September 18, 2012 By Pres Ⓡ Staging Resource Centre
Every real estate office has weekly meetings. Most often these are first thing in the morning but some do have lunch and learns. Industry partners such as stagers are invited to come and do presentations if what they are offering is seen as a value to the realtors. As a home stager you know the value of your services but not all realtors or home sellers do. So you need to be prepared with your WIIFM (what’s in it for me) when you make your pitch. As home stagers we are one of the best marketing tools that Realtors can have whether they pay for our services (best case scenario) or the home seller does.
1. Call to Set your Appointment
You need to contact the Office Manager who arranges the weekly meetings. You can look on that company’s website for that contact name or phone the receptionist to find out who it is.
When you are making that introduction of yourself prepare a script if you are somewhat nervous. Let the office manager know the WHIFM (what’s in it for me). Tell her/him of your successes and what is unique about you. If you happen to know a realtor in the brokerage then ask them for a referral introduction to you because this will get you one step closer to making a connection. .
2. Keep your Presentations Simple
The length of time you will be given to talk varies from office to office. It can be as short as 15 minutes or as long as 45 minutes. Be prepared to answer questions and to talk longer if need be. Power point presentations are great for certain events, however in smaller offices I recommend keeping it more informal so you can connect more on a personal level.
Creating Simple Realtor Presentations:
1.Introduce yourself and your company briefly through your credentials, training and experience 2.Quote some statistics on staging homes you have done or do an internet keyword search for ‘staging statistics’ and you will be sent to several different sites 3. Prepare a one or two page handout called ‘5 top Staging Tips’– be sure to include great branding with all your contact information. Put this in a color folder along with your business cards and/or post cards 4.Use large visuals such as the foam picture/story boards about 2’ x 3’and laminate them (any print store will do these) of your Before &After photos. It’s best to have your best B & A photos so you can discuss what you did in the home using their existing furnishings and/or rental inventory 5.Have a Free Draw where each Realtor is required to put their business card in a box/bag. You can have a draw for a ‘free’ home staging consultation or a ‘free’ home staging ½ day or full day job. This is all part and parcel of your ‘List Building’ that will grow your business.
3. Have Fun Presenting
The realtors who attend your presentation are interested in finding out what you have to offer. You know you know what you are doing, you know you are a fabulous stager so set the stage for having some FUN and show them what you are all about. If possible come into the office early and make friends with some of the early birds. This will help when you make your presentation and they will support you more. You can always get a list of realtors in the office beforehand and make a point of seeking a few of them out. People will buy from you when they ‘Know You, Like You and Trust You’ – this is one way to accomplish them getting to know who you are.
4. Practice Makes Perfect
Many people have a fear of public speaking and the only way to get over that is to ‘do it’. If you have a lot of fear then practice, practice, practice or you might consider attending something like Toast Masters to become confident in your speaking ability. For most realtor talks you will have up to about 30 attendees so it’s most likely going to be more comfortable for you than giving a talk to hundreds of realtors. I used to do my own recordings of myself so I could see where I could improve and get the timing down correctly. If you can’t do that s just practice in front of a mirror and time yourself. Because you have your props (story boards of Before & After photos) they can guide you through your talk more easily than just memorizing your words.
5. Follow Up
Follow up is key to your success. You can get the office listing of all the realtors in the office and since you did the Free Draw you have the attendee’s business cards in your box/bag. First step is to follow up by phone with all who attended and other active Realtors who did not attend. Second step would be to email them if you did not get connect with them by phone. Suggest getting together to buy them a coffee and give them your Introductory Offer to try out your services. This is all part and parcel of your on-going ‘List Building’ that you must do to continue to grow your business. Third step would be to send them a card – Thank You or Nice To Meet you card. If you are not familiar with the automated Send Out Cards system I highly recommend you check into it here www.SendOutCards.com/14339 and try them out. They are like an on-line Hallmark store but you can also send gifts along with the cards.
Posted on Tue, September 18, 2012
by Colleen McClure filed under