Sorry about the tone, I wanted to get your attention, particularly those of you who know that your listing presentation needs help.  

An Agent with three years experience just started coaching with me.  She did her listing presentation for me.  It was clear that she had never had professional help on it. 

A few keys, she was doing a two step approach.  Many good Agents do a two step.  The first step is just looking at the property and having an informal rapport building conversation with the owner in which you also subtly probe for motivation and urgency.  This Agent was sitting down and presenting her entire marketing plan, then coming back the second step for pricing the house.  This is a bad approach for a lot of reasons.  The point is that she didn’t know better.

There were almost no questions.  She talked on and on without asking a question and without checking in to confirm the level of attention and understanding.   Presentation is really the wrong word for a listing presentation.  It really needs to be called a Listing Consultation or better yet a Seller Consultation.  A consultant is continuously asking questions to understand the situation.  Then as he or she presents possible solutions, a consultant continues to ask questions for two reasons.  One is to ensure attention and agreement.  The other is to create positive (yes) momentum. 

As she was discussing her marketing plan for the property she reviewed the listing contract, and then at the end presented pricing. This structure is very weak.  There is a simple strong structure for a listing presentation; build rapport, present marketing plan, present pricing and value, review Seller’s expenses and net, review paperwork and ask for a decision. 

The point of all this for you is this.  Do you have confidence in your listing presentation?  If you don’t, get with your Broker, Manager, a Trainer, a Coach, or work with a successful Agent.  Get professional help.  Even if you think your presentation is good but you don’t have real confidence in it.  Work on it with someone that will be really honest with you about it and who can help you make it as strong as possible.  Don’t let this weakness persist.  It will erode your integrity and your confidence.  

Every day on our Free Webinar (www.FreeCoachingWebinars.com) we reinforce four things that lead Agents to survive and succeed in this market.

1. Remind yourself every day, at the beginning of the day, what you want your Real Estate career to do for your life; and why you want it.
2. With that in mind, consciously and intentionally put yourself in an empowering attitude, a positive mental and emotional state by using the triad of your physiology, your focus, and your self-talk.  In its simplest form stand up, stomach in, shoulders back, chest out, and smile.  Focus on what would make it the best possible day.  For the self talk, use affirmation, expressions of gratitude, prayer, or whatever leaves you feeling good and strong.
3. With that positive mindset look at your numbers.  Look at your weekly, monthly and year to date goals.  This is tough sometimes.  That is why you want to establish that empowered state before you look at your where you stand in relation to your goals.  (On the daily webinars we teach you how to set those goals in the simplest and most effective way.)
4. Then with your focus on what you need to accomplish to reach your goals open your calendar to organize and prioritize your day.  We recommend some consistent priorities for specific days, prospecting, marketing, technology, service, skill building, and planning. 

These four steps will take as little as ten minutes; up to thirty if you really get into it.  This daily habit gets you motivated, focused and into action.  At the same time it gives you the perspective to not get caught up in petty distractions, stay focused on your goals, and build greater confidence in every action and every decision.  

Regarding Real Estate is the worst of times and it is the best of times.  It is worst for those who are out of work, out of money, and in debt.  It is the best of times for people who have some cash, decent credit, and a secure job.  It is best for them because prices are soft and money is available at low rates.  Is that true?  You as the Agent have to see it and believe it.

Once you believe it then you can turn the question, “How’s the Market” into business with the following strategy and script.

Two parts: Answer the question honestly and directly; then ask the question that you most want to ask.  The question you most want to ask is this.  “Why do you ask?  Are you guys thinking about doing something or know someone who is?”  Or, “Why do you ask?  Are you guys thinking about making a move or know someone who is?”

And here is a sample of answering the question as honestly and directly as possible, “It’s horrible, for the people with no jobs, damaged credit, and debt.  It’s actually a time of terrific… amazing opportunity for people with secure employment, some cash, and decent credit.  Why do you ask?  Are you guys…”  Or, “Here in (area), there are not many houses on the market.  So when houses do come up they are selling quickly.  At the same time in (other area) there is a lot of inventory so prices are soft.  So, there are problems and some amazing opportunities.  Why do you ask?  Are you guys…”

Notice two things.  The answer is direct, honest, and it shows insight and intelligence from the Agent.  Also notice the question following the answer.  Whether it is true or not respond to the question, “How’s the market?” as if half the people who ask it are asking because they are thinking of buying or selling; or asking for someone who is.  They probably are.