← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 902: Stop Using Generic Listing Presentations (Do This Instead)
00:14:15
Loading summary
Transcript1 lines
- [00:00]
A
I'm going to show you how to build something this week that hands you a custom listing pitch in 10 minutes for every appointment you take. Not a template, not a generic PDF. A pitch built specifically for that house, that seller, that situation. You build it one time, you use it for a very long time. Foreign. This is your daily real estate. I'm Tristan. This podcast has now been going on for about two and a half years. It's a YouTube show as well. So if you want to watch me, go to YouTube. If you just want to listen to me, well, do it on the podcast. But let's get into it. You know why most agents lose listings? It's not the price, it's not commission. It's the way they walk in. You know, you. You've heard that, you have a few seconds to make that impression. I think they're right on. And they sound like every other agent that the seller has already talked to. Name intro. In fact, sometimes they're even using the same comp, the same company to run the comps. Same closing line, hey, I'll work hard for you, or whatever it is, right? Sellers can smell a canned pitch from a mile away. And I have that personal experience because a seller years ago told me a similar thing, and it made me change. It made me change a lot on the back end. I'm like, wait a second. I sound like everybody else. Here was the thing. This one wasn't for sale by owner. Called him up. Like I was calling all for sale by owners at the time. And I did my. And this is even. This isn't even in person. It was over the phone. I did my thing over the phone. And then the. The seller said something. He said, tristan, I have a question for you, because you're. You're not the first caller. You're like. At that point, he had many. He said, do you do all realtors? Do all real estate agents go to the same school? School? I'm like, what do you mean? He said, well, you guys all sound the same. You're telling me the same thing. And literally that moment, because I remember where I was sitting and. And I remember the whole situation. I was like, you know, we all do typically go to the same types of scripts. It's interesting. And then I changed it right there. I got the appointment. I went to his. I went to the house, and we sat there. And I always found that very interesting because I don't want to sound like everybody else. I don't want you to sound like everybody else either. The fact is, most Sellers if they're comparing you to somebody else special. If you're doing for sale by owners or expireds, they've heard it three times this week. So the agent who walks in with a listing that sounds completely different and looks different and you feel different, right? Like you already understand the situation because you want to connect with them. Like, the pitch was made for this specific house, not pulled off of the shelf, and it's generic. Problem is this. You don't have four hours to customize every presentation. I know because we've done this before. I had a brokerage that where they would customize all the stuff for the agents. It would take a long time. And most agents are busy. We're not just going on an appointment every month. We're doing so many other things right, Marketing and calling, prospecting, open houses, doing our own Instagram and Facebook. It gets crowded. So you don't want to spend hours on something like this, at least not hours every time you have to do this. So you do what most agents do. You typically give the same presentation, and you wonder why your conversion rate is sitting below what it should be, right? When you know it could be around 70, 80, maybe even higher in the percentage. So here's what I want you to do instead. And I'm telling you, this might be probably the most powerful thing you do as a listing agent in. In the next month, maybe two months, maybe a little longer. All right? I want you to build a Claude project or a chat GPT project. And if you don't know how to do it, we run the workshop. It's AI.abrilliant tribe.com you can go in there. I think it's one of the mini courses, but we're always teaching on this regardless. Claude Project, ChatGPT Project, whatever AI tool you're using, both of them have this feature. It's a project. I don't want you to run a prompt. It's not something that I want you to have to do every single time. Because prompt people be like, where did I put that prompt? Prompt. Damn. Is this prompt the right thing is this is going to go through a process. It's a workspace that remembers everything. You teach it. You upload files once, you write custom instructions once, and every conversation inside that project uses all of it automatically. Stay with me on this one, because the next part is where it gets good, but it can also get a little confusing. So you're going to upload three things into this project for now, just three. I wanted to keep it as simple as possible. First, your three best list, listing, presentations. Tristan, I don't have three. I only have one. Well, you're gonna have to borrow two more from somebody. Because the thing is, ChatGPT or Claude or whoever, it needs examples. So I want you to upload yours. Maybe your friends, maybe the Office's one. Even though it's templated, I would love for it to be your new one, maybe an older one. Just do it. Pick the best ones. The actual deck or the script that you use if you can't find the actual deck. Now, if you only have one good one, good one, that's yours is better than zero. Upload that. The system is going to learn how you structure a page. It's going to look through page one, page two, the progression of this, the hook, your value, props, the way you walk through the comps. So have the comps in there. And the way you close. What's that at the end? Second, upload your CMA methodology, whatever that is, if it's one page, two pages, but not just numbers, the way you explain the comps, and hopefully you have something that explains the comps on, like, four or five pages. And if you don't, well, now would be a good time to write it out or to type it out. Why? Because you're working on this for you. You're building this project so that in the future, you only have to spend a few minutes instead of spending every single time one, two, or three hours. I need, when you upload the comps, I needed to have the way you adjust for different conditions, the pool, the roof age, all these little things, if you can. If you don't know where to start, go to ChatGPT. Build one out. I wanted to know the way you handle the seller who thinks their house is worth 10% more than the data. Your CMA story. You know what helps with this one? At least with us, if you have scripts, those scripts that you use that you know work, not just random scripts, the ones that have your voice, the ones that sound like you're the one saying these things. I didn't say it wasn't going to take work. It'll take work up front. The narrative that you use to explain these numbers in the situation, that's the key, all right? So remember that. That's number two. Number three, upload your objection library. Every objection you ever heard, whether it's about commission or something, hey, we want to wait until spring. Or we have a friend who's an agent, but Tristan Zillow says it's worth more or the neighbor sold for 50,000 more. And I wanted in your words, because I know what you're going to do. You're probably going to go to some coaching organization, download those scripts, upload those. It's a start. But I really would like for it to be yours and I have mine that I've built over a long period of time. I don't recommend everybody does this, but a hack would be you go to Claude or ChatGPT, you tell it who you are and you say, hey, write me some objection handlers in my voice that, that I can read. And then you read through those, tweak them, and now you have something right in your words, the way you actually say it on an appointment, and then you write the custom instructions. Now here's the hack for the custom instructions because every project needs custom instructions. So so far you're still with me. I hope custom instructions in the project are uploaded so that it knows what the project is and how to handle everything you're uploading. So the biggest hack for this is just have ChatGPT or Claude write the instructions. Now, the instructions for ChatGPT can be a little bit different and the instructions for CLAUDE can be a little bit different. So my suggestion is when you go into claude, if you're using claude, start and say, hey, I'm creating a project for a listing presentation and I need custom instructions because I'm about to upload objection handlers, I'm about to upload cma, some examples, and I'm going to upload a listing presentation. Can you build this out for me? And then it'll say, yeah, I can. And do the same thing with, with ChatGPT, but it'll have the instructions and then it'll give them to you. Now, if you want to write them out, great, I would suggest you do that because that's exactly what I did. And this is where most people quit. So I don't want you to quit here. If you want to just minimize the instructions and just write them in the way you'd explain it to, to somebody that you're explaining your business to, that's awesome too, right? Whatever you want. I'm a listing agent. In my market, I sell 30 to 40 homes a year. My functioning is this. My average list to sale ratio is 99%. But I try to write the way that I talk in short sentences, not corporate speak. Unless that's you. Every presentation to me needs to feel personal and it needs to feel like it has a connection to the seller. So those are the Instructions, that's it. See? Easy, easy. So don't overthink that. Right, that's going to be your engine. Now here's how to use it. Every time you get a new listing appointment, you paste in four things. And this is after you've got the instructions in the instruction section of the project. You've got now those docs that we said. Add those, which was what? The cma, the listing presentation and the objections. Well, you've got that, it's all ready to go. Now when you get a listing appointment, you're going to paste in four things. You ready? The property address, whatever you know about the seller, their motivation, and the closest three comparables. Right. Those things. Then you ask it for a custom presentation. Say, hey, give me a custom presentation based on everything you know here. And a custom objection prep document based on what you know about the situation. Let me tell that to you again. Add a custom objection prep doc based on what you know about the situation. How easy is that? That's all you're saying. So once you've uploaded those four things or you typed them in, whatever, if you copy pasted it from somewhere, then you ask it for a custom presentation and a custom objection prep doc based on what you know about the situation. 10 minutes, you're done. The output isn't perfect. Now you're going to edit. You might go through another re prompting and be like you're close. Not yet, but you're going to get better at this. And I don't want to add more to it, but if you want something that looks like your brand in the project, in the files you would upload, what your logo is, what your colors are, the brand kit. Right? But still, most of the time you're still going to need to tweak a little bit. But now you're starting 70% better. Maybe you're starting 80%, 90%. I mean we're to the point where we're in the high 90s. I typically just have to tweak a couple of things. And now I'm taking about 15 minutes for something really beautiful. Instead of going in for an hour, two hours, having to wait for somebody else to do it, that's how you have to take a look at this. The presentation then sounds exactly like you and it's directly connected to the person that you're presenting to. And let me make this point super clear. The reason this works is, isn't because AI is absolutely amazing, but it is. But it's because you trained it on your specific way of doing Your job. And the more you add along who you are, all the, the instructions and the docs, the more it understands you, the better output it's going to give and the faster it's going to give it. So you've captured your brain in a workspace. This workspace specifically is for the listing, right? The listing presentation and what this looks like the output. That's why it sounds like you and not ChatGPT. And this is where you start expand on this. Because once the project is done, you can start adding other things to it and say, hey, I saw this other listing presentation that I really like and you give me an output like this, but add this little piece to it. And don't forget to stick with my branding because you've got my brand kit and my logo. Now I have agents who've set this up just in the last two weeks and they're like, Tristan, this is absolutely insanely amazing. Not only does it sound like me, but it also looks like my brand. Like it is on point. I mean, I've had agents tell me they used to spend three hours preparing for this stuff and now it's down to 25 minutes and better quality. You know why? Because it's, it's specific to the person that you're talking to. I had somebody show me that the front page of their listing presentation is they're adding images of the local area of wherever they're pitching. So if it's a metro area, if it's on the beach, if it's mountains, like, how crazy is this getting? You have to start at one point. So project Easy, project in ChatGPT, project in Claude, give the instructions, upload the files. Hopefully you get to the point where you upload your brand, your brand kit logo and then you give it those four things and then you let it rip and see what it starts giving you. The whole point of this is just to start using projects so you can create better quality content. So it's about. Anyway, if you found this useful, please let me know. Share this with somebody. If you found any part of this confusing, just reach out to me. I'd love to see you. In the AI workshops, we go over this type of stuff and some of these are pre recorded, so you'll get these little mini courses as well. So we'll train you how to do this stuff step by step, sharing the screen. Have an awesome day. Thanks for tuning in.