Seemingly overnight, the real estate business as we knew it changed.
The COVID-19 pandemic has challenged the way we do business and forced real estate agents around the country to change and adapt our strategies.
As troubling as life is these days, many markets are still up and running, with new listings hitting the MLS every day. The spring market is here, if not a little delayed.
You need to make sure that you’re prepared for whatever gets thrown your way, and that means having a virtual listing presentation that’s ready-to-go.
Therefore, when you reach out to your sphere and one of them tells you they need to sell, you’re ready and able to build their confidence and trust, even if you can’t meet them in person.
Here are the dos and don’ts of a virtual listing presentation that gets clients.
Do Prep Your Materials in Advance
If you haven’t taken a look at your listing presentation recently, now would be a good time to do so. In an effort to avoid being tone-deaf, it’s important to make sure yours reflects today’s market. Plus, doing the presentation virtually means there’s less emphasis on you and more attention on your design. This is a great chance to put together something that looks really professional. Or you can just download our ready-to-go template.
Don’t Forget to Practice
It’s still a listing presentation. Make sure you’ve got a couple of run-throughs down before jumping in. Confidence sells and practicing is a great way to make sure everything goes smoothly. Plus, it’ll help work out any kinks in the software you might encounter.
Do Prepare Your Client for the Call
Speaking of software, just because you’re a Zoom pro by now, don’t assume the client is. Once you’ve booked a day and time, make sure to send them over detailed instructions that go over how to download it, where to download it, and anything else they need to know before the presentation.
Don’t Push Viewing the Home In-Person
Yes, it may be the best way to give a close comp, but these are unusual times and that calls for creative solutions. Instead of viewing the home in-person, have them send you photos and videos of their home. You can even give them a detailed list of what you’re looking for. Ask for square footage, amount of bathrooms, bedrooms, finished basement, etc.
Do Be Real About What’s Happening in the Market
The current economic state of the country has many people thinking we’re headed for a recession, and when people hear that, they think a housing crash will follow. It’s up to you to correct the misinformation so they can feel confident in selling their home. This builds trust, one of the most important commodities in today’s market.
Do Treat It Like an In-Person Presentation
OK. So, this virtual thing does have its perks. It’s not often in your career that you can give a listing presentation in yoga pants. However, make sure everything that’s on-camera looks professional. Then, you can change right back into your sweats.
Don’t Ignore Body Language
Body language can be one of your greatest allies when giving a listing presentation.It can also be your biggest enemy. While a virtual version might hinder the ability to read your client, it doesn’t completely hide it. Make sure you’re aware of both theirs and your own throughout the presentation so signals remain clear.
Do Use a Lot of Facts and Insights
All of the uncertainty surrounding the economy right now has many people wondering how it will affect real estate. This is the time to prove to them you’re a trusted advisor who has done their homework. Show them that buyers are returning to the market, that economists are predicting a rapid recovery, and that low-inventory is keeping prices steady. Just make sure you back up your points with visuals, facts and sources (like these).
Don’t Talk the Whole Time
Let’s be honest. Video conferencing isn’t the best way to have a long and meaningful conversation. That’s why it’s important that you’re working in time to ask questions and pausing often to allow feedback. It may be a virtual presentation but you should still treat it as though you’re there sitting at their kitchen table.
Do Have Your Listing Agreement Ready
If you follow these steps and everything goes according to plan, the clients will be ready to sign. Make sure that you have a virtual listing agreement system and e-signature contract in place and have them sign it while you’re still on the call.
Although today’s circumstances are anything but ideal, a virtual listing presentation can be a great reason to update your current system and get familiar with new technologies.