Texas REALTORS® 2018 Winter Meeting | Feb. 9-13 | Austin, Texas

Why you should be prepared for post-listing-presentation questions

Translate this page
From left, a man, woman, and another woman, all in business attire, looking at a computer screen together

06/28/2016 | Author: Editorial Staff

In a recent study, participants viewed one of two presentations with identical content but with differences in how expertly the speakers delivered the material. One presentation was filled with awkward pauses, stammering, poor eye contact, and excessive use of note cards. The other was given in a more professional manner. Participants then watched one of two follow-ups of the same speaker they viewed earlier: the speaker responding well to audience questions or the speaker avoiding questions and answering inadequately.

The research, conducted by John Daly, Ph.D., Liddell Centennial Professor of Communication at The University of Texas, and graduate student Madeline Redlick, showed that how proficiently speakers dealt with questions had more influence on audiences’ perception of a speaker’s effectiveness than the quality of the presentation itself.

Though you should still deliver the best presentation you can, Daly stresses that REALTORS® should spend more time contemplating how you will respond to questions and objections that could come up during or after your listing presentation. He cautions against looking too rehearsed, though. “Smart communicators often make what they say every day seem like it’s the first time they said it.”

Daly also advises using a question you’ve been asked as a way to further your main points. “Don’t answer yes or no,” he says. “Instead, try, ‘Yes … and let me tell you why,’ or ‘No … and here are a couple reasons.’”

Reprinted from the April 2016 issue of Texas REALTOR® magazine. Find more great advice for your business in the current issue.

Categories: Business tips
Tags: listing presentation, sellers, business advice

advertise with us

Legal disclaimer

The material provided here is for informational purposes only and is not intended and should not be considered as legal advice for your particular matter. You should contact your attorney to obtain advice with respect to any particular issue or problem. Applicability of the legal principles discussed in this material may differ substantially in individual situations.

While the Texas Association of REALTORS® has used reasonable efforts in collecting and preparing materials included here, due to the rapidly changing nature of the real estate marketplace and the law, and our reliance on information provided by outside sources, the Texas Association of REALTORS® makes no representation, warranty, or guarantee of the accuracy or reliability of any information provided here or elsewhere on texasrealestate.com. Any legal or other information found here, on texasrealestate.com, or at other sites to which we link, should be verified before it is relied upon.

Advice for REALTORS®

5 ways smart-home tech affects real estate transactions

5 apps that can keep you safe in—or before—a crisis

Is the eviction process different for manufactured homes?

3 places you can find free marketing content


More advice for REALTORS®