Something I often suggest to newer agents (really to all agents) is to spend some time shadowing other agents on appointments. It is a great way to hear and see first hand how others handle their presentations and objections, and then you can use that to help formulate your own way of doing things. It is immensely helpful.
Ever wish you could go along with me on an appointment?
Today I have for you the next best thing!
The focus throughout my career has always been as a listing specialist. I've estimated that I have gone on at least 1000 listing appointments over the years. A couple years ago I tracked my appointments, plus how many I won and lost for a challenge that Vicky Noufal and I were doing with each other (for the record, I think she still owes me dinner ... ;-) ). During that 15 month period I went on 90 listing appointments and signed 69 of those listings ... of the ones that I didn't get ... only 6 went on to list with someone else (15 never listed at all). My conversion rate is 93% on listing appointments. Not trying to brag here, but just want to demonstrate what the data shows ... I've had lots of practice, a lot of experience, and have really honed my skills in this area.
And now I am going to share it with you!
A little over 3 years ago my brokerage set up a "mock" listing appointment/presentation for me to do as a training. One of our brokers and my preferred lender and mentor Jackie Fields-Gleadall posed as the husband and wife sellers and we went through the entire process from what I do before the appointment, during the presentation, reviewing comps, setting the list price, and even signing the paperwork! This training has been viewed over 2100 times, and I have finally been able to download it to share with you!
Would you like to learn more from me? I teach the time tested and PROVEN systems, strategies and marketing that I have used in my personal business to average 50-60 transactions during my selling career, and will my team (who will help well over 400 families this year) through my Empower Coaching program! New enrollments will be closing on October 31st. You can learn more and register at www.EmpoweringWomenInRealEstate.com and click on Membership.
Disclaimers: This was recorded in September 2016, and some things have changed with our marketing, my presentation, and what we are able to do with coming soons in our marketplace. You will hear me mention a specific number as it relates to commission but this is merely provided as an example and is NOT a recommendation or encouragement of how you should conduct your business, nor is the commission amount something that will discussed in this forum. Any comments relating to a specific commission number will be deleted. Lastly, I am licensed in Virginia, and so the approach and paperwork that I reference are specific to this State. If you are in another State please note that things may be different for you, and if you are in Virginia note that our listing forms have had some changes since this recording. When in doubt, before adopting any of my strategies, dialogues or processes, please verify with your broker.
Without further adieu ... I present to you my listing presentation! After watching I would love for you to comment with your favorite takeaways, and of course any questions.