When is the last time you did a listing presentation and after the seller signed the contract, they gave you a standing ovation? I mean … they jumped up and started applauding loudly because your presentation was so intense … direct … to-the-point … and so seller-directed that they were just thrilled to have the opportunity to list with you! Let me ask you another question … has that ever happened? Let’s take a different approach, when is the last time, at the end of your listing presentation, the seller looked at you with a big smile and said, “Wow! I am so impressed! Give me that contract to sign and give it to me now!” There’s a good chance neither one of these have happened to most people during their entire Real Estate career. Why do I bring this up at this time?
With the competition for listings getting more competitive by the minute, our ability to present in an enthusiastic, energetic and passionate manner becomes more important than ever before. By this I mean not only having a strong prequalifying process to follow, but also a strong canned presentation to follow, and then the energy and enthusiasm to go with it.
In a conversation with 100 of my best customers I recently said on a conference call … “If you can’t adamantly look the seller in the eye and give them 4/6/8 hardcore, valid reasons why they should list with you or describe in detail the things you’ll do to get a home sold … somebody else is going to come in behind you and either over-price it or cut their commission to get the listing from you.” NOW IS THE TIME to be strong, direct, and to-the-point in your approach to listing property.
Every listing you take is going to sell in this marketplace (with very few exceptions). You and I both know the person that controls the inventory also controls the marketplace. It all comes down to one thought … if you’re showing property to buyers, you’re employed by the listing agents in your town. However, if you are listing property, you’re the employer and have all the buyers’ agents working for you. Which role do you want to play? If you want productivity, a strong business, repeat and referral business, recognition and income … you’ll go for being the employer. Take this advice and use it today.
CEO - The Mike Ferry Organization