Listing Agents Are Profilers 1st & Listing Agents 2nd | Work Smart !

By
Managing Real Estate Broker with RE/MAX Executive Realty 104763
https://staging.activerain.com/droplet/5cgV

 

Listing appointments are always a psychology test.  How did you fare in psychology?  Half the battle of closing a listing appointment is the future listing agent’s ability to become a chameleon.  People like to be in the company of other people who act and think as they do.    

All of the "other elements" of a listing appointment can be negotiated.  If the agent who is giving the presentation does not appear to be “cut from the same cloth” as the seller, the appointment is over in the mind of the seller.

Agents who are not successful at being a chameleon are usually not top producers, and if they are top producers, they need to work longer hours because they do not work smarter!!  They need to work more appointments; they need to work a wider radius; and the majority of their time is devoted to business in order to maintain that production. 

A chameleon is a closer; a person who can mirror another and within minutes can reach a common ground.  This is another reason to offer a two step listing presentation.  The first appointment is needed to listen and decide how your second appointment must be presented.  Did you ever think of real estate agents as being “profilers?”  There’s a strong correlation!!!

Just another thought for the moment.....

Posted by

       

Barbara Todaro, sales manager of RE/MAX Executive Realty 

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038

508-520-9881

www.todarosellsfranklinma.com

Exclusive Marketing Agent for The Todaro Team

 

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Rainmaker
47,726
Khash Saghafi
Liberty Home Mortgage Corporation - Cleveland, OH
Mortgage Loan Officer, Cleveland Ohio

I like your statement on finding "common ground". That is so important with any type of sales. Great post Barb!! Hope you are enjoying your day!!

May 13, 2018 02:35 PM #1
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Thanks, Khash Saghafi I had a wonderful day.... and being a chameleon and blending in is very important.... finding a common ground to create some comfort...

May 13, 2018 02:47 PM #2
Ambassador
3,450,673
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Barbara in this industry we need to where many hat and be able to adapt quickly to situations as they present themselves, and you present a good example of this.

May 13, 2018 03:49 PM #3
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

George Souto before you can list a home, the first step is to profile the homeowner so you will have a handle on how to deal with them to close them for the listing and then to deal with them throughout the marketing period, the offer to purchase stage and onward to the closing table.... it all begins with profiling...

May 13, 2018 03:52 PM #4
Rainmaker
2,670,749
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Barbara, Not taking away from your post just enhancing it with my comment... I guess after 25 years of being a listing agent now I focus more on: 1.  is the seller reasonable, 2. is the seller willing to sell or 3. is the seller just wanting to list their property not necessarily sell it. IF the first two apply I will take the listing, if it is the third option I choose not to, since it is my time, my marketing money and my efforts that need to be initially spent. Maybe in my earlier days I was more of a chameleon, now I am more selective about what I list... just as an example there was a listing presentation where the previous agent had the property listed for $49 million and did not sell it... I came in and suggested $22.5 million and we sold it three times and the third time it closed.... BTW that was vacant land in Beverly Hills,Endre

May 13, 2018 09:59 PM #5
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Endre Barath, Jr. I understand the point your making but pricing is not my focus with this post....this is assuming the listing will be priced properly.... to get to that point of negotiating an equitable list price, one needs to be on a level that blends with the homeowner.... or you'll not get the listing, no matter what the price.... 

In this extreme sellers market, unless it's a grossly overpriced listing, we won't take it either....

May 14, 2018 03:01 AM #6
Rainmaker
2,407,270
James Dray
Fathom Realty AR LLC - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Barbara.

A very wise agent will take this advice, and use it to their advantage.

May 14, 2018 03:27 AM #7
Rainmaker
2,133,436
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

I agree with your assessment about this, Barbara.  Finding common ground is an important element in being a successful agent.

May 14, 2018 04:03 AM #8
Ambassador
2,921,693
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

You are right on with this.  Takes a while to mirror behavior of those you are sitting across from, but boy does it pay off.

May 14, 2018 10:21 AM #9
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

James Dray listing agents and buyer agents must master this technique....it's a learned skill.... it results in being a chameleon.... blending right in....

Myrl Jeffcoat ...finding a common ground creates a real comfort zone for the client and the agent....

May 14, 2018 10:31 AM #10
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Chris Ann Cleland people like to do business with people who remind them of themselves.... if you can find a common ground and/or mirror or just become a chameleon, you're golden....

May 14, 2018 10:33 AM #11
Rainmaker
2,855,323
Michael Jacobs
Coldwell Banker Residential Brokerage - Pasadena, CA
Los Angeles Pasadena Area Real Estate 818.516.4393

Hi Barbara - being a chameleon without appearing wishy-washy requires knowing yourself,  your business and your client.

May 14, 2018 11:26 AM #12
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Michael Jacobs knowing yourself and having the confidence to quickly profile a potential client and go forth based on those decisions will make or break a real estate agent....

May 14, 2018 02:26 PM #13
Rainmaker
2,670,749
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

With that clarification I agree 100% Barbara, there is a guy everyone knows "Tony Robbins" he is a huge proponent of mirroring, Endre

May 14, 2018 06:00 PM #14
Rainmaker
4,213,792
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

mirroring or being a chameleon are each very powerful when on a listing appointment.... Endre Barath, Jr.  

May 14, 2018 06:04 PM #15
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