POWERFACT: Before you start talking about YOU during your listing conversation – be sure that sellers have first bought into the value of our industry and using a REALTOR.
I believe in having listing CONVERSATIONS — not presentations. Rather than presenting – you are communicating. You’re fully present in the moment and learning about what the sellers are committed to. What is their WHY for selling their home? Once you know that, you can help coach them to make the decisions and create the path they need to get to that why.
Before you start talking about how wonderful YOU are (and I’m sure you are), sellers need to have buy in about our industry and why working with a REALTOR is a wise decision and in their best interests.
Part 1: Here you will give the homeowner an update on your local marketing by sharing stats from your multiple listing service and/or town records. For example:
- Last year’s sold prices to this year
- Last year’s days on market compared to this year
- Number of listings to sales last year, then this year
- List price to sales price ratio, this year compared to last year
Part 2: You want to illustrate, using stories, metaphors, and analogies, why more than 85% of all home sellers finally list and sell with a professional real estate agent.
- Power Agent visuals
- Articles from News Sources
- 3rd Party Negotiation
- Ethan Allen Analogy
- Kelly Blue Book Analogy
Next, you would discuss the attributes of your company, then what you bring to the table as an agent.
Learning to be an amazing listing agent is vital to your longevity in this business and in direct proportion to what you can earn every year.
That’s why helping agents develop the kind of Listing Conversation that is wrapped around coaching, not closing, and serving, not selling is a big part of what we teach at our annual Listing Intensive Workshop in January.