Developing Your Fast Pitch: 6 Steps to Making a Good Impression in Less Than One Minute
Posted: September 11, 2018 by Amy Swinger
When you’re a real estate agent, making a great first impression on potential clients is essential to building your business. And rightfully so. After all, whether you’re meeting with potential buyers or sellers, they’re on the precipice of one of the largest transactions they’ll make in their lives, so the stakes are high, and they want the right people on their team. Choose the wrong real estate agent, and a deal could go sour, fast.
As Realtors, we all know how important that first impression is. But let’s be honest here: that’s a lot of pressure to put on yourself as an agent, especially when you know you have a minute or less to gain the trust of a potential client. Going about it the right way and nailing that first impression requires attention to the right details and a delivery with impact. If you’re stumped on where to begin, don’t worry, we’ve got your back.
Delivering a pitch that gains the trust of new clients, fast
Here are six steps to making a good impression and delivering a pitch that brings in real estate business.
1. Develop talking points
When it’s time to meet new real estate clients, be sure to gather lead intelligence, i.e. who they are, what they want and any details that can help you maintain conversation with them: where they work, whether they have kids, what interests them, etc. Then, put yourself in their shoes and develop several talking points that you know, from your research, will be important to them. This pre-work will show them that you are a good listener, you’re prepared and organized and you understand what they need.
2. Tell a story
Research shows that our brains remember things better when there is a story or another association connected with that subject matter. Make yourself memorable by sharing a good story with a positive association.
3. Speak simply, even when the topic is complex
The real estate industry can be exciting, but it can also be complex, especially to those who are unfamiliar with it. Take it easy on them and keep it real by ditching the industry slang and jargon. More, skip the acronyms. Simplify complex concepts and speak in terms average people use, and you’ll have greater appeal.
4. Don’t forget to ask for the business
When you rely on commissions to make your living, it’s essential to be straight up and ask for the business. When you meet potential new clients, that means asking for the opportunity to put your expertise to work for them. It means offering to put their best interests first so they can achieve their goals—whether it’s homeownership or selling their existing home for top-dollar.
5. Time and record yourself
Get your fast pitch perfect by recording yourself on video and timing your pitch. Review your performance, critique and fine-tune your delivery. It may feel uncomfortable at first as we are often our own harshest critic; but in the end it will pay dividends. Most of us have body language or other habits we are unaware of, even facial expressions that can be off-putting or distracting. By watching yourself on video, you can perfect your performance.
6. Get feedback from friends and coworkers
You’ve put it all together: the story, the talking points and the pitch. You’ve recorded yourself and reviewed your delivery. Now it’s time to bring in some trusted advisors: friends, family and colleagues, who will give you honest feedback. Having that outside perspective will bring your pitch to the next level.
Building your real estate client list with the perfect pitch
When you have a finely-honed pitch, you’re sure to see results. Put these tips to work for you and you’re likely to quickly gain the trust and loyalty of both homebuyers and sellers. Before you know it, you and your clients will be at the closing table.