” We will call this tendency the tendency to “normalize the abnormal”. There are several everyday examples to illustrate the prevalence of this phenomenon. People who stay in problems for prolonged periods begin to see no problem with the problems. Most people born in poor families under very adverse conditions soon adjust and begin to feel very comfortable in their poverty. Most oppressed servants and spouses are inclined to acquiesce than to rebel. The above examples are extreme cases. However, there are numerous less graphic but equally tragic examples.

Here is the great catch! Survival is instinctual, a kind of reflexive response meant to minimize pain and make it from one day to the next without little regard to the quality of life. The key words here are, “little regard to the quality of life.” On the other hand winning in life is a productive of conscious endeavor, the product of deliberate consistent application of certain learned habits, attitudes and skills with deliberate regard to the quality of both life and results. The big question is-Are you living in a survival mode or a winning mode.

The survival mode is designed to minimize pain, failure and inconvenience. Often, but not always, it begins as a response to adverse circumstances which is so prolonged that it soon sets in as a habit. At the beginning it serves a useful purpose because it grants survival, but because it is now a habit it becomes the way of doing things even in the absence of threatening circumstances. It becomes a prison where people and their potentials are imprisoned. The most tragic part is that, like the fleas in the experiment, people are not even aware that the real prison is the mindset and not the initial limitation. Well after the lid had been removed, the fleas were still not jumping to freedom. The fleas were living in the past.

It is very tempting and easy to dismiss this flea behavior as irrational and nonsensical, yet the truth is that most of us are trapped in the past just like the fleas were. Like us examine the evidence.

There is a strong positive correlation between success and the tendency to engage in adventurous efforts. This is a proven truth. The other proven truth is that children tend to be more adventurous and more successful at what they do than adults. The reason is that most adults become less and less adventurous as they grow old because of the painful experiences that they experience while attempting to achieve something. People fall in love and sometimes get heartbreaks and in response they become less inclined to fully commit themselves in future relationships. People attempt some business ventures and most of those that fail become too cautious and less inclined to try again in future. Their past failures follow them and in a way influence their current behaviors.

The biggest casualty in all this is human potential. When the fleas learnt to jump to only the comfortable heights, they learnt to do less than their best and consequently never fully realized their potential. The same is true of you and me. Our current heights in life are not indicative of our potential but of our past conditioning. Each one of us can do better that we are currently doing, but we are stuck in the flea syndrome. Some of us are stuck in a strategy that served us well in the past but is now outdated. Some are stuck in a heartbreak that occurred in the past but is now over. To some the prison is the fear and caution carried over from a long gone and forgotten event. Together we are driving with our hand breaks on.