As a new agent, going on listing appointments can be intimidating, even scary. On a recent coaching call, I had an agent ask what she should do to help her feel more confident and competent when she goes out on appointments because she is young and new to the business.
My answer was, “Before you start talking about you, 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.
In our Sample Listing Conversation Book for our Power Agent members, I suggest you block out the first section of your presentation/conversation information that validates the industry on a national and local level.
Section One
About the Industry: A good way to do that is 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
Next, you will want to illustrate—using stories, metaphors and analogies—why more than 85 percent of all home sellers finally list and sell with a professional real estate agent.
Section Two
About Your Company: You would discuss the attributes of your company.
Section Three
Here’s where you talk about what you bring to the table.
Section Four
How you intend to market the home using analogies and metaphors for clarity.
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! We’re here to help!
Darryl Davis, bestselling author of “How to Become a Power Agent in Real Estate” and owner of Darryl Davis Seminars, has trained and coached over 100,000 real estate professionals around the globe for more than 27 years. He is the founder of the Next Level® real estate training system, The Power Program®, which has helped agents double their production over their previous year. For more information, and the new agent tools that can help take you to your Next Level®, please contact darryl@darrylspeaks.com or visit www.ThePowerProgram.com/NewAgentSuccess
