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What to say on a listing presentation and exactly what to do. Today I'm going to be going over my listing presentation. Also, if you want to know what these boxes are for and what's inside of them, watch the previous video because it's going to tell you what is inside of these boxes. Just to let you know, I drop off these boxes depending on what the appointment is for before my appointment with a seller because I want to win before I arrive and the video will tell you what these contents are. Okay, so first of all, I'll do another video which tells you kind of the phone conversation to have it. This is, I'm there, I'm sitting down, I've already greeted the seller. First thing I did was given them, said something nice about them particularly. Right. And complimented something on their home and shook their hands, engaged in conversation. Prior to that appointment, I had already sent a text message, I had called them and they had watched a 13 minute pretty marketing video before I even got there. Now the reason this marketing video before the listing appointment is so important is because the marketing video talks about things that most agents aren't talking about. It talks about social media and how we get hundreds of hours of watch time, thousands of engagement, hundreds of thousands of views on all the marketing videos that we do, how we can target buyers both locally and out of the area. It talks about geographic targeting, how we are digital marketing experts on the importance of that and how it will affect how much money they make, how quickly their home sells. It also has information about my team, my designations, and it's basically letting them know what they can expect from me before I get there. This marketing video is so important because it ensures they actually meet with me, especially if they're meeting with multiple people. Because this box, all the contents in this box as well as that marketing video is helping them understand what the other agents should know or don't know and also what questions to ask other agents. Okay, so I'm just going to say the names are S and B, okay for Sally and Bob. And I'm going to pretend like I'm on the listing appointment. And now we are going over the presentation. Now understand this, once they watch the video and they got all the contents in the box, I mean I, I've rarely even had to do a listing presentation because I won before I even got there. I won before I arrived. And what I would ultimately hear from sellers is, oh my gosh, Krista, nobody else did this. You're the only agent who dropped off all this stuff. We loved your Book. We loved your videos, we consumed your seller course and we are all in. I also drop give them a direct link to a course that I've written for sellers on the steps from selling from A to Z. There it's about 45 minutes of content that tells them exactly how to sell what they need, blah blah blah. Okay, so this is an example of the listing presentation. I'm going to be looking at this while you can see it on the actual screen and this is what I go over. Mr. Mrs. Seller, we understand how important it is for you to sell your home. It's one of your most important assets. In most cases we find that it will be the most important thing that you ever do and it will either make you the most amount of money or you can lose it. So what we do is we understand how important educating ourselves is as to what is happening both locally and nationally. So we can properly come up with a great plan. Together we can strategically sell your home for the most amount of money with the best terms as well. And so we educate ourselves about what is happening. We will get information from different various sites like Keeping current matters, Keeping current manners in the news, Digital Marketing Institute, nar.orgCoreLogic, pulse, Nomics. We get information from there and then we will change or adapt how our marketing is. Also we're going to be one of our listing process formula all the things that we do online from text messaging, social media, paid ads, printed materials, virtual open houses, 3D tours, production, professional videography and photography, what smart signage is, how important a website listing is and how important online in the syndication is. As you can see, according to the national association of Realtors Home Buyer and seller report, 72% of buyers utilize social utilize their phone in their home search. Okay? Also 43% of agents used an open house but only 12% of agents used video in their marketing. Now what I'm trying to do here is number one, I'm backing up data. I'm letting them know that 77%, 2% or more buyers use their their cell phone. I'm going to show you in a minute why that's important because I'm now going to show them what I give how I market their properties. Their buyer can access everything they want to, right from their cell phone. Okay? Also I'm showing how how agents market their home but how it's completely opposite of how buyers do, right? Agents, 43% of them use the website. Only 8% of people, 12% of agents are using video, right? And because I want to show that what most agents are doing is ineffective and does not work. Okay. Also, where buyers purchased the home that they came from that they actually purchased. This right here, Mr. Mrs. Seller, as you see, it shows that only 4% of buyers found their home from an open house or from a yard sign. Only 4%. So I find it really interesting why, you know, so many agents are doing open houses and because buyers are not finding homes that way. But we have found from our extent to the free search, that's the reason why agents are doing things like open houses is because they haven't been taught. In this highly comprehensive digital marketing strategy that I'm about to show you right now, we know how important it is to educate ourselves to stay top of what's happening. And I am an expert digital marketer. I have spent over $1,500,000, that's the truth, true statement. Educating myself on marketing strategies to be able to get your home as much exposure as possible. And now I'm talking to you as an agent now right here. It says we don't recommend open houses because they are ineffective. Remember we said only 4% of homes sell with open houses. If you're doing open houses, don't put that in there. In fact, because of the new changes with nar, I think it's really important to do open houses because a lot of buyers do not have representation or they haven't signed a buyer agreement. And so now open houses can be very effective. But you need to be honest about that with your seller and let them know that, you know, really buyers are finding their homes online and that the open house really does benefit you more than it does the seller because you can meet neighbors and you can possibly meet buyers. But as you and I both know, and this is what I used to say is that buyers are open houses are your aren't your neighbors and they're looky Lou. Typically if a buyer is a serious buyer, they have been pre approved in a specific price range and they have an agent that's working with them to show them your home on their time frame. That is why open houses typically are not very effective. And I also let them know, out of selling 2,300 homes, I think twice, have I ever sold a house twice. Touring in Pookin house, in fact. Also, how is your potential buyer purchasing the home search process? Home buyers are split 50% of their search on desktop or laptop, 50% on mobile. So I show them that 50% of buyers are actually looking from their mobile device. And I show them that our signs actually Have a textable feature where the buyer can actually receive a, receive the entire website, everything on their phone. Then I show them that when a buyer actually texts this number, right, Text our dream home to this, this number, I actually get a message. I get a text message and I get an email that has the person's phone number on it that says that they are interested in the specific property. Why is this important? Because I want the seller to know that when buyers call, the best person to talk to them is me. Because I know more information than anyone else does about their, their house besides them. So then I show an example of what that looks like, right? And then what I do is I actually grab the seller's phone. I say, do you mind if I show you? I put in the phone number, put in the text feature, and then voila, what pops up? All of the information that I'm going to be able to do for them, for their home. Okay, so here, Mr. Mr. Seller, if 50% of buyers are looking for their home online, I know how important it is and they're 50% are using their phone. I make sure that the way that buyers are looking is the way I'm marketing your home. As you can see, I grabbed their phone. Then I show them all of the things that you can see here. I show them how many pictures we're able to do. I show them, I'm able to talk about what the schools that are nearby. I show them that I'm able to do a virtual tour of the property. I'm able to do a dollhouse, you know, three 60 degree retour. I show them how we have all the video on there, all the pictures and as much information about their home, the area, the schools, everything with on the phone, the way buyers are looking. Okay. As you can see, Mr. Seller, there's plenty of pictures. As you know, research shows that the more pictures people have, the more that we have for your listing, the more people will at it. In fact, most people won't even look at a home if there aren't pictures. And we use professional videography, professional photography, because my job is to make sure that your home, they know about it. And the more exposure I can get, the better. I also show them how we optimize the property description to get search engine optimization. So as you'll see, Mr. Mrs. Seller, we have very rich descriptions of your house. With the more description and the more key buzzwords that we're able to do, we get higher SEO, which is search engine optimization, which means that when somebody is actually looking for your home online, your listing is more likely to show up. Also because we utilize video and we take these videos and we put them on our YouTube channel, we put them on our website, we make a specific landing page for your home. All of that helps Google actually show your home when people are looking. And that's the reason why we do all of that. So I show them all the different things that, that they can actually, the buyer can actually access right on their home. Like places, best places to live in Brentwood. Information about on here we've got the economy, the cost of living, weather and climate. Voting population tells them everything right from their phone. The sellers are really, really impressed by that. Also Mr. Seller, believe it or not, we also market your property on Craigslist. This might seem pretty old school, but you would not believe how many people are yes, even looking on Craigslist. 58% of buyers, future buyers are using their smart devices. Again, just showing them why we are making sure that we utilize social media, utilize their phone. In the search, more and more eyes and activity are online. So I'm showing them how many people are actually using the Internet. Okay, now the next thing I go into is I show daily hours on social media. I'm showing what, what how much the average person spends a day or a year on social media. I show them that Facebook is the most widely used platform on social media. Three plus billion monthly users, 37% of the world's population is on there. I show them how organic reach is declining. Look at this. From 2018 it is only 1.52% of organic traffic is being seen. The reason this is important because I show them how I'm able to get hundreds of hours of watch time, thousands of views because I pay to get exposure. Attention is currency. Mr. Mrs. Seller, the more more eyes I can get on your property, the more better terms the more money I can get you. So because only 1.52% of traffic is organic, I am going to run paid ad campaigns on social media sites like Google, Facebook and YouTube to make sure that I am putting your home in front as many prospective buyers and sellers as possible. Also, the more people in the community that I can get to see your home through paid advertisements. People know people. So it might not be the exact person that's looking with a friend might refer them or a family member. Social media growth from 2017 to 2025 we are showing again 4.27 billion people utilize social media. And then we are showing how we prioritize social media and how we maximize Social media to be in front of it as many bars as possible. The right way. Here we say that only 16% of agents use social media. We show them that we are less than 1% of agents utilize social media the right way. And we are doing that through target marketing, through pixeling and retargeting. Also, Mr. Seller, we syndicate your listing on thousands and thousands of websites all over the place. A lot of agents are doing open houses. That's them. And we're doing a virtual open house all the time. Our house is out there with the beautiful video on it. Then I show them examples of what the ads look like and it shows that it's sponsored. Here's a few examples, Mr. Mrs. Seller, of other campaigns that we have done on social media. Okay. And then I show them the results from our marketing. And as you can see here, it shows that we had 16,000 people reached. We had 603 clicks. We had 7331 views. Another one reached 132,000 people. We had 460 reactions. We had 79,000 views. This property right here, we reached 92,000 people. We had 41,003 second or more views. We had 263 hours of watch time just on this one video. Mr. Mrs. Seller, go. We can show you the results of Zillow. Zillow often only gets several hundred views. But because we are expert digital marketers, we expose your home. We pay for attention because attention is currency. That's the reason why people, during the super bowl, google and homes.com, they spent $7 million for a 30 second commercial because they understand the importance, Mr. Mrs. Seller, of exposure. And that's what we're going to do for your listing. So again, we're just showing them the results that we're getting. 85,000 people, 317 hours of watch time. We're letting them see. Okay, how do we get those results? We get them through paid target ads. Again, we pay for exposure because organic doesn't work anymore. We're also analyzing where buyers are coming from and we are marketing and targeting those areas. Also, Mr. Mrs. Seller, we will deliver over 500 to 1,000 just listed cards. Here's some examples of just listed cards so that your neighbors know people often know people that want to live in your area. So we will be doing a whole campaign to your neighbors, letting your neighbors know that we've listed your home. You would not believe how many referrals come for that. Now make sure you have examples of just listed cards with you. Make sure you also have examples of your flyers that you do. If you have other just listed cards from other homes that have sold in that neighborhood, make sure you bring those so they can see that you've sold other homes in their neighborhoods. You're more of an expert. That's important. We also show them how we do a neighborhood letter. We drop off anywhere from 200 to 300 letters with a QR code that goes directly to their property website. We also utilize the QR code and we digitally market their own personal property website to the neighbors and everywhere else throughout, throughout the web. And we let them know, hey, we noticed that a lot of your neighbors are interested in what's selling and what's buying, what's new. If you want to help market the property for us, we tell them exactly what's going on. Also, Mr. Seller, we do four page colored brochures both inside of the home and outside. Remember, we also have the digital flyer that somebody can text and when they text us, they actually get an example. They get your listing sent right to them and I get notified so I can call the buyer right away. But of course we still do normal, regular, you know, four page colored brochures and I will show them examples of that case so they can actually see examples of it. You also have examples of it in here. So again they can see what it is. And we show them how we have the text feature on there as well. Okay. Also we use list reports. Mr. Mrs. Seller, my job is to get your home in front of like anything and everything a buyer could be looking for. If somebody's interested in the outdoors or golf clubs, list reports, give them, gives them that information. I can also take this information, I can use it to market your home in multiple different ways. It also shows them what's nearby, gas stations, schools, you know, coffee, gyms. We're letting them know what is nearby your home. And if you'll notice, Mr. Seller, it says, you know, 1, 2, 3G street, your address will be there and we will show them exactly where everything is in relation to your home. Pro tip, have that already done. Okay, you're going to go to list reports. You're going to put in their address. You're going to, so they can see that you actually did some homework and you're, you're using this to also market their home. Also we're going to let people know about the different restaurants that are here, the school scores, where the schools are and how close they are. And Mr. Mrs. Seller, I know that some people get worried that what if my School scores are low. Here's the deal. You want to educate buyers and let them know that before you go into contract, you don't want to go into contract. And then they find out the scores aren't good and then they back out. Because whenever you back out or a house has been on the market too long, it can really affect the value of your home. So more information is better. So don't worry about that. Okay, then we're going to show 72% of realtors report high quality photography helps them win more listings. And I show them examples of the different type of photos that we have now. Again, I would bring this with you as well, right? You want to show examples. The more you can show and not tell, the better on a listing appointment. Okay. Then we show us versus them. We show how we this listing, we took it over, it didn't sell, we took it, we staged it ourselves and voila, you can see the difference. So show them before and after pictures, before and after pictures of other properties that you've done. Show them again, here's more examples, show them the difference. Like if you have any stats. So for example, I would always ask them, has your, you know, how come you're listing with us or how come you're calling us? Oh, my house is on the market for X, Y and Z. I will go and then research it. Right. Anytime you ever take over a listing from somebody else, look, screenshot the old listing. See how long it was on the market, what it was priced for, it didn't sell. If you take it over and you market appropriately and you see, stage it and all of a sudden it sells more quickly for more money or whatever happens, save that information and bring that with you on the listing appointment so you then can show sellers. So you can again show, not tell. Okay, lots of examples in here of before and after pictures. Also we'll be giving you something called the seller seller success. Work with seller homework. And this is going to give you have you tell us anything and everything about your home so I can market it appropriately. So the more information that you give me, Mr. Mrs. A team effort. We want to work together in this because I want to be able to put all that information on multiple listing service. I want to don't use mls. They don't know that. They don't know those words. I also want to put it all over the Internet. I want to put it in the description so I can get higher search engine optimization, higher SEO and for example, if somebody's, if, if I market your, your Your floors. And I say they're hardwood when really they're not hardwood. Maybe they're linoleum or maybe they're pergo. That could be a huge potential lawsuit. So I want to make sure that I know anything and everything about your house. Also, Mr. Mrs. Seller, you know more about your house and what you love about it than I do. So the more you give me, the more I can then pass on to the buyer. So we're going to be giving you seller success work, seller homework where we ask you all the questions about anything and everything about, about your home. So that's pretty much it. Okay. I will tell you this, people. It should really give you an idea of I'm winning before I arrive. I'm winning before I walk through the front door. I am showing. They're getting this box with, you know, the marketing plan, the seller guide, the seller book. They're getting a copy of the actual listing presentation. And I don't even have to go over the listing presentation because they say to me, oh my gosh, nobody else did that. I watched your video. I read the book, I send them a seller course. I watch the seller course. Now I know some of you are thinking, well, Kristin, nobody's going to do all that. They're not going to spend two hours going through your seller course. They're not going to spend an hour reading your book. Yes, they do. Do you know why? It's one of their most expensive financial investments. They're going to either make or lose more money than anybody else and I with anything else. And they are obsessed with it. I often hear, Krista, I binge to watch you. Okay? And the only thing that's coming up is, you know, what do you charge? Okay. So when I say X percent or X fee, which is typically a higher than most, they say, no problem at all. Okay. And if they say, well, will you negotiate that? I say, no, we don't. And they say, okay, I don't explain why. My listing presentation, my marketing presentation, my whole, you know, strategic framework and plan that I'm going to put in place to market their property and sell their property. It speaks for itself. So if you'd like to make sure you watch the video before this because it will tell you what's inside this box. And if you would like to learn more of these type of strategies coming from somebody who has sold over 2,300 homes on twin the transactions, then click the link and in the notes there will be a link to a three day event where you talk about social Media, Video Digital Marketing how to you can stand out as the go to community market leader area. It's a virtual. It's less than a cups of Costa, a few cups of coffee and you'll be with me for five days going over these types of strategies. Okay? Make sure you subscribe. Let me know what else I can create for you and I will see you next time. Hey there. If you want to learn how to dominate your market as a real estate agent, how to sell more listings and stand out as the go to obvious choice, sign up for my virtual event. Just go to kristamayshore.com limitlesslistings do me a favor. This is a three day virtual event. I'm going to teach you how to stand out in your marketplace. Go to kristamayshore.com limitlesslistings and I will see you there.