Look me in the eyes.

 OK, today I’m going to write a little bit about “Listening presentations”. I actually wrote a post about this quite a while ago titled “Make your listing presentation a listening presentation”. Recently I had a listing presentation that really brought this concept home for me.

Now folks, I do want to say that all markets are different and all REALTORS® are different, so what works for me, may not work for you and vice versa.

About a year ago I bought a tablet computer. My thoughts were that I could use this in my presentations with a really nice power point show and could give the potential Sellers an online tour of all the different marketing that I do and show them how and where their properties would be displayed. Sounds like a good plan doesn’t it? Well, I have to say, I didn’t like it all.

The way I handle my listing presentations is basically to just sit down at the table and have a conversation with folks. I ask questions and then sit back and listen. My goal is to connect with them and build trust. Folks love to talk about themselves and by listening to them I am able to base my presentation on what their concerns and needs are not on me. My presentations are all about them and because of that every presentation is different. I have no script or predetermined game plan. I’m very prepared but I’m flexible.

So, the first time I tried to use my tablet presentation, I got about five minutes into it, closed it up and pulled out my paper presentation. I just wasn’t comfortable. It was too cold and regulated. The biggest problem was that the Sellers and I were looking at a computer screen instead of looking at each other. No eye contact.

What I took from this experience is that I need to continue keeping my presentations very personal. Technology is a very good thing but it can’t replace human contact. Look them in the eyes. Concentrate on them. Make a connection and build trust. At least my tablet still works well for reading in bed. What say you?

***Broker “Turner” Bryant image compliments of Craig Schiller.

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