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What Olympic Sport is Your Listing Presentation?

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Melissa Krchnak

By Melissa Krchnak

I obviously am not an expert in what anyone else’s listing presentations are like, I only know mine. Yet I heard someone talking about the Olympics recently, and with my market’s emphasis on the need for more inventory, it got me thinking. Is your listing presentation like watching cycling or gymnastics?

I can dig both, and yet I watch them with a different level of interest. See, I can put cycling on and read a book or cook my breakfast or check Twitter. I know I probably won’t miss anything major and I’ll look up every now and then to see who’s ahead. With gymnastics though, it goes from one event to the next so fast. I’m so engrossed with how competitive it is, that I have to keep my eye on the TV or I’ll miss something great. So, is your listing presentation creating lots of interest with a fast-paced and quick finish? Or is it uneventful and lasting for hours?

My suggestion if it’s dragging on? Hit the high points, move through each piece effortlessly, and put a bow on it in 45 minutes or so. Any longer and you’re losing them. Remember what your mom used to say about visiting friends’ houses? “Don’t overstay your welcome!” Just get your agency and listing agreement and get out. You can get disclosures signed, pictures taken, etc., another time. This is strictly presentation time.

So, are your clients watching cycling or gymnastics when you’re presenting?

Melissa Krchnak is the assistant team leader for Keller Williams Realty in Rancho Cucamonga, Calif. Connect with her at kwrancho.com.

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Comments 1

  1. Excellent points and all very important but another detail is missing; what Olympic sport does your client want to watch? If you can pace your presentation to match the expectations of your client, THEIR response will be optimized.
    It’s tricky to do, and requires close observation but it can be done quickly, within the first few minutes of a meeting. By watching and pacing with the client, you can develop a delivery matching the rhythms and expectations inside that clients comfort zone.

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