While the in-person listing presentation isn’t totally passe (yet), many agents are discovering the big benefits virtual offers.
Mostly, it’s an easier way to get leads to book appointments because it doesn’t require an in-home commitment. It’s simple to put up a form on your site, throw it in an email, or even turn it into an ad.
But while virtual might change your presentation setting, it definitely doesn’t change how serious you should take it.
Here are some pointers for creating and presenting the perfect virtual listing presentation.
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 it 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 many people still may be wary of inviting strangers into their homes or just prefer the convenience of virtual. Innstead of getting frustrated, get creative.
Before the presentation, 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
There’s a lot of talk about what’s happening in real estate, and many people are thinking the worst.
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 any agent can have 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 fully read your client, it doesn’t completely hide it.
Make sure you’re tuned into theirs and your own throughout the presentation so you can read cues.
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 economists are projecting a continued rise in appreciation, and that while inventory remains low, sellers have everything to gain and nothing to lose.
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 as well as 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 so they can sign it while you’re still on the call.
As digital marketing evolves, it’s important to stay on top of latest trends so you don’t get left behind.
A virtual listing presentation can be a great reason to update your current system and get familiar with new technologies.
In a market where listings are scarce and competition is fierce, it never hurts to try all your options.
That’s why you need a virtual listing presentation that’s professional and builds trust remotely.