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Simpler is Better

If you have been in the business a while, then it's easy to go to a listing presentation and give a very long description of your marketing plan, complete with lists of activities and page after page of sample direct mail materials, brochures, magazine ads, etc.  It's good to have this detail as backup but it's too much for the client to grasp and isn't effective at answering what you will do and when you will do it.

I believe that simple is better.  I now use a timeline chart to illustrate my marketing plan with the other material reserved for backup as needed.  That chart contains a time-phased list of the activities that will be completed in the initial period (I use the first 4 weeks).  My chart begins with "Listing Approved" because none of the rest follows without that!  And it ends with a 30-day review with the client and update of materials.  At the review, if you have followed through as promised then not only is the client pleased but it is a great opportunity to fine tune any details based on initial feedback & results (pricing, availability for showings, etc).  If you haven't followed through, well...then you're going to struggle at the review unless you're good at dancing.

Here is the chart that I have found to be effective.  I have removed the intermediate steps since it's my own proprietary plan but you should get the idea.  This may not work for everybody but I have found it to be an effective approach for me.

Visit www.KauaiRocks.com for Hawaii real estate information

Richard Dolbeare, REALTOR-ASSOCIATE

Richard Dolbeare
REALTOR-ASSOCIATE®
Accredited Buyer Representative & e-PRO
Century 21 All Islands, the #1 brokerage on Kauai
(808) 651-4550
(866) 757-8239 (FAX)

Richard T. Dolbeare, R(B) photo

 

Richard T. Dolbeare, R(B)

Keller Williams Realty(808) 651-4550

Aloha@RichardDolbeare.com 

www.MauiSandCastles.com and www.KauaiRocks.com 

 Hawaii multi-island specialist, Maui & Kauai
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Comment balloon 12 commentsRichard T. Dolbeare • June 20 2007 03:09AM

Comments

Agreed...sometimes going all out and into too much detail can easily become counterproductive!  KISS - keep it simple stupid!  A great motto....
Posted by Kaushik Sirkar (Call Realty, Inc.) almost 12 years ago
Richard, I really like the timeline chart idea.  Thanks for sharing that.  I'll have to get busy on creating my own.
Posted by S. Leanne Paynter ☼ Broward County, FL, Davie, Plantation, Cooper City & Weston Specialist (United Realty Group, Inc.) almost 12 years ago

Richard,

I agree that simple & truthful is the best way to go.  You could spend hours going over every detail at a listing presentation, but the bottom line is if the seller doesn't trust you it doesn't matter what you are saying.  I believe trust is a major factor in a listing presentation, if they feel you are just trying to pull one over on them they are not going to sign. 

Thanks for sharing your chart, I think it's great.

Posted by Debbie Creech (ERA Team IV Homes) almost 12 years ago

I have to laugh as I recall a comment made by one of my colleagues several years ago, when she saw me simplifying my listing presentation - She asked if I was sure I wanted to do that, because she believed that people signed the listing just to shut me up and get me out of the houuse so they could go to bed!  lol.

Seriously, your chart sounds like a GREAT idea.  I've actually condensed my listing presentation down to 7 homeselling secrets - all common sense - and people respond very well to it.

Posted by Margaret Woda, Maryland Real Estate & Military Relocation (Long & Foster Real Estate, Inc.) almost 12 years ago
That is a great tool, you know what they say a picture is worth a thousand words.  I agree, keep it simple, don't intimidate whith long presentations, keep them engaged and you will get the listings.
Posted by Linda Reynolds, Bradenton Real Estate (Bradenton Real Estate - Linda Reynolds) almost 12 years ago

Simple IS better... I have to continuously remind myself of that paradigm.

But then we work with some clients are VERY detailed and expect their REALTOR to be as well.

So... when in doubt we use the Platinum Rule... "Treat others as THEY want to be treated."

Thanks for the post!

The Pinehurst Home Team

Posted by Wayne and Lynda Gomillion (Real Living Hagan Realtors | Pinehurst ~ Southern Pines, NC) almost 12 years ago

Good info , Richard !  Thanks for sharing what works for you. I believe that simpler is better too. 

Jo 

Posted by Jo-Anne Smith almost 12 years ago

Thanks for sharing this Richard.  I love to see how others approach lisitng presentations.

 

Posted by Blue Ridge Ga Real Estate >> Real Property in Blue Ridge Georgia (United Country Landmasters) almost 12 years ago
Simple is better and a lot less exhausing for seller and agent alike.  I usually ask though in a humorous way if they would like the short version or the long version as I also always bring the backup.  Almost always they opt for short version!
Posted by Silvia Dukes PA, Broker Associate, CRS, CIPS, SRES, Florida Waterfront and Country Club Living (Tropic Shores Realty - Ich spreche Deutsch!) almost 12 years ago
I agree it is the simple things that make the difference. I like Silvia's humor way of going about it.  Great post!!
Posted by Provadus Home Loans, Technology bringing you home. (Provadus Home Loans) almost 12 years ago
I love the timeline idea.  I sometimes struggle with how to present what is a LOT of information in a way that isn't overwhelming to the seller.  In my packet is a chart that shows the basics of how a deal works once the contract is in place - a chart like this would make an admirable addition and solution to that problem.
Posted by Tricia Jumonville, Texas REALTOR , Agent With Horse Sense (Bradfield Properties) almost 12 years ago
Tricia, I like your idea too!  As a result, I'll be working on my own chart showing the transaction process.  That is unless you care to share on here???
Posted by Richard T. Dolbeare, R(B), ABR, CRS...Hawaii Multi-Island Specialist (Keller Williams Realty Maui) almost 12 years ago

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