Over the years, I have gone on hundreds of listing appointments. These days, it seems as though I am competing less and less often, since they probably found me through a friend of mine or a past client. When I do compete, I haven't really kept track of the percentage of times that I win the listing, but I would estimate that about 9 out of every 10 choose me. No, I am not exaggerating.
Why have I had such a strong track record with listing appointments? Hey, I'm glad you asked. You did ask, right? Well, either way, you may find this post useful.
I have a few tips that I have developed which may help you during your own appointments. Feel free to use or discard whatever you like from my list.
BE HONEST. This is probably the primary key to success in the listing arena. Sometimes that includes painful truths, such as changing décor choices or making necessary repairs. You can also enlist the help of a professional stager on some of these items. The hardest part is being direct and upfront about pricing, especially when it might mean that they will clearly lose money on their home.
DON'T USE A CANNED SPEECH. I have never been one to use PowerPoint or to force a potential client to endure a spiel of mine as we flip slowly through a listing book. I do have a listing book that I take with me, primarily to illustrate previous homes that I have sold and advertising that I use. It has been my experience that we may or may not even touch the book until the end of our talk. Do you enjoy hearing a pre-prepared sales speech when you are buying something? Neither will your clients.
SET THE TONE YOURSELF. Upon arriving at the home, I usually ask them if I can put my book and folder somewhere while we look around the house. When we sit back down, I tell them that I have brought some information that I plan to leave with them, and some info about recent comparable sales. I also go out of my way to tell them that I don't have a planned presentation (see above), which tends to make them more relaxed. I have a conversational style and I may spend more time just listening and "interviewing" them in order to understand their goals.
BE CONFIDENT. If you are confident (or if you lack confidence), it shows. When I started in real estate, I had no problem listing luxury homes even though I was in my mid-20's. Why? Confidence (and a dose of hunger, too). Often times back then, I was really just winging it, and they probably realized that, but my willingness to look them in the eye and be direct and forthright worked wonders in my early career.
GO THE EXTRA MILE. I can promise you that most other agents will not offer to do this, but I have found that clients respond well when you offer to show them their current competition. Put them in your car and show them the homes that are the closest competitors. Sometimes, that is all it takes to get them to a more realistic place when it comes to pricing and condition. I have often said something like, "We can certainly try your price, but we will probably have to wait until ____home sells before yours will." No one wants to think that they will have to wait.
TELL THEM HOW IT IS. This may sound like just being honest, and it is, but in a more detailed way. If I know that there are three other agents competing for their business, many times I will leave a parting comment such as, "Whatever you do, don't choose an agent based on the listing price that they give you. Just because someone says that your home is worth more, that doesn't make it correct. The market can only bear a certain price." Even though they may do it anyway, at least you have given them food for thought.
DON'T BE AFRAID TO TURN ONE DOWN. Sometimes, it simply doesn't make sense, either because of the pricing or because you get a bad feeling for some other reason. If this is the case, you don't have to be abrupt. I usually say something like, "Because of _______, I don't feel like I would be the best choice to market your home." Typically, this is because of the price.
IF YOU DON'T WIN, BE A CLASS ACT. This one is probably not necessary to mention, since I'm sure you are a true pro, but I might as well throw it in as a bonus tip. On the rare occasion when I have lost a listing to someone else, I always react in roughly the same way. I simply say, "I'm sorry to hear that. I hope things work out well with your agent. If not, please keep me in mind." Sometimes, I am the second agent for them, when they have been through the wringer and they are more anxious to sell.
I hope you found this list of tips helpful. Clearly, this is not an exhaustive list, but it should provide a good start.
Please feel free to ask any questions, either here in the comments or via email or phone. I would love to be of assistance.
Thanks for taking a few minutes to read this post!
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If you're looking for a home in the Austin area, you can also visit my primary Austin real estate website at www.austintexashomes.com. If you're interested in social media training, visit 210 Consulting. Thanks!
You hit some very key points. Good post.
Gary, you are so right. I was listening to someone the other day. They do not call it a listing presentation any more. It is now a marketing proposal that they are going to do.
I like the part about confidence and no experience will win them and you are correct. Showing enthusiasm will win them over every time. You are showing you have the energy to give it your all to help market their home and get the sale.
Jason,
Thanks for a great post with some useful information. I am a newer agent and basic tips really help. I have always felt like being honest and down to earth is the best way to go and it's good to hear someone else say it. I dislike all the sharks who try to swoop in with their "jargon". Thanks again,
Jane
Hype is just not a part of my personality and not something that feels right to me. I like your style, Jason. You really can't lose by being honest. Those that hype and exaggerate usually leave a bad image behind them when the truth of the market comes out.
It sounds like we all have a lot in common. Confidence, the ability to be honest, and the willingness to walk away when things aren't right. Great post.
Jason,
Honesty is my policy too. It doesn't always win the listing, but I feel like I've done the right thing and can live with myself.
It was a good post for me. We are thinking of getting into taking listings. Until now we were getting business from the owers of units in the reswort where our office is, and besides that only from frineds and previous customers.
A few points were very important, it sort of settled nicely in my head. I think I know the style. Thank you!
Jason,
That is almost my exact listing appointment! It is refreshing to read it here and feel like I am doing a good job. However, send a prelisting package prior to my appointment. It talks about the market, goals and the details about my production numbers. No one wants to sit there and listen to you talk about yourself- The appointment is about them and their needs.
The best part about being yourself is it comes through loud and clear. besides, the sellers don't know their lines in the canned presentations and boy can that throw you off!!
Thanks for the post!
Jason,
Thank you for the great post. Going the extra mile to show the seller competing listing is an excellent suggestion. Not only do they see that you are on top of what is out there, they can also see you in action. They will see you "showing" as well as listing! Thanks again!
Hi Jason, great post!
I believe most sellers want an agent, who is confident, knows what their talking about and focuses on the seller's needs. It's also easier for you to handle any possible objections at the listing appointment by asking some pre-qualifying questions on the phone prior to your listing appt.
I've found that having prepared material to leave with them helps but I don't need to go through it as much, especially with someone who's bought and sold before. I spent several hours with someone yesterday (planned to just walk through) and we accomplished more in a conversational tone than had I talked at her all that time.
I couldn't do this kind of presentation in the beginning though since I needed more of an agenda to follow. Now I'm better at knowing what I'm asking and why and can do it without props. Funny that you put this up today when I was just talking about the very subject with my husband!
I like this line: "We can certainly try your price, but we will probably have to wait until ____home sells before yours will."
Nothing about me is fake, canned or scripted. But I do have a presentation on my laptop which gets rave reviews. So I must be doing something right!
Such great information. Nice and simple. I no longer use a huge presentation either. I usually wing it based on each specific client.
On one listing appointment my client was so thrilled that I just sat on the couch with her and chatted and she told me that it made her feel so much more comfortable.
Jason, You left out the most thing about your presentations: They like you.
Over the years I have found this to be the single most important "element" of a listing appointment.
Bill Roberts
Great Pointers and Tips.
BE HONEST is KEY!
Hi Jason - wonderful tips and I use most of them myself. I have a listing appointment coming up and I was just brushing up on some things that I've been wanting to tweak a tad, and this will help with that.
You're right about the confidence - confidence not arrogance. Sometimes people confuse the two, but there is a huge difference. I've had sellers tell me they selected me because I exude the confidence they were seeking in the person they choose to represent them. Even if I don't know something, I confidently tell them I don't know but that I'll get the answer for them.
Great post and congrats on the feature!
Ann
Jason, awesome tips! Our first company had one of those Powerpoint presentations that they encouraged us to use, but I never liked it. The whole thing never flowed very well for either of us. Just talking is by far the only way to go.
I also like how you show them their competition. That is a very powerful way to tell them something without actually telling them. I think I'm going to "borrow" that one :)
Jason: GREAT post! I bring my laptop and when the client gets carried away with one aspect of the presentation, I tend to take them deeper into that part of it. Thus, you absolutely CAN'T have a 'prepared' presentation--EACH and EVERY Seller is different just as each and every transaction is different; therefore, we have to tailor our presentations to their needs.
Well done Jason! I remember a long time ago I went on a listing appt. I didn't get it but when the lady called to tell me she had picked someone else her and her husband thought it was only fair if she listed it and I got all the other referrals they had...so I got three deals...and the "winnner" got one! Whooohoooo!
You have some nice points here, however, you should also read my post titled
HOW TO WIN THE LISTING APPOINTMENT EVERY TIME & EARN A TOP DOLLAR COMMISSION!!!!
Hi Jason
I'm a brand new realtor in my mid-twenties. Your comments gave me a lot of confidence, at a time when my confidence is beginning to dwindle. I want to make real estate my primary career, but I have to get successful with it before that is going to be a reality. So I'm putting in office hours, and going to open houses, etc...I even sold my first house as a buyers rep in November (stroke of luck--I had a friend who was ready to buy).
But my goal of doing one transaction/month this year is about to miss the mark, since there are no serious prospects in the works for me. I only have three out of state referrals out for this month (one of which MAY work out).
Some of the suggestions you make are things I've heard before. But I really got courage from your brief statement about being able to list luxury homes in your mid-twenties despite the fact that you were faking it! I feel like everything that comes out of my mouth is 50% truth and 50% faith that it might be right! I want you to know that this tidbit really gave me some courage!
Yours
Donna Shefcheck
Jason,
This post comes at a great time when we are all starting our new year of sales. I think that you being Jason is your greatest asset.
Jason it's great. I like the Power Point, but I only do certain slides and often stray from it. The power point is more to highlight the marketing that I do.
It's important to touch the 4 food groups.
1. Pricing
2. Marketing
3. Terms
4. Your Suggestions
We like the "class act" part for your last point. Sometimes it's so hard to do, but we always must. We sure turn'em down too.
cheers
Jason, this is a wonderful post. Posts like these are the reason I "fell in love" with Active Rain and continue to read, comment, and blog on a daily basis. I hate the prepared speeches and canned responses myself and always try to make my listing appointments and buyer appointments into a conversation. Taking your clients and potential sellers on a listing field trip is a terrific tool which I have used successfully in the past to help clients price their homes realistically.
GARY - Thanks for your compliments - glad you liked this post. I just got inspired this afternoon and wanted to write it.
TODD - I couldn't agree more with you. I appreciate your comment - glad you liked the reminders.
RENEE - Thanks!
SUSAN - That is really an interesting semantic point - "listing presentation" vs. "marketing proposal" - I like that.
CINDY - It sounds as though you handle things very much like I do. Thanks for commenting!
CAROL - I suppose that is a good way to look at it. I think "down to earth" goes a long way in any market.
JANE - I couldn't even be a shark if I tried. I am too nice. Thanks for your nice comments!
ELAINE - You hit the nail on the head with your comments. Trying to persuade someone to do something incorrect will almost always come back to bite you.
DAVE - Good stuff. Let the market and the data speak for themselves, then tell the truth, no matter how harsh it may seem. It always works best, especially over the long haul.
KEN - You're right - they are inevitably surprised when you turn down their business, but sometimes they come to their senses later and call you back.
BETH - It sounds as though you have already had the negative experience of using a canned speech. I do like the idea of dropping something off ahead of time, though. Great point!
ANDREW - Thanks for your supportive comments. I appreciate them very much. You're right -this is pretty much always a timely topic, I suppose. Have a good one -
Jason- I hate being"sold" to and so do most others today. Canned presentations are antique now. I love the part about confidence. I take it a step further and say that before you go into that listing appointment that you already know what your fee is and time of listing, the things you can get objections on. Stand your ground. We get 9 out of 10 of our listing appointments too. I can tell you that when they don't want to pay our fee and we say that is fine, that is your choice and then start packing up our briefcase, oh boy, they follow us to the door and say, NO we want you to list our house. The take away close works every time.
We also go with the flow. We allow them to vent, talk, cry, whatever! Especially here! We are understanding., They know they are losing big time and they are ready to listen by the time we are there.
We stay in control of the conversation by asking questions. The person asking questions is the one in control. As they ask questions they answer their own questions and they get rid of their own objections if there were any and they feel like we are best friends because they got to talk about the most important person in their life, themselves!
Great post Jason, great feature too! Katerina
LINDA - Thanks! I could not agree more with you. Arrogance is a repellant, in my opinion.
BRYANT - Thanks for your strong compliment. I really appreciate that. I like using the technique I outlined (showing what they are competing against) as it lends credence to the data that you are presenting.
GINGER - I agree with you - it becomes harder if another agent promises the world to them, which is why I use that parting comment many times. I have shown the competition both before they sign and after. Sometimes, it is useful in getting a price reduction.
CHELLE - It sounds like you are a consummate professional. Thanks for commenting!
GARY - Clearly, you know what you are doing when it comes to real estate. Thanks so much for your great comments.
FRAN - I like being able to sleep at night, and being honest with my clients certainly helps in that department.
BILL - Your visual is probably pretty accurate. Thanks for your comment - have a great week!
GAIL - I am happy to share if it will help others. I agree - this advice is sound for any sales field, not just real estate.
LANITA - Thanks for your compliments. I am happy to hear that you found it informative. Have a terrific week!
BRIAN - You absolutely nailed it. This is precisely why I started doing this. Usually, I don't find it necessary, but sometimes it works wonders.
LISA - It sounds like you should be writing some posts like this as well! I think your style and my own are very similar when it comes to listings.
JON - I am happy to be of help. It sounds like some new territory for you. I hope that you can make use of these tips in your new venture.
AUDREY - I appreciate your comments. It sounds like this post was validation for the way that you are already handling your business. Keep up the good work!
MOHAMED - Good points. Thanks!
CHRIS ELIZABETH - It sounds like you are definitely a listing professional. Do you refer locally to other agents? I was just curious.
MONTE - This is an excellent point. They do see another facet of your abilities. Good stuff!
DAN - Pre-qualifying questions are a great idea. I do this as well. Thanks for the compliment. Have a great week!
DAVID - I agree wholeheartedly with your comments. People like to be treated like people.
DEBBIE - That particular photo struck me as perfect for this post. Glad that you appreciated and enjoyed it!
NORMA - I haven't ever felt comfortable with canned spiels, although I know some people used to swear by them. Thanks for your comments!
JOSETTE - It sounds like this information was timely and helpful for you, which makes me feel great. Thanks so much for your comments!
KEVIN - You're welcome. I hope you can use these in your own business.
MICHAEL - You and I are alike in that regard. Thanks for taking some time to read and comment.
VINNIE - That is really the key point. I once wrote a post about "what makes a good agent?" and one of the key issues is simply being likeable.
LISA - It is certainly fine to have some stuff to refer to and to show them, and I also do this. Thanks for your comments!
KELLY - I use that line quite a bit, and it almost always works with sellers. I hope you can make use of it with your clients.
RYAN - I am not surprised to hear that you work similarly. Keep up the good work! I guess the Seahawks and Cowboys both failed miserably over the weekend, huh?
JEAN - That means a lot to me. Thanks for saying that.
STACY - I do the same thing. Usually, clients feel like friends by the time I leave.
MISSY - Apparently, this is a timely topic. I had a couple of conversations this week which prompted me to write this one. I will check yours out soon. Thanks!
BILL - I agree. I think the 1 out of 10 that I don't land usually fall into the odd category of simply not liking me for some reason. Thanks for commenting!
MOTT - Yes, this is critical. Thanks for commenting - have a terrific week!
HEATHER - Thanks for bookmarking this one. I hope you can make good use of this information!
Hi Jason,
I really like this post. I completely agree with the tell them how it is...sometimes I think customers think that they are hiring you based on the price (range) that you give them, rather than what the market will bear and your marketing plan.
Also, I think one thing that is also important to note, is that when going on a LP you really have to be aware of the pace that the customer is grasping what you are saying to them...work at their pace. And connect with them in the way that works for them.
Heather
Jason, as you know I strongly agree with your points. I have long said taking a potential lister to see their competition is the best way to get them to see what potential buyers do. Well done!
Great Jason. Between you and Missy Caulk - I have all the Listing Appointment ideas and info I need to get 2008 off to a wonderful start.
Thanks for sharing!
Jason, I think the most important point is to be confident. Assume the listing and you'll get it 80% of the time.
Wonderful post Jason.
I find that knowing your business is the best way to "get the job" with buyers or sellers. Of course, if you know your business, you will be confident. Experience counts and agents with good experience will usually get the job because they speak with confidence.
Unless, of course, you're in a bidding war for price or commission and I have no interest in those buyers or sellers.
Lenn
Jason, I enjoyed your post. I'm glad to know that many others do not use a canned presentation. I spent so much time laboring over my first (lengthy!) listing book, because my broker told me I had to have one to be professional.
My current company has an absolutely beautiful presentation comprised of four folders (price, marketing, etc) which you get out only as needed. Plus, I supplement with the local market info, of course. Sometimes the folders don't even get touched.
I remember the trapped look people used to give me when I would get out that thick Powerpoint binder! It must have been in spite of myself that I got some of those listings.
I don't have time to read through your comments so please forgive me if someone has already said this.
2 things: When in competition, always be the first one to call back. Even when I was a very green rookie and did not deserve the listing, this caused me to win out many times. ( I began my career as a Realtor)
Second, it is extremely impressive and completely unexpected to have your mortgage partner prepare payments and possible buydown scenarios. Very few Realtors think of this, but I have seen it blow the socks off sellers.
Hi Jason,
We concur - great post backed up by some very amusing photos. We also believe that the match of personlities is the most important aspect of all. Thanks for sharing your tips!
ANN - Thanks for taking time to read and to leave such a great comment. You are right - confidence is super-important, not arrogance. Thanks for the congrats - have a terrific week!
JIM & MARIA - I thought that was a tip worth sharing - I hope it comes in handy for you, too!
WAYNE - Thanks! I am glad you liked this one. Have a great week!
GAIL - I can see your point - I just never enjoyed the idea of a canned speech personally. Thanks for taking the time to comment.
DEBE - Thanks! I agree, of course. I haven't ever used a computerized presentation, but I can see that it could work if used properly.
ROBERT - It sounds like you have seen this particular "tip" in action! Great stuff.
DON - Your comment made me laugh. Thanks for the compliment, buddy.
DONNA - The following line appears in my profile, "He is known among his past clients for his integrity, honesty and willingness to "go the extra mile" for his buyers and sellers." I agree that it is incredibly important.
LOREENA - Thanks for saying that. It means a lot to me. I have had some clients move both from and to the Frisco area - I will keep your name handy.
MICHELE - I am glad to be of help. I hope this stuff comes in handy for you!
SHANNON - That is a great story. Thanks for sharing it here. Who was the real "winner"? :-)
KIM - As long as it is working for you, I wouldn't change anything. It sounds pretty low-key.
MICHAEL - Thanks.
MONIKA - It sounds like you have a grasp on this already. Keep up the good work!
MANA LISA - Absolutely. That was the one key that no one else possesses. :-)
DONNA - That is awesome to hear. I thank you for taking the time to tell me how this inspired you to continue. You made my whole week! Please let me know if I can ever be of help with anything.
ADELE - Mana said something very similar. Thanks so much for that! Obviously, that is not a "tip" that I can share with everyone. :-)
MARCHEL - It seems like we were thinking along the same lines yesterday. You are absolutely right - it is much better to just "surrender" the listing than to be stuck with a time-consuming mess.
SALLY - Integrity is so important in our business, especially since we cannot control those who are missing that particular quality. Thanks for your comments!
JULIE - It sounds like you have progressed from rookie to the pro level with your listings. To answer your question, I typically leave a couple of sample of our marketing along with the data about pricing for them to peruse on their time. We do discuss the proper pricing, and I leave my "evidence" to support this.
SIMON - I am not surprised to hear that you handle your listing appointments in a similar fashion. I assure you that no one else will be offering to show them the competing homes. I hope this tip comes in handy for you!
BRYAN - You make a good point about the "four food groups". Keep up the good work!
LISA - I couldn't have said it better myself.
GARY and RICHARD - Thanks for your comments. I am glad you liked that part - I think it is critical to long-term success in this business.
PAUL - A double feature? How great is that? Thanks, buddy. I think that those typically garner 1000 or more points.
ELIZABETH - Thanks for your great compliments! I do what I can to help. The 1 out of 10 don't know what they are missing. :-)
BRIAN - Thanks for your supportive words. I was somewhat suddenly inspired to write this one, and I couldn't get the words out fast enough. I am glad you liked it so much. Have a great week!
BOB & CAROLIN - Thanks for your continued support. I appreciate it.
KATERINA - You make some excellent points. I have also "packed up" my things a couple of times during appointments. As you mentioned, the person asking the questions controls the conversation flow, much like a talk show host.
SHELBY - I wish AR had existed when I was new to real estate. There is a wealth of information here. Thanks for your nice comment!
JOHN - I am glad that you found something of value in this post. It seems like this was the most interesting idea for many people. I hope it comes in handy for you!
HEATHER - You are clearly a listing pro already - great stuff! Thanks for taking a minute to comment on this one.
ROLAND - You're welcome.
ADAM - Showing the other properties is a technique I started using about six years ago, and it typically works quite well. I agree - it is probably easier for us to just hang out and chat in order to see if we will work well with the potential client.
ALLISON - Yes, this is the most direct and obvious way to give them a better feel for what the market will bear. Thanks!
JIM - I still need to check out Missy's post sometime soon. Glad to be of help!
DAN - I agree with you. By the way, I am scheduled to meet with Ryan and Rebekah on Saturday!
DIANE - Thanks, and I am happy to help. I hope you find this useful on your next appointment!
TIM - I have always liked that quote. Thanks for your comment - have a great week!
MARC - I think the key is not to present it as though they are the buyer. When I set up times to check out the competing homes, I just say, "I would like to show your home around 4pm." I would only feel bad if you have to set up a specific appointment (i.e. the owner or agent must be there).
LENN - I couldn't agree more. Simply knowing real estate goes a long way. As you mentioned, that gives a natural confidence by itself. Thanks for your comment - I appreciate it.
LISA - Keep up the good work! You hit the nail on the head.
JANET - These are both great ideas, and I thank you for sharing them here. Good stuff!
ERIC - Thanks! You, too!
CARSON - There is certainly a ton of useful information here on AR. It sounds like you gained a valuable lesson on this one.
ROBIN - I agree completely with your comment. Finding your personal style with clients is really important. Mine has certainly changed over the years as I have become much more comfortable selling homes.
STEVE - It's true - this particular tip is even more important in a tough market. Thanks for stopping by to comment.
DAVID - This technique will probably serve you well with potential clients. It makes them feel more a part of the pricing process.
LISA & ROBERT - I liked these photos, too (obviously). Thanks for your comments!
JODY - Great, great comments. Keep up the good work!
Great list Jason, esp. for a newbie.
No wonder you are successful!
Jason, Thanks for the great post. For agents with less experience, there are several things that can be done to help gain confidence. It is essential to be honest. Education is also very important. If you have not researched the target area, are not truly informed about the comps and your plans to market the property, and have no idea what you will do once you get an offer- it will come through in your presentation. Even if you don't have a lot of experience; do your homework, be honest and think of their needs before yours. Back to the basics!
Jason, this took me back to when I was with ERA and in Top Gun Class, we had to learn a canned presentation and do it live..repeatedly..I loved the dicipline of the program, we had the basics crammed in boot camp style for 8 weeks...We were then taught to never do the presentation again, but to cover all the bases, have your pitch book, listing book, comps on the area, and of course the cma and other material..
Most of all we were taught to know what there was to know about that house, and that neighborhood before we got there. And funy thing, 2 years later, most of us that did well at Top Gun are still in the business..
I have went back and re read your post. I love how you personalise the presentation to the situation...I have seen people grow cobwebs while a un sensitive salesperson goes thru all the slides...I agree with you, pay atention to the customer, you will get the listings..MOst of the time..Very nice Post..With your permission, I am cutting and pasting this to a friend of mine who is batting bout 20% now..He needs help
C-ya
BRIGITA - I couldn't agree more. Being natural and honest will go a long way.
STEFANIE - Thanks! I am glad you liked the post.
JOSLYN - It makes me happy to hear that this was timely for you. Thanks so much for stopping by to comment!
CAROL - I guess I just don't like being the recipient of a canned speech, so I don't enjoy using them. Thanks!
CHRISTY - I like that. I usually leave behind some market data and a sample flyer or something similar.
BETH - I am happy to hear that this was helpful, since you are a rookie. This was geared toward new agents. I also love AR!
MARLENE - I am happy to oblige. I enjoy writing these when I am inspired by something specific.
CHRISTY - I am the same way. Not all news is good news.
STEPHEN - I actually did the same thing for quite awhile (we would take occasional listings), but I am hoping to make listings a bigger part of my business this year.
AMY - I couldn't have said it better myself. Back to the basics indeed!
MIKE - THanks for sharing your story here. Please feel free to send anything to your friend that would be helpful!
SHERI - Thanks, and you're welcome. Happy to share -
Jason, In the beginning of my career, I used my laptop and had a presentation. These days, I forgo the presentation because, you're right, it does not feel natural. Thanks for this great post.
A canned presentation sounds...canned. It doesn't flow very well unless you have done it over and over and over. I am like you, I don't use a script. It just feels more comfortable to myself and have a conversation with the prospect.
Thanks for the great post.
Jason- Again, thank you for the great points you have made! I think there is so much truth in the confidence factor, as well as just being conversational, rather than "salesperson".
It was a very good read and informative...thanks
Jason- I missed thi sone the first time around- but agree that you make some common sense suggestions which will indeed help many newcomers to our profession! I like your style..and share your philosophy
Good luck and sell well
Allison - Thanks for stopping by last month. I somehow missed your comment, too! This post was mentioned in another post today, which made me take a fresh look at it. Thanks for your compliments!
Jason, I finally read this post...missed it back in Jan. My favorite part is. . . DON'T USE A CANNED SPEECH. I hate the canned speech...I remember trying to do it and seeing the seller's eyes glaze over...I knew I'd lost that listing. They had tuned me out...like you, I do much better with a conversation/interview type setting. Who wants to listen to a "spiel" that we've memorized and "regurgitate" at every Listing Appointment? Yuck!!!
Also, thanks for reminding me to show them their competition. The times I've done this, I've been able to price the property right and it sold within the first month. Reality check for the Seller's -- probably very wise for us to do -- seeing is believing.
Jason,
What a great post! I was up against at least four other agents a few months ago and in fact, was drilled by the seller as to why my price range was so much lower than the other agents. I felt my honesty and recommendations paid off.
Great post, I remember taking a listing presentation class for my post license 10 years ago, I thought it was awful, one of the top franchises too. I know I would be bored to tears if someone sat across from me with a flip chart.....it insults peoples intelligence.
Jason, sounds like we do business the same way. I was never a fan of the canned speaches or the telemarketing act. I find it very distasteful and have always practiced treating others as I would want to be treated. It works MOST of the time and I feel ever so much better.
I've never been a "used car salesman" and don't plan to be.
Good article and EXCELLENT way of doing business!
Great post! You hit several nails on the head. Should be required reading for every new agent and old broker. Using your tips, we might stand a chance of actually helping sellers!
My manager compares establishing a relationship with a client to dating. I cannot think of anyone who takes a powerpoint presentation along on a date. People are more interested in someone who lets them talk about themselves. These are all important things to remember-especially for a rookie like myself. Thanks!
Jason of course these are all great tips. Confidence and showing you know your business inside and out will go a long way to getting a listing. I would add the component of showing them your online presence as a critical part of why they may want to do business with you.
GO THE EXTRA MILE. I can promise you that most other agents will not offer to do this, but I have found that clients respond well when you offer to show them their current competition. Put them in your car and show them the homes that are the closest competitors.
Hi Jason,
This is brilliant advice! I've never before heard of anyone putting sellers in the car and driving them around to see their competition. I really like that technique.
Thanks!
Bruce
Jason
Absolutely! Hot hit it on the mark once again!
Hi Jason,
This great post earned you a new fan - a broker/owner in Idaho. By the way, I forgot to mention this point in my email, but would you please invite him to Active Rain?
Thanks!
Bruce
Jason ` very well said. Your advice is easy to follow and confident building in is self. Thanks
great advice...thanks
great advice...thanks
Always try to get the 1st appointment whenever you are in competition - and then YOU set the bar for the others to beat; make your presentation the best it can be, and you you have done everything you can to put yourself in the winning position.
It's funny you just wrote about almost exactly what I do at appts. And yes I have stats like yours. Just shows me I need to be on more appts!
Very few like canned spam or presentations! If you cannot sit and talk comfortably with folks then you should probably be doing something else. Love the Parting commet!
I currently have 2 listings and have never had to do a listing presentation because I knew them and they knew they wanted to use me. But I really like your points!
I just wing it myself. people like when you are down to earth and traet them as part of the sale.
I just wing it myself. people like when you are down to earth and traet them as part of the sale.
Like you I go for the honest approach...and it does work. My clients appreciate going out to see the competition and are happy that I give it to them straight.
Great advice, especially the part about not using a canned speech, just casually talking with the cliets and understanding their needs. I haven't had any problem telling people the truth about their price and am sure I've lost several listings because that was the sticking point.
Howdy Jason!
My sister lives in Austin. Don't know if I ever mentioned that to you or not. At any rate, I wanted to leave yet another comment on your post here about going on Listing appointments. I totally agree with all you say here and think that I may have the same style. Wish I can say that I have the same odds though. You must be some adorable guy! I think you and Broker Bryant can tie for the best looking agents! I really enjoyed this post and wanted you to know. Thanks for sharing these fabulous tips.
Regards,
Lisa
LISA - I don't think I knew that you had a sister here in town. Thanks for your exceptionally kind remarks - glad you liked this one so much. Your compliments are much appreciated. Have a terrific Sunday evening!
Thanks for the tips. Greatly appreciated. Especially the one about confidence. I'm a new agent and also fairly young, and I am finding that confidence and eye contact are hugely beneficial to me.
Jason,
Great post. Sorry I missed it the first time. I am still amazed, however, that personal friendships can win out of excellent marketing and systems.
Have a great 2009.
Hi Jason! I like ot do a pre-listing presentation but, I got a call for one tomorrow and I don't have time to send over my package for their review. Anyway, I saw this link on your 3K point post and thought I'd take a 'refresher' from the MASTER tonight before tomorrow morning's appointment! GREAT tips as I said before and again, I'll be bringing my laptop to do a Google search for me for them!
HAPPY NEW YEAR!
Thanks so much. I love your blogs and have subscribed to you. You have so much to offer.
Thanks,
Cindy
I am a two week newbie...
CINDY - Thanks! That means a lot to me.
:)
Cindy
:)
Cindy
Excellent tips! Thank you very much for sharing!
Jason - I would pick you, hey wait I am a REALTOR now - pick me, pick me.
Get real
Be practical
Have emphathy - some do have very sad stories - listen a bit
Always speak truth in love
Great post, thanks for sharing... I wish I didn't have to work so hard for my listing appointments.
Really good info! Thanks!
Jason,
Thank you for reinforcing that Good service, common sence and the golden rule are still a very important part of our fast moving and ever change business. Your points are well taken. They held true then when you first wrote this post and are still true today.
I love the ideas, thanks. Especially the one where you show the prospective clients what their competition is like at their price range.
Good tips. It's funny how HONESTY and CONFIDENCE go hand-in-hand. Tell them how it is and know that you're not playing games by lying. Great post, Jason. I'll have to subscribe to get some regular doses of this!...
Very good points yes i hate canned speaches and never be a sore loser because half the time homes will expire out and then you will get the business and usually at a lower more realistic price.