Virtual Listing Presentations: 5 Tips for Winning New Clients Amid the Pandemic
As iBuyers bow out left and right, real estate agents have a unique opportunity to win more listings.
Actually executing on that opportunity, though? Well, that takes a bit of creativity (not to mention technology).
Moving Listing Presentations to the Virtual World
Here’s the problem: Most U.S. home shoppers are confined to their residences via shelter-in-place and stay-at-home orders. In some cities, agents have even been deemed “nonessential.” Combined, these two conditions make in-person listing presentations basically impossible in today’s climate.
Fortunately, that doesn’t mean new listings are out of reach for agents, it just requires a little tech-powered pivot.
As we’ve seen from the uptick in virtual tours and wholly remote closings, real estate transactions don’t have to grind to a halt amid socially distancing efforts. Technology can actually ease quite a bit of the burden here — and that’s especially true in the case of listing presentations.
Are you looking to take your listing presentations digital? Here are five tips that can help:
Do extra research.
Due to social distancing rules, you’re not going to see the potential listing in person, so you’ll need to be super thorough in your research of the property.
Do a deep-dive into its history, dig up old listing photos, and floor plans, and make sure you know all the specs by heart. You should also dig into the neighborhood and recent comparable sales as well. Plan to spend a few hours more than you’d normally spend on this step, since visiting the property physically is no longer possible.
Prep a Zoom-compatible presentation.
Zoom has some pretty cool hidden features. One of them? It allows you to conduct a slideshow within your video chat. It’s a great function that can make your listing presentation more interactive, as well as more digestible for the client.
PowerPoints are the recommended method for in-Zoom slideshows, and Zoom has a whole how-to guide on how to set one up. Make sure you follow these guidelines, and go the extra mile with high-quality photos, charts, graphs, and other visual data that can really tell a story.
Do a run-through.
Don’t let technical difficulties derail your pitch. Do a run-through of your presentation — video, slideshow, and all — with your spouse, a friend, or a family member. You don’t have to go through every bit of your presentation, but make sure you test the basics: initiating the call, starting and stopping the slideshow, speaking through your computer or microphone, and using your headphones. You should also give the chat function a try if you think there’s a chance you’ll use it.
Don’t forget to make it a conversation.
Having a great slideshow and some good data to share is important, but never forget: a listing presentation isn’t all about you. You also need to interact with the client during your presentation — and that can be a bit harder when you’re miles and miles apart.
Be sure to take breaks between slides, and ask questions, talk to the seller about their goals and ideas, and get a feel for what they’re looking for both in their sale and in an agent. Use what you learn to adjust the rest of your presentation and really focus on what they need.
You want to end the call having shown them that not only can you sell their home, but that you can sell it the way they want it sold, too.
Send them follow-up assets.
After you get off your call, make sure to send the client an email with your PowerPoint slides and any other data or assets you used in your presentation. They may want to take a look back over them as they make their decision.
You should also consider sending over links to past properties you’ve sold, as well as any marketing campaigns or collateral you used in the process. These can give clients an idea of your track record and how you might market their property should they choose your services.
One More Thing
You’ll also need the right tools on your side. Zoom is a good one, obviously, as is PowerPoint. Beyond those, things like a high-quality microphone can help ensure top audio quality, while online tools like Datawrapper or AmCharts can make creating visual charts and graphs a breeze. Do your research, and find tools that can enhance your presentation as well as make your job easier while working remotely.
The bottom line? In today’s world, in-person listing presentations are no longer possible, but that doesn’t have to keep you from winning new business. Get creative, have the right tech at your disposal, and focus on learning about the client. The rest should fall in line. Do you need more guidance on traversing this new landscape we’ve found ourselves in? Check out our other real estate agent resources here.
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