The New Ultimate Listing Presentation – Secret to Finding New Listing Leads

Here is the best-kept secret about finding new listing leads.

Most agents know what to do when a customer fills out a CMA request on his website (or calls to ask for one). The problem is that those are few and far between. Right? Right. Another concern is that most sellers who ask you for a home valuation also ask several other agents at the same time.

Why do you think that you always seem to be competing with other agents on listing presentations, anyway? Here’s why. We all use the same two age-old favorite and often touted sources of seller leads: FSBO (for sale by owner) sellers and expired listings.

Just like the CMA requests, the problem with both FSBOs and expireds is the fact that you’ll be competing for those listings with the hungriest and most aggressive agents in your market. Have you noticed? I sure have.

And while both FSBO’s and expireds are good sources for listings, those properties tend to be tougher to sell, either because the seller is unrealistic or because the property has been stigmatized by having been on the market since well before you get to list it. That makes typical listing leads lower quality and harder to win. Not a great combination.

I like getting my seller leads from a place where nobody else is looking: from buyer leads! What?! That’s right – from my buyer leads! Let me explain. According to the National Association of REALTORS, first-time homebuyers account for 40% of all real estate purchases.

That 40% number has held constant for years and shows no indication of changing any time soon, although last year with the government sponsored first time home buyer incentives, it did spike up to 47%, but as soon as the program ended, so did the spike. One thing is for certain: none of these first-time homebuyers are listing leads!

Another 23% of homebuyers are looking for investments, while 13% are purchasing vacation homes. Of the investment properties, some are bought to “flip,” while others are bought to hold and rent. The same is true of vacation home sales: many are bought to hold, while many others are step-up purchases, resulting in potential listings as well.

That being said, the best numbers from the NAR tell us that 52% of all buyers are also selling – some in the same markets as their new purchases and some in other markets – so more than half of the buyer leads that you get will also be sellers.

Here’s the little-known secret that will give you the first, and hopefully only, shot at those sellers: Buyer leads almost always find a replacement home before thinking of selling.

As professionals we understand that this is not in the correct order, but our clients typically get it backwards. The human psyche is hard-wired with a security need. We don’t quit our job until we line up another. We don’t sell our car until we find the new one. The same is true with real estate.

The key to generating an unending supply of fresh listing leads is to generate lots of buyer leads and then find the half who are selling too. In most of those cases, you have the opportunity to list a home without anyone else’s knowing it’s going to be on the market. What a huge advantage!

So over half of the buyers will either have a home for you to list or – better yet – have a listing lead you can refer to an agent in another market, giving you a referral fee with very little work involved! No picked-over expireds. No FSBOs that know it all. Just an endless supply of new inbound seller leads with no competition.

And having that endless supply of inbound listing leads is the key to becoming the dominant listing agent in your market. Now I’m going to share an added benefit of generating your own inbound customers.

Never worry about violating the “do not call” regulations again.

In March of 2005, the FCC imposed a $770,000 fine on a Phoenix, Arizona, mortgage company for violating the Federal Do-Not-Call Law. The FCC alleged that Dynasty Mortgage made 70 calls to 50 homes in Arizona and California between March 2, 2004, and January 20, 2005. A fine of $11,000 per incident was imposed on 70 separate counts, and the company was given only 30 days to pay the fine.

Curtis White, Dynasty’s president, said that his company had extensive systems in place to try to ensure that any do-not-call numbers were not called. However, some calls may have been made mistakenly because of a “flaw in the system,” and the company is now working to fix the problem.

If this example doesn’t make you think twice about cold calling, nothing will! I can remember many days of cold calling when I would make more than 70 calls! It would be easy to violate the DNC laws accidentally by calling homes that “showed” to be “okay” on the latest list (which may have been out of date at the time of your calls). And $11,000 is a huge marketing cost to incur accidentally.

So how can you be certain that this kind of disaster never happens to you? By making only prospecting calls to inbound leads! How can you do that? With lead capture gateway technology, every lead is permission-based. By this, I mean that the lead has first contacted you and given you his phone number and, with it, implied consent to market to him.

The Federal Do-Not-Call Law is very clear on the fact that, in such instances, there’s a three-month window of exemption from the date of inquiry. And your innocence is very easy to prove if you have a time-and-date stamped inquiry on file for each lead. Inbound Internet leads are the safest of all leads to call – period.

So how safe is your marketing? Do you have efficient lead capture on your website? If you don’t, the first step to becoming a dominant real estate agent is having too many customers. You really have to start there. Everything else is second to that.

Today, the lead vendors and national real estate companies are spending lots of money tapping the Internet, and if you’re going to compete with them, you’re going to have to have technology that places you on the same level with them.

What’s next? In the next chapter, we’ll start discussing the actual listing presentation that I used to list 114 homes in a single year – all at 8% or more! What’s the key to building your credibility as a listing agent?

How can you go up against the top agents in your market and come out with the listing? How can you be totally confident walking into every single listing presentation? How can you make your presentation different from every other agent’s in your market?

All these questions will be answered in the next chapter, so you won’t want to miss it. In the meantime, work on getting your technology and your advertising in place. There’s never going to be a better time to start than right now.

Tips for Conducting a Good Business Presentation

Being able to organize a business presentation entails sharing a part of you — what you think, what you feel, and how you organize your thoughts. On the other hand, being able to pull it off will lead to a lot of opportunities, whether it is for personal success, and the company’s. For whatever the reason is, the outcome of a business meeting affects the business in one way or another. In that regard, skills in presentation is imperative.

Hindrance to a Good Business Presentation

Once tasked to conduct a business presentation, the presenter himself should be prepared along with what is to be presented. Most often, the presentation is much more emphasized more than the presenter. Here are some common hindrances in having a successful business presentation:

o Fear. The most common reason for a poor business presentation is fear. The presenter must be confident, and he should have the ability to speak in a public audience comfortably. The fact is that there are more people in this world who are scared of speaking in front of a public. Considerably, speaking and sharing perspective in front of strangers can really be somewhat daunting.

o Socialization. Socializing with other people can be a way of developing self-confidence. With self-confidence comes the ability to speak comfortably in a public place. But, with the modern era we live in, this can really be a problem. Our advanced technology can be too convenient for us that we tend not to socialize that much anymore. More and more people learn how to type fast, but along with the development of motor skills come the degradation of the ability to socialize face to face.

Skills Enhancement

Here are three factors that can make you look, sound, and feel confident in a business presentation:

o Tone of Voice. When you are speaking, the tone of voice you are using is very important in making the right impression. Most often, people who want to achieve a sincere impact on an audience may prefer to sound solemn, which usually results to a monotonous and flat presentation. On the other hand, those who are too enthusiastic may sound too promotional. In that regard, setting a sincere tone of voice with enough energy in getting the interest of the audience is the key in presenting what you are really talking about.

o Confidence. Although confidence may not be a big problem for most experienced presenters, the possibility of ending with a low self-esteem should not be disregarded. The most effective, easiest, and well-known way of achieving self-confidence is making the appropriate preparations. With complete understanding and comprehension of your presentation, the presenter will be able to impart what should be presented without any trouble. The words will come out freely, as so is the case if you understand what is being said.

In most cases, employees pass up the chance to conduct a business preparation. In recognizing the hindrances along with the will to improve, developing the ability to accomplish a presentation is not impossible.

How to Quickly and Easily Conjugate the Present Perfect Spanish Verb Tense

In this article, I will assume that the reader already knows when to use the Spanish present perfect tense. Therefore, the focus of this article is how to conjugate this tense and how to conjugate it with ease. Let’s examine how -ar verbs are conjugated in the present perfect tense:

Practicar (To Practice)

Past Participle: Practicado (Practiced)

Yo he practicado (I have practiced)

tú has practicado (you have practiced)

él ha practicado (he has practiced)

ella ha practicado (she has practiced)

usted ha practicado (you have practiced)

nosotros hemos practicado (we have practiced)

ellos han practicado (they have practiced)

ellas han practicado (they have practiced)

ustedes han practicado (you have practiced)

Now let’s try a phrase or two with this verb:

Pamela ha practicado las letras.

(Pamela has practiced the lyrics.)

Hector ha practicado la natación por mucho tiempo.

(Hector has practiced swimming for a long time.)

Keep in mind, that in the Spanish language, as in the English language, the auxiliary verb haber (to have) must always precede the past participle of the verb. It is important to note that -er and -ir verbs take on a similar pattern when they are conjugated.

Recojer (to pick up)

Past Particple: Recogido (picked up)

Yo he recogido (I have picked up)

tú has recogido (you have picked up)

él ha recogido (he has picked up)

ella ha recogido (she has picked up)

usted ha recogido (you have picked up)

nosotros hemos recogido (we have picked up)

ellos han recogido (they have picked up)

ellas han recogido (they have picked up)

ustedes han recogido (you have picked up)

The student should also be aware that in addition to “to pick up,” this verb can also mean “to collect,” “to gather,” and “to pick.” Here is an example using the verb recojer:

Ella no ha recogido las muñecas del piso.

(She hasn´t picked up the dolls from the floor.)

Here´s an example using the -ir verb “discutir” which means “to discuss,” “to debate,” or “to argue.”

Discutir (to argue, debate, discuss)

Past Participle: (argued, debated, discussed)

Yo he discutido (I have argued)

tú has discutido (you have argued)

él ha discutido (he has argued)

ella ha discutido (she has argued)

usted ha discutido (you have argued)

nosotros hemos discutido (we have argued)

ellos han discutido (they have argued)

ellas han discutido (they have argued)

ustedes han discutido (you have argued)

Here´s an example using “discutir”:

Bobbito no ha discutido con su hermana hoy.

(Little Bobby hasn´t argued with his sister today.)