Why Sacramento Listing Agents Do Not Need Listing Presentations

Most Sacramento listing agents deliver listing presentations to sellers, except Elizabeth Weintraub

Trying to figure out if listing agents are on the level is often a gut thing for sellers and buyers. In fact, trying to determine if any sales person is handing you a pile of crap can be difficult because so many salespeople use scripts, canned presentations, or memorize lines designed to confuse or instill fear. I’ve certainly been running across the BS when updating my website, but at least I have a designing background and formal html education, and yet they still try to snowball me.

One web designer read my featured blog on Active Rain about 7 tips for updating your website and left me a voice mail yesterday about how she “suddenly” discovered Google errors and offered help. That web designer is a big part of the reason I’ve had to pay to have my site reconfigured and then redesigned a second time. Another put my website on an old server, and reconfigured the outdated server to work with my website rather than coding my website for my own host server. Both were horrid experiences. The sales presentations were good but the performances were terrible.

I was thinking about that when I met with a seller yesterday in West Sacramento. She has been talking with several listing agents about listing her home. I could use scripts and whatnot in my business, but I don’t. I just wing it. If you can believe that, and it’s true. Every person is different and every situation deserves a custom approach. I don’t worry about first impressions, persuading sellers to do business with me, or reciting prepared speeches. I just talk with them. I listen to their objectives and questions and do my best to address.

They either like me or they don’t, I figure. Guess I’m pretty lucky because most of the time they do. During this conversation yesterday at my seller’s home in West Sacramento — and I don’t even recall what I was saying — all of a sudden the seller blurted: You’re hired. That quick pronouncement took me by surprise but what the hey, I told her that was great, thank you, and she made a good decision. Because it was and she did.

As one of Sacramento’s top-producer listing agents, I don’t use a prepared listing presentation. Oh, of course, I email a comprehensive comparative market analysis, but the rest of my visit is devoted to finding out what my sellers want and delivering. I don’t need or use props. No 100-page books, literature or flip charts. People do business with other people. My impressive track record and 40+ years of experience speaks volumes, but I am the only person who speaks solely for me. And I believe that’s what sellers appreciate.