Sorry about the tone, I wanted to get your attention, particularly those of you who know that your listing presentation needs help.  

An Agent with three years experience just started coaching with me.  She did her listing presentation for me.  It was clear that she had never had professional help on it. 

A few keys, she was doing a two step approach.  Many good Agents do a two step.  The first step is just looking at the property and having an informal rapport building conversation with the owner in which you also subtly probe for motivation and urgency.  This Agent was sitting down and presenting her entire marketing plan, then coming back the second step for pricing the house.  This is a bad approach for a lot of reasons.  The point is that she didn’t know better.

There were almost no questions.  She talked on and on without asking a question and without checking in to confirm the level of attention and understanding.   Presentation is really the wrong word for a listing presentation.  It really needs to be called a Listing Consultation or better yet a Seller Consultation.  A consultant is continuously asking questions to understand the situation.  Then as he or she presents possible solutions, a consultant continues to ask questions for two reasons.  One is to ensure attention and agreement.  The other is to create positive (yes) momentum. 

As she was discussing her marketing plan for the property she reviewed the listing contract, and then at the end presented pricing. This structure is very weak.  There is a simple strong structure for a listing presentation; build rapport, present marketing plan, present pricing and value, review Seller’s expenses and net, review paperwork and ask for a decision. 

The point of all this for you is this.  Do you have confidence in your listing presentation?  If you don’t, get with your Broker, Manager, a Trainer, a Coach, or work with a successful Agent.  Get professional help.  Even if you think your presentation is good but you don’t have real confidence in it.  Work on it with someone that will be really honest with you about it and who can help you make it as strong as possible.  Don’t let this weakness persist.  It will erode your integrity and your confidence.