Real Estate Listing Presentation with Andrew UNAM

Introduction

• Aim: Help real estate agents get more property listings and build confidence.
• Featured Speaker: Andrew UNAM, renowned for his listing presentation.
• Objective: Share Andrew's process for successful listing presentations.

Background

• Andrew's extensive experience: Over a decade in real estate.
• Inspiration from industry leaders like Shiron and Allan Dalton.
• Andrew’s process combines insights from top professionals.

Importance of a Listing Presentation

• Critical skill for real estate agents to convert listings.
• Comparable to the "Red Zone" in Super Bowl: High stakes and potential rewards.

Development of Andrew’s Process

• Influenced by Shiron’s successful methods.
• Integration of advice from experts like Allan Dalton and Mark Stark.
• Focus on becoming useful and connecting with clients.

Key Concepts and Strategies

Listing Presentation as a "Customized Marketing Proposal"

• Shift from traditional "listing" to a strategic marketing perspective.
• Emphasizes narrative and storytelling in presenting properties.

Four Ps of Customized Home Marketing Proposal

1. Preparation
   • Quantitative Preparation: Know everything about the property (purchase history, tax records, etc.).
   • Qualitative Preparation: Develop a positive mindset towards the clients and their property.
2. Presenting
   • Engage clients with questions about their property.
   • Focus on their upgrades, decisions, and stories.
3. Pricing
   • Approach pricing as a strategic exercise, rather than just setting a market price.
4. Post-Appointment
   • Follow-up with tailored feedback and further advice.

Effective Presentation Techniques

• Start with a tour to build rapport.
• Use body language to communicate confidence.
• Ask insightful questions to involve clients in the process.
• Use a blend of storytelling and data to showcase property value.

Marketing and Negotiation

• Create compelling content (videos, social media posts) before listing.
• Use "Coming Soon" strategy for pre-market exposure.
• Discuss the detailed process of marketing and negotiation to set expectations.

Closing the Deal

• Address commission and fees clearly.
• Emphasize unique value proposition and strategic pricing.
• Encourage clients to understand the value over the cost.

Andrew's Advice for Agents

• Continuous learning and adaptation is crucial.
• Always debrief after meetings to learn and improve.
• Focus on maintaining control and comfort during presentations.

Conclusion

• Andrew’s process is proven to convert listings effectively.
• Encourages agents to refine and adapt the approach to their style.
• Final thought: Success in real estate reflects the value one provides.

Additional Resources

• Slides and materials are available for deeper understanding and reference.
• Encouragement to reach out to Andrew UNAM for further collaboration or questions.