Listing real estate is a competitive sport. Listing property requires a certain attitude and frame of mind before you give your presentation. If you’re “all in” then the attitude is that “it’s yours” before you’ve been formally hired. We never go on a listing appointment with the attitude that we may not be chosen. Most of our listing appointments involve competing with two other agents.
The path to secure the listing rests on you; your ability to control without people realizing they’re being controlled; having a thorough knowledge of your market; boldly and proudly sharing your marketing methods with enthusiasm and confidence reflecting that no one else markets as you do; and never losing eye contact while sharing all of this information.
Your presentation must flow smoothly and with certainty showing the homeowner that you are the best agent to represent his interests. It’s not a script. It’s spoken with conviction.
Is there anyone more knowledgeable about your marketplace than you; does anyone market with better quality than you; and does anyone give better service to clients than you? If you’re the best, there’s no reason to think that the listing is not yours. When you glow with confidence, not cockiness, you give the message that you ARE the right choice. Every listing presentation should be delivered as if you’ve already been hired to do the job, confidently but relaxed.
Just another thought for the moment, and probably the last one today….