6 Steps To A Better Real Estate Listing Presentation

One of the time – tested, adages, of the real estate industry, is, the agent, who controls the listings, dominates and controls, the market! Therefore, after more than four decades of creating and developing leadership and sales skills/ assets, for thousands of individuals, and over a decade as a Real Estate Licensed Salesperson, in the State of New York, I have generated, a number of ideas, and suggestions, which might make, individuals, articulate a far better, effective presentation. With that in mind, this article will attempt to briefly examine, review and discuss, a time – tested, 6 – step approach, to articulating, and giving a better real estate listing presentation.

1. Listen; learn objectives/ needs: Far too often, someone, in the enthusiasm, and desire to make their point, jumps right into it, rather than taking the time, and making a concerted effort, to listen, effectively and thoroughly, to the objectives, needs, and concerns of the homeowner, and their potential client! A reality of human nature, is everyone seeks someone, who is empathetic, and prioritizes their personal needs, and will dedicate themselves, to the finest level of service, etc.

2. Put client’s interests first: How will you make others feel more comfortable, unless/ until, they are convinced, you will place their interests first? When you listen carefully, and commit to answering their questions, and addressing their concerns, you take an important, first – step. in that direction!

3. Discuss benefits/ not services: Many agents believe presenting the wide variety of services, they, and their broker, provide, will help them acquire the listing, by convincing the homeowner, it will help them. However, while industry members realize and understand, the benefits of these services, most others might not, and, therefore, one should explain a specific service, in term of what the homeowner has already said, and showing how, it benefits them!

4. Why you?: With so many agents, why should someone choose you, rather than others? What is your basic philosophy, and does it distinguish you? My trademarked slogan, is I’ll always tell you what you need to know, not just want to hear (TM), which means, my commitment to absolute integrity, and your best interests, differentiates me, from the rest of the pack!

5. Address concerns; answer questions: Welcome questions, and respond thoroughly and completely! If you hope to make yourself, stand out, in a positive manner, you must make them, feel comfortable with you, and believe you will provide unique, client – focused representation!

6. Close: If you provide the previous 5 – steps, you should be, on your way, to securing the listing! However, until/ unless, you ask for it, you won’t close – the – deal! A simple statement, such as, In light of your stated needs and objectives (and state them), and my dedication to the best interests of my clients, doesn’t it make sense, to do the paperwork, to begin the process of getting your home sold, and getting you the best possible price, in the least amount of time, with a minimum of hassle? Doesn’t it? Then wait for their response!

What Is Luxury Real Estate?

Luxury homes are in a league of their own because the criteria that determine a home luxury changes and is largely influenced by the clients buying high-end homes at any given time. Luxury isn’t strictly based on price. It’s a moving target influenced by a number of factors and primarily, trends. For an example, the market once considered luxury homes to be spacious mansions equipped with their own theaters and skating rinks. How times have changed! De-mansionization is the movement of luxury homes becoming smaller, and smarter, but not less luxurious. This is only one way in which the market has changed its demands, and even this trend is not consistent.

Luxury is also influenced by its location in a big way. In Los Angeles where the weather is favorable all year, luxury would be a home that blurs the lines between indoor and outdoor space with large glass walls that open the home up entirely to the elements. Further North, however, being shielded from the elements would be ideal but with elements of design that bring nature inside with the use of skylights, 3 season spaces, and indoor landscaping and plant life. Socioeconomics of a city also matter. In a city so congested that cars aren’t utilized much, a home with a multiple stall garage will not be considered a luxury but instead, a smaller space closest to the city center. Luxury homes are thoughtful for this reason, designed around the environment and city they’re placed in.

So what qualities might you expect buyers to be looking for in the luxury real estate market?

1. Limited Locations with Grand Views

Luxury homes being developed up the slopes of surrounding mountains and high points of a city are prime real estate for those looking for a view of the entire city and/or the gorgeous natural landscape. Some buyers prefer to be in the middle of the action for the views and convenience of living in the center of the city. City centers are popular locations for luxury condos and can even be the highest valued properties in the area.

2. Smart House/Energy Efficiency

Energy efficiency and consciousness are growing in popularity, not only to save the homebuyer money but to leave the next generation’s planet in a better condition. Technology has come such a long way in a short time that older homes cower next to new homes in this regard. Energy efficiency goes hand in hand with the latest smart house technology, which includes: smart thermostats, advanced security systems, technology controlled by phone, smart fridges and other appliances, and more.

3. Gorgeous Outdoor Living Spaces

In recent years, a home’s outdoor space is prioritized almost as equally as its indoor space. As the world gets faster each and every day, homebuyers want to take advantage of the spare time they do have and feel as though they are on vacation in their backyards. Entertaining family and friends at the home is also what luxury home buyers have in mind when looking for accommodations.

4. Highest Quality Building Materials

At every glance and with every turn in a luxury home you will see magnificent upgrades; granite, hardware, stainless steel and other attractive metals, sophisticated light fixtures, touch screens and buttons, crown molding and tray ceilings, custom closets, and more.