We attended a training class today at the Keller Williams market center in Pleasanton, CA. The class was taught by Rick Geha co-owner of the Pleasanton market center and one of the star teachers at Keller Williams University.

The subject of the class was home sellers and the agent listing presentation. As usual Rick presented a great class touching on all of the key points of a first class listing presentation. But, again as usual, Rick took the class to the next level by focusing more on the home owner and their needs than the agent and their business.

Rick emphasized these points as the key assets of being a successful agent.

• Honesty
• Trust
• Communication
• Competency 
• Reputation 
• The Client's Interests Above All Else

As Rick noted, all clients want agents that are honest, that they can trust and that are competent. He emphasized that the number one client complaint is lack of communication. Rick's message – be a communication champion. 

In speaking of reputation, Rick noted that your reputation among your clients is critical, but do not ignore your reputation among your peers. 

Rick stresses above all else put the client's needs. If an agent has the client's best interests at heart, then the business will grow and be successful regardless of how any particular listing presentation works out.

A couple of questions from the audience addressed the issue of clients that are focused only on price and commision. Rick Geha said that he tells potential clients that he can line up 40 local real estate agents that one by one will quote a lower commission or price to get the client's business, but the client should only hire an agent based on the 6 reasons above. 

Another key point Rick mentioned was knowing your market and local real estate trends – everything he mentioned in this regard you can find on our site AND more.