Your Listing Presentation Means Everything In Real Estate Investing

It is totally normal to have fear when you are presenting a listing presentation with a seller, for a potential real estate investment deal. However, moving beyond your comfort zone will lead you to closing more deals and making more money. 

To help my students overcome their insecurities and gain confidence when they meet with sellers, I encourage them to focus on their listing presentation. This includes everything from making a listing presentation folder, practicing their pitch, and becoming comfortable overcoming objections.

Your initial listing presentation in an appointment where you will develop credibility with the seller. This might have started when you had an initial phone call, but the in-person meeting is really the time to build trust. 

Without developing rapport, a seller is unlikely to listen to anything you have to say. There are several important things you can do to prepare for the presentation. Your comfort with the process will show, and will help you wow motivated sellers with what you can offer them. 

1. Listing Presentation folder

Having a presentation folder definitely helps with credibility. In this folder you can have information about your qualifications, like testimonials from previous clients and examples of sellers you have helped. 

You should also have information about the seller’s property to show you have done your research. Having the basic information about their house and also details about comparable properties can impress a motivated seller and help them build trust in your abilities.

2. Practice, practice, practice  

Before you go into an appointment, have your presentation folder together and practice what you will say. If you can, ask a family member or friend to practice with you. Practicing will help you get more business.

It is also important to consider any objections that might come up. Make a list of possible concerns and how you will answer them.

For your first appointments following a script can be helpful. As you have more and more meetings and learn what works and what doesn’t, you can tweak your presentation to fit your style. 

The more you practice, the more confidence you will gain and the better your presentation skills will be.

3. Cover the Basics

Be prepared to ask the seller questions with confidence. You will need to know: 

• The condition of the home 
• How much they owe on the loan
• What they want to get for the sale of the property 
• When they need to move

Having a list of questions you know you need to ask will help keep you on track in your presentation and give the seller faith that you know what you are doing. 

Having a solid foundation of your presentation skills will help push you beyond your comfort zone and towards closing lucrative real estate investment deals. This belief in yourself will come across in your meetings with sellers and give them the confidence they need to work with you. 

To learn more about how I close real estate investing deals, start by downloading our Unlimited Funding Kit.