The Blog

Day in and day out, I am bombarded by service professionals trying to get in front of me and pitch their wares—title insurance, property insurance, mortgages and lending, escrow services, and home warranty services among other things. Even though the line of providers seems never-ending, I do try to accommodate many of them. I’m looking for synergy. I’m always searching for people to help me continue to build my business. Everyone gets a turn at the plate.

But with this revolving door and these continuous appointments, I’ve begun to pay lots of attention to the pitch. After all, I’m a salesperson too. If I meet another salesperson, I want to see what he or she can do. Perhaps this person can help me hone my skills.

Maybe it goes without saying, but there are several things that service providers and real estate professionals can do to appear more polished when making their pitch.

1. Know your product. Make sure that you know your product inside and out. If you are going to a listing appointment, you best know the property addresses and square footage of every other recently sold or currently on the market property in the very same neighborhood. If the seller asks, and you don’t know, you will look like a fool.
2. Do your research. In addition to knowing your product, research the individual that you are set to meet. If a Realtor® affiliate is meeting with a Realtor®, the affiliate should know all about the agent’s current book of business, how he or she does their marketing, and any other information that you can locate through an online search.For homebuyers and home sellers, learn about when the home was purchased, how many liens are on the property, and any other data that might help to demonstrate that you are not a fool. When you attempt to tell a marketing expert that he or she needs to use Facebook, it will not bode well for you.
3. Listen. Admittedly, I could improve in this area. I think most everyone likes the sound of his or her own voice more than the voice of others. Listen and learn. Learn everything that you can about what homebuyers or sellers want and need from you, from their purchase and sale, or out of the transaction.If you are an affiliate working with an agent, instead of talking all about yourself, ask the agent what he or she is looking for in a strategic partner. You can only be that strategic partner if you can identify a way that you can work together. You won’t be able to do that, if you are talking instead of listening.

It’s important to prepare for any presentation that you have. Whether the presentation is with a homebuyer a home seller or another business professional, when you do your research, know your product, and listen to your audience, you’ll be on the road to cementing relationships. And, better yet, you will not strike out when you finally get your chance at bat.