I went on a presentation on Saturday, and didn’t get the listing signed. It was a FSBO I had talked to, and set an appointment with the guy. When I did my pre-qual I asked him if he was the only decision maker involved and he told me yes. Also, his was the only name on the title. His wife was sitting in bed studying school when we went thru the house. She didn’t get up or express any interest in what we were talking about. I asked him if he had bought the house before he got married, just to make sure she didn’t need to sign the paperwork. Here’s where I made my mistake.
I didn’t ask to present to her. I just presented to him. He was just about ready to sign the contract when she called for him to come talk to her. He went into the room and explained what we were doing. She asked him some questions, and then told him not to sign the paperwork that day. I could hear everything they were saying, but didn’t want to go barging in and start making my sales pitch to her. (Maybe I’m wrong, but I thought that would come across as super, super pushy.)
I hadn’t analyzed her correctly, and her being part of the decision making process. The husband wasn’t that sharp, so if I was her, I wouldn’t have him signing stuff. He obviously wasn’t the head of the house, and I should have seen that earlier. I screwed up when I didn’t ask for her to be a part of the presentation.
Today, before I go on a presentation I write down any potential reasons the sellers might not sign up. This allows me to prepare for their objections mentally and also to ensure everything moves towards me walking out with the listing. After doing this I have seen my conversion rate improve. I’m more prepared, and have any potential objections (and the answers) already rehearsed, thought out, and ready to go. Pretty much no matter what you do, you’ll never get every single listing presentation. But, if you just keep at it, you’ll get listings and the resulting sales.
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Ben & Chris Curry The Short Sale Agent's Advocate
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