Free Presentation Tips
- PRESENTATION TIP #3 - Would you like to increase your business?
- PRESENTATION TIP #9 - How knowing what you are going to say will make you money.
- PRESENTATION TIP #12 - Visual Aids for your clients helps comprehension.
- PRESENTATION TIP #16 - Looking more professional by applying the 7-38-55% rule.
- PRESENTATION TIP #21 - Tips to Win
Presentation Tip #9
So you don't believe in "canned" presentations? That is good.
However, the power of using "scripts" in all of your presentations is remarkable.
Read the following and see if you agree.
It is interesting to note how real estate "presentation jargon" reflects the terminology of the performing arts. REALTORS® often refer to our time in front of prospects as "showtime" just as actors do when the curtain goes up.
We refer to arranging a home to showcase its best features as "staging" just as a set designer arranges the backdrop of a play or movie to best set the mood for the production.
Like a Broadway play, every presentation should be written and planned in advance – this is called "scripting." However, unlike a play, the words of a presentation do not need to be verbatim as they need be in a play.
What is meant by "scripting" your presentations? Well, look at it like the telling of a joke. There is the beginning, the middle and the punch line. Now, you may not use the exact same words every time you tell that joke but the end result is the same – a flow of words that guide the listener to the punch line. Well, that is exactly what "ace" real estate presenters do – guide them to the "close."
For example, take the adjacent visual aid. Just giving this to a client to look at and read would not have the same impact as if you explained the page using the following script:
"Carol, Bob: in today's world, 80% of Buyers search for a home using the internet. They search the area(s) they want to live in by the "price block" they believe they can afford.
In setting the listing price for your home, should you list it higher than market indicators suggest, you run the real risk of actually missing Buyers who may want to and can afford to buy your home.
Additionally, by placing your home in an elevated "pricing block" your home will not compare favourably to the other properties in that higher priced block. Does that make sense to you both?"
It will make sense to your Sellers because you can be sure that they have already gone up to www.realtor.ca themselves.
Scripting certain areas of your presentation allows for the smooth flow of words without the stumbling around for the "close."
For the listener, hearing your smooth and natural explanation of vital concerns builds both confidence and trust in you. After all, that is what you want isn’t it?
Scripting, especially when trying to counter price objections does require some work but the results will be well worth the effort!
