Anatomy of a Sales Presentation

INTRODUCTION:
YOU ONLY GET ONE CHANCE TO MAKE A FIRST IMPRESSION, make it a good one!

Initial email of introduction.
Phone call follow up to set appointment.
Confirm appointment.

PREPARATION FOR THE INITIAL BROKER MEETING:
WORK IN STEPS

Be on time.
Have paperwork readily available.
Introduce yourself.
Be professional.
Ask permission to meet with additonal realtors.

PREPARATION FOR THE OFFICE PRESENTATION:
CLUTTER EATS EQUITY

Brief | Extensive...Know your time allotment.
Casual | Formal...Know your office style.
Fill it with Personality…YOURS!  Be true to who you are.

KNOW YOUR OBJECTIVES:
STAGING IS NOT ABOUT DECORATING YOUR HOME, IT’S ABOUT SELLING YOUR HOME

Why STAGE?
   What is it?
   What are the benefits to REALTOR to SELLER?

Why YOU?
   What’s unique about you?
   What sets you apart?

PRESENT YOUR PRESENTATION:
AGENTS ONLY KNOW WHAT THEY SEE, NOT THE WAY IT'S GOING TO BE

Keep it Simple.
Keep it Brief.
Keep it Relevant.


PROVIDE A CLEAR CONCLUSION:
"WHAT'S IN IT FOR ME?"...ANSWER THE UNASKED QUESTION.

Be flexible.
Be alert.
Be prepared.

THE CLOSE:
Ask for the invitation to check back...keep the door open.

My Lesson on Building My Brand

My husband is a career salesman...for the past 20 years he has been making presentations to national companies around the country and internationally. 

He has introduced products into previously untapped markets and he has built brands.

I knew I was a Home Stager, I hadn't thought of myself as a sales person.  Now I realize that is exactly what I am in the process of being.  Before I can step in to give a consultation, present a bid, or stage a home, I must first make a great impression on you to purchase my product.

•I am my Brand
•My product is Home Staging
•I am currently not on the shelf of any market.
•My target market is Real Estate.
•I am a free agent.
•My only boundary is the boundary I set for myself.

My husband's approach to promoting his brand will not be the same as my approach to promoting my brand. My approach will not be the same as yours, nor yours the same as the Home Stager sitting next to you. However, there are some basic priciples that we can adapt.

I was waiting until my presentation was "perfect"...I was wrong
...It will never be perfect.

I thought I would need to be flashy! ...I was wrong
...There was no time to bring out bells and whistles.

I thought I would be presenting in a lecture hall....I was wrong
...We sat around in a conference room around a conference table.

I thought I would would be given an hour to share my presentation...I was wrong
...I was scheduled to fill fifteen minutes.

I thought everyone knew what Staging was....I was wrong
...I was given the opportunity to educate on my product (Staging) and my brand (Blue Ribbon Staging - ME) in particular.

I thought every agent was a listing agent...I was wrong.
...I learned the value of building relationships - today’s buyer’s agent, may be tomorrow’s listing agent!


Use every opportunity.
Knock on doors until they open.
Walk through all the open doors.
Be the best YOU you can be.

YOU are your best advertisment!