Have you ever had a real estate presentation just flop and you aren’t sure why?
Where have I seen the biggest struggle?
Presenting Agency
If you are really good at presenting agency, it puts money in your pocket.
Most agents start off their presentation well and are building value and building trust until they get to the agency portion of the presentation…and everything changes. Their energy, eye contact, demeanor, and voice change, and this change can result in losing the trust of the prospective client. Ultimately the agent ends up not presenting agency because it doesn’t feel good.
This leaves the agent feeling very vulnerable – and they just stop prospecting.
Up your Presentation on Agency with these 4 points
Use these four action items to improve your agency presentation.
- Change your mindset to “I am a professional real estate – and professional real estate agents present agency.”
- Clarify your understanding – Fill in the gaps you are uncertain about regarding agency and find the answers from your broker. Knowledge increases confidence.
- Create a consumer-centric script that couches the agency conversation.
If I am speaking to a buyer, I might say “Mr & Mrs. Buyer, you are really lucky because in this state we protect buyers, and part of the guideline is that every agent is required to have a conversation about our relationship on the onset of this relationship. This information protects you. May I have this conversation with you now?”
In this conversation I have done several things:
- Assured them that this is a good thing for them
- Stated I am a professional real estate agent and am here to protect them
- Informed them that every real estate agent must do this. If they have been talking to another real estate agent that hasn’t presented agency, I have just created a gap between myself and the other agent.
- Practice – Practice – Practice your script. Find a buddy to practice the agency script until it feels natural.