Jason Bramell | Realty World Northern CA & NV | 800-460-2288

When preparing for a listing presentation for a seller are you taking the necessary steps to know what you are up against? Or do you blindly jump into the proposal with a client with the quiet confidence that you are the best? If so, how well is that working for you?

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You as the real estate professional are going to be expected to have the answers the seller will want answered.  As G.I Joe always said at the end of each episode…”knowing is half the battle” yo Joe! Though it was a silly kids cartoon, how true is that statement? If you could answer every seller question that came across the table without hesitation, and be aware of every marketing strategy available you will rarely be in a position to lose the listing to a competitor.

There is a simple reason that 5% of the agents/brokers do 95% of the business in our marketplace. The other 95% of agents will not take the time to properly prepare a listing presentation. Taking the time to consider the marketing plan in advance will speak volumes to your prospective client.  If you have access to a print and eMarketing platform, this is your opportunity to wow your client, and let your skills as a preferred agent shine through. If you are not able to impress the seller, then they will assume you will not be able to impress a prospective buyer as well.

In advance of your meeting, request permission to stop by for a brief visit to take some digital photos of the property. You can then customize your marketing materials to their home, and really give them an understanding of what you can do. In addition to having prepared a detailed CMA, don’t stop there. Create a good mix of sample materials showcasing a double sided property flyer, a postcard mailer, and given you have your laptop handy; have a virtual tour ready, and perhaps an eCard or web commercial.  For the cost of a simple web domain, you could have the digital media already uploaded and ready to rock.  Sound like overkill? Not if the next agent through the door is using this type of media as well.

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RISMEDIA, August 4, 2010—With the constant evolution of technology, there’s a real need to keep your online presence current and relevant. From content to cutting-edge buttons and widgets, the improvements are endless. However, I believe that if you start with a few, important strategies for improving your website, they will bring you maximum results.

Here are five ways to get the most from your website:

Step 1: Imagine this: placing open house signs at every major intersection to direct home buyers to the location of a home you have listed. Links and main navigation buttons on your homepage allow for quick and easy navigation into specific sections of your website and show visitors that you have valuable content throughout. The easier you make it for users to link deeper into the website, the better.

Step 2: Always start with the towns or communities you specialize in (three to five main areas is a great foundation). Have at least two paragraphs on a separate page for each area. Sure, not everyone is going to read content on that page (that is important for search engines), but they will want to find out what each area offers. By having specific sections on your site that demonstrate your various expertise, it also shows sellers that you are an expert in their area to list their property.

Step 3: If you specialize in niche properties like luxury homes, starter homes or golf course communities, you should prove it. Have buttons that match that specific specialty linking to dedicated pages of custom-written content about that market. This will show buyers and sellers you are the best person to list their home.

Step 4: Have specific MLS searches on every town, community or niche page. For example, on town pages, show properties by map and by price ranges so it’s easy for the visitor to click through and see what’s available. This will distinguish you as the expert in that market, and lets clients know they have arrived at the perfect place to find exactly the kind of property they are looking for. For niche sections like “green properties,” have MLS searches like http://winstonsalemhomesandland.com/buying_a_green_home to show properties that are specific to that category.

Step 5: Create engagement points (“calls to action”) throughout your site and “hook” visitors into an automated drip campaign. Statistics show that home buyers start searching for homes months before they actually buy. If your website allows a visitor to register for the latest listings, foreclosure buys or download articles, you will capture the lead and provide them with the valuable information they want. The tipping point is to make sure they go into drip campaigns that are specific to their needs (for example, the foreclosure buyer goes to a foreclosure buyer drip, or a first-time home buyer goes into the first-time home buyer drip).

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