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Do You Tell or Do You Show & Tell?

| Oct 31, 2016

There is a saying that we remember 20% of what we hear, 30% of what we see, and 50% of what we see and hear.  While this has never been proven, it makes perfect sense.  So do you apply it to your listing presentations?

If you just tell potential customers about your accomplishments, marketing plan, or experience, then you are missing out.  You should have a listing book or “evidence file” that contains visual proof.  First, you tell them about the quality of your photography, then you show them.  Imagine telling the seller about being a CRS.  Now imagine a visual with the colorful CRS logo and bullet points about the benefits to them of you being a CRS. That will have a much bigger impact.

You should have a supporting visual for every fact that you tell the homeowner.

I remember in third grade, a friend told me that his father had found a wasp’s nest in their yard.  And it was made of paper.  Oh sure, I thought……. bugs make paper.  But when he brought it in for Show & Tell you could see what he was talking about and his “story” became much more believable.

So, when meeting with the potential listing, have your evidence ready and you will be more believable.



Randy WorcesterThanks to Randy Worcester, CRS, for another great tip. Randy is a broker/owner of Weichert Realtors-Home Pros in Clarksville, TN. Randy has been a CRS since 2012.

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