9 Biggest Mistakes Realtors Make in Their Presentations

Are you losing sales you feel you deserve to make? Perhaps you are making one or all of the 9 biggest mistakes Realtors make! If you realize the importance of great speaking skills check out Lady and the Champs How To Speaking Conference 2012.

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Then see if you are making the 9 Biggest Mistakes Realtors Make in Their Presentations

By Patricia Fripp, CSP, CPAE

Good real estate sales professionals are incredible. Like Hollywood actors, whenever they open their mouths, they are putting themselves and their company on the line, taking a risk in the hope of a favorable outcome. Just like actors, even the best, most experienced salesperson can use some coaching and polishing now and then.

Here are the 9 most common mistakes that my sales clients are making at the beginning of our coaching sessions. By the time we’re through, they’ve learned how to avoid them.

1. UNCLEAR THINKING.  If you can’t describe the objective of your interaction in one sentence, you may be guilty of fuzzy focus, trying to say too much at once. You’ll confuse your listener, and that doesn’t make the sale. Decide exactly what you want and need to accomplish in this contact. What would be a positive outcome? For example, imagine that a busy executive says, “You have exactly ten minutes of my time to tell me what you want me to know about your company. In one sentence, tell me why we should list our home with you for when I talk to my spouse this evening.” At any stage of the sales process, you should know in advance why you are interacting, what benefits you are offering your prospect or client, and what you’d like the next step to be.

Sales Presentation Skills Expert Patricia Fripp

2. NO CLEAR STRUCTURE.  Make it easy for your prospect to follow what you are saying, whether in a casual conversation or a formal sales presentation. They’ll remember it better–and you will too. Otherwise, you may forget to make a key point. If you waffle or ramble, you lose your prospects. Even for a conversation, mentally outline your objectives. What key “Points of Wisdom” do you want the prospect to remember? How will you illustrate each point? What colorful examples will your prospect be able to repeat three days later? What phrases or slogans do you want to guarantee they will repeat afterwards? You speak to be remembered and repeated.

3. TALKING TOO MUCH.  Realtors often talk too much about themselves and their service or their company. They make a speech rather than having an exchange or interaction, otherwise known as conversation. The key to connecting with a client is conversation; the secret of client conversation is to ask questions; the quality of client information received depends on the quality of the questions–and waiting for, and listening to, the answers! In fact, a successful encounter early in the sales process should probably be mostly open-ended questions, the kind that require essay answers rather than just “yes” and “no.” And don’t rush on with preprogrammed questions that pay no attention to the answer you’ve just received. Learn to listen, even pausing to wait for further comments. Silence draws your prospect out. Continue reading ‘9 Biggest Mistakes Realtors Make in Their Presentations’

Posted by Patricia Fripp, CSP, CPAE in Fripp Speaking Schools & Events, Public Speaking & Presentations, Sales Presentations.