Coach Dan Foster

The 2010 Profile of Home Buyers and Sellers has been released by the National Association of Realtors. It provides key insight into what buyers and sellers are looking for from sales professionals. As I read through the report this week, I focused in on the seller survey results for what services they want most and what they are looking for in an agent during this challenging real estate market.

After reviewing the report, I realized that this data is only worthwhile if we actually do something with it. In the past I’ve written about the essential elements of a great buyer presentation. So today, I’m encouraging my team to review their seller listing presentation to make sure it addresses the following:

This past week my team and I discussed what to do with listings that just will not sell. There are a number of reasons why listings struggle to sell including price, condition, location, and current buyer needs and wants. We focused our time together talking about a nine step guide to reaching resolution with these types of listings and our clients. This guide is not exhaustive and I encourage your feedback and critique. If you have a listing that is “stale” and not selling, you may want to consider the following process.

Have you ever spent valuable time with a prospect only to find out they are not qualified or unable to use your services? This can be one of the most frustrating experiences in a sales professional’s day. Yet, this seems to happen over and over again regardless of the personal cost and outcome.

This week my team and I are re-tooling and developing our buyer presentations. More than ever consumers need a brief and quality presentation on becoming a home owner. In this post I’ve outlined the essential elements of a buyer presentation and the three formats your presentation must be in to ensure the highest probability of success.