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When You Solve Their Problems – Only Then Do You Get Their Listing!

That’s all consumers want – as all of us buy products and services that resolve our problems. For example, you buy a lawn mower to solve your problem called ‘long grass’.

Well the same applies to sellers. They have 12 problems they want resolved before they’ll agree to list with you. By showing them the solution to these 12 problems, you’ll get their listing. And isn’t that the reason why you go on listing appointments in the first place!

1. First Impressions Do Count!

Let’s face it, first impressions do count. Would you take a buyer out to view homes driving a rusted out 1974 Buick? Would you attend a listing appointment wearing a tee shirt and shorts? Or how about giving a prospect a handwritten business card? Of course not, for you know image is critical for success. This is why it is essential for you to use only high quality, impressive and effective marketing materials to guarantee your success.

2. You May Not Like It, But Homeowners Do Judge A Book By Its Cover!

Image and impression are as equally important when it comes to the listing presentation itself. Just think of all the prospecting time and effort you’ve invested to book the listing appointment.

* Are you going to blow it all away by using a non-personalized, ineffective, company standard listing presentation?

* After all, you only have one chance at making a good impression!

And you need to invest only a few dollars to achieve exceptional ‘first impression’ results.

3. What Is The Homeowner Hearing From Other Agents?

Do you know that the average homeowner interviews 2 to 7 real estate agents before selecting one to list his home? This presents us with a question that is extremely important to success. What are these other agents telling the homeowner about the marketing strategies for his home?

* Public Open House

* Newspaper ads

* Local TV & radio ads

* Internet Exposure

* MLS Open House

* Office Open House

4. With Every Realtor Telling The Homeowner The Same Thing… Which Agent Do You Think The Homeowner Decides To Select As The Listing Agent?

The answer is… The one agent the homeowner is most impressed with when it comes to the content and appearance of the listing presentation itself.

5. What Do We Mean By Content & Appearance?

Perhaps this example will help us to effectively explain the issue. When you go to a grocery store and walk down the cereal aisle you’ll find manufacturers competing with each other for your business via professionally designed boxes that are exceptional in content and appearance. (Content means the words on the box and not the the cereal in the box.)

Why?

Well, corn flakes are corn flakes and they know it. So in efforts to make a distinction in the eyes of consumers over their competition, they invest literally tens of thousands of dollars in designing just the right looking box.

6. Therefore, Your Extra Advantage Over The Other Agents Is Found By…

Having a listing presentation that not only is great in content but is also visually impressive!

7. The Vast Majority of Homeowners Want To Be Educated Instead Of Sold By A Realtor!

Just put yourself into the back into the shoes of a homeowner for a moment! Would you want your Realtor using a ‘sales’ approach while on the listing presentation or would you rather prefer your Realtor to ‘fully explain’ every detail of the marketing process?

* The obvious answer is education.

And top listing agents understand this point and have designed their listing presentations to be educational instead of sales oriented. The end result are more listings with fewer problems!

8. And This Is What The ’12 Reasons Why To List With Me!’ Presentation Is All About!

It is for those agents who do not want to use sales tricks and gimmicks in an effort to get a listing. In plain language, they want to teach rather then sell homeowners into their services.

9. Why Do ‘Top Producers’ Use The ’12 Reasons Why To List With Me!’ Format?

There are two reasons why 83.7% of top producers choose this listing presentation format over all others available within the industry.

Reason #1: To Create Problems!

* Top producers value the power of problems. They understand problems, and their solutions, are the reasons why homeowners make the decision to list a home. However top producers approach these problems and solutions in an unique way.

* They do not wait for the homeowner to present a problem. Rather top producers ‘seed’ their listing presentation with specific problems. They then outline the solutions to these problems to the homeowner throughout the presentation. This strategy translates into more listings, more often than any other listing presentation style.

Reason #2: To Create Division!

* Top producers understand their listing presentations must cause the seller to agree to list before they discuss home pricing. This division between service and price is essential in terms of securing a listing.

* In fact, failure to separate service from price within a presentation is the #1 reason why average Realtors lose listings.

10. But That Does Not Need To Happen To You Anymore!

The “12 Reasons Why To List With Me!” listing solution will show you how to divide the listing presentation from the pricing presentation, allowing you to gain the commitment to list from the seller before you discuss price.

This results in an incredible explosion in listing success. And listings are the name of the game for any Realtor who wants to earn $150,000 + per year!

Reporting is not an entirely new thing especially for graduates of secondary and tertiary education. It is as simple as providing the audience with information about the topic that was assigned by the teacher or professor. In the academe, reporting is a common occurrence day in and day out. In fact, teachers and professors perform reporting through the process called teaching and facilitation of learning with the students. But other than the academe, another sector that widely practices reporting is the field of business. Companies and corporations conduct business presentations for various purposes. There are presentations used for the simple reason of updating and informing the board, investors, or stockholders of the current status of the business. There are also business presentations conducted with a more specific audience for the purpose of inviting and convincing them to invest and put up their money in the business either as a start-up or for expansion of the same.

In business presentations, for whatever purpose it is conducted, it is important that the presenter has substantial and comprehensive knowledge about the subject matter. One should also have the credible appearance and in the manner of verbal engagements. On top of these, the presenter must also be creative enough to easily capture the attention and effectively convince the audience about everything that is mentioned in the report. These are personally required from the person making the presentation. These essential elements of an excellent and outstanding presenter can be easily achieved if the company or the person has modern tools for business presentation such as LCD projectors, wireless button microphones, laser pointers, and many more. These tools carry with them the message that indeed the person is well prepared and the company that he or she is representing is competent and professional enough to provide for such modern technology in doing reporting. Indeed, such tools project the image of preparedness, sincerity, and competence on the part of the company or corporation. However, these devices are supplementary only to enable the presenter to keep the interest and attention of the audience and make the report easily understandable for them. These should not replace, and can never do so, the importance of the substantial aspects of the report that include but are not limited to the company’s financial status, market projection and research, feasibility studies, and many more.

Hence, if you want to impress your audience and project an image of innovation and progress in behalf of your company, then it is best to use modern tools in business presentations. These devices also aid the audience to easily understand the report and keep their attention and interest to the presentation. Indeed, reporting can be an easy thing especially if you have both the substantial information and the great gadgets that creatively present such information to the audience. These modern devices for creative and interesting presentations during reporting have been widely in use in the academe. These can also be utilized in the business sector in order to fully explain and present the details of the business plan, strategy, feasibility, and financial status of the company since the academic reporting and business presentations are in many ways similar except that their substance varies from case to case.

I’ve addressed hundreds of thousands of objections over the course of my negotiation career. Objections should be addressed with the mindset of information gathered about the party with whom you’re negotiating; that includes silent partners that are not at the negotiation table, foils that might be aligned with your negotiation opponent to perform nefarious functions, the demeanor of the negotiator(s), and the culture of the negotiator’s organization. Such insights, along with reading one’s body language, will lend credence to the validity and viability of the person making objections during a negotiation. That, in turn, will allow you to discern how important an objection is, versus it being a possible ploy, created to distract you from something that is more beneficial to your position.

Handling Objections:

Before addressing objections, always be aware of the attempts of others on the opposing negotiator’s team to hype them; remember, these attempts could stem from people that are not at the negotiation table. Hyping objections can be in the form of giving them the appearance of being more valuable or dire than they are, for the purpose of gaining insight into how you might react to such attempts. Keeping that in mind, follow the steps below when addressing objections in your negotiations.

1. When the first objection is posed, assess its veracity to determine if you should address it at all. If the other negotiator insists upon having it addressed, note his body language before proceeding to the next step. In particular, you should observe if he looks directly at you with a smile or scowl, if he looks through you as though he’s in a daze, or if he makes such a request in a timid manner. In all such cases, appraise the degree to which any of these gestures might be ploys.

a.) Looking directly at you is a sign that he’s focused. A smile can indicate that he wants to convey a friendly/casual perspective. A scowl may be an indication of a more serious projection and/or one to set the stage to take his request more seriously.

b.) Looking through you in a daze could imply that his mind is somewhere else and the fact that he’s testing you as a ploy.

c.) Making the request in a timid manner could belie the fact that he doesn’t possess a strong demeanor. He might also be examine you to see if you’ll attempt to take advantage of his docile demeanor.

2. Ask the other negotiator to cite all of his objections. Your goal is to get them out in the open. Do this by requesting what else he’s concerned about. If warranted, have him detail why he thinks his objections are valid. Observe hidden insights gleaned from his body language and nonverbal signals, as mentioned in step 1. By doing this, you’ll gain a sense of direction he has for the negotiation.

3. Once you’ve garnered enough insights about the purpose and value he has for citing his objections, have him prioritize them. Then, address one that’s lower on his priority list to see if that has more weight than disclosed. Couple this tactic with the outcome you seek for the negotiation. Continue this process to the successful conclusion of the negotiation.

In any negotiation, you should know what you’re dealing with before you attempt to deal with it. Such is the case when dealing with objections. Thus, by implementing the suggestions above, you’ll be better positioned to keep in check those objections intended to dissuade your attention from what’s more important. That, in turn, will allow you to be more laser focused on addressing the real objections that will impact the negotiation… and everything will be right with the world.

Remember, you’re always negotiating!

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