The Handwriting on the Wall

Charita:

Listing or buyer presentations need to be more natural and not so canned. While we need to make our case and explain our marketing methods, the art of "listening" cannot be ignored.

Hi Charita - very good read and a great reminder and of we need to keep in check. I don't think this can be ever be so true. We may tend to focus on ourselves, but do we always take the time to listen, have the client understood, and finding the common ground? Being receptive and having an open mind sure is the key.

Charita:

There are only three things a seller wants to hear about on a listing presentation:

• How much is the home worth?
• How quickly will it sell.
• What are you going to do to get the home sold.

When agents get into "How great" they are I know that it can be a major distractions. Also, its a challenge for agents to listen & not try to talk over the seller. I do not think agents really pay attention to seller motivation which is queen and price is king. I see in my local market daily price reduction email fliers, and I often think --- if only the agent had priced the listing correctly. Many agents fall in love with the sound of their own voices @ listing presentations.

I know of an agent that called the Listing Presentation a Listening Presentation. Try to remember that each time I go on one.

Have learned to check in with clients from time to time. Just come out and ask if we are on the right path and what if any changes need to be made. With buyers who have written several offers and keep losing out, let them know this must be frustrating. Many clients will open up and talk if we let them.

Good reminder going into a new week.

That's great advice Charita, and all the sales course in the world can't compete with that!

Charita, I have to agree. Listening is a big factor when identifying a sellers needs. The inspiration for this post applies and is so true today.

Great post, makes me re-think my presentation.  I hate losing listings to other agents, especially if I know that they use way to much puffery in their presentations.  I try to stick with the facts and need to make sure I 'hear' more and say less.  Thanks for the post. 

"Not Listening"

Probably the single greatest mistake we can make and I am glad you led your post with that fact!

Reflecting on ones self and activities and tweaking to perfection is the way to go.....In the end, all benefit from the expereince....thank you Charita

Charita, when I first came into real estate, I didn't pursue listings. Mostly because I didn't know what I had to offer clients that would be above and beyond what my fellow agents were doing. Needless to say, I didn't go on many listing appointments. I worked primarily with buyers. By doing so, I learned what buyers are looking for. Through that process and the help of ActiveRain, I have found my "niche". Now when I go on a listing appointment, I have much more confidence and know what my strengths are and what I bring to the table that other agents don't. However, I know that I'm not going to be a "perfect match" for every seller. Because of that, I'm okay with not getting every listing. The ones I do get are a "good match". And I'd rather work with clients that really "get" my approach to selling homes because they'll be more willing to take my advice. Good communication is a big part of that approach. It's absolutely necessary in this business. 

Charita, I agree in regards to the training that KW provides. While I'm not going anywhere soon, I find most of their training old school. It's surprising considering that Ben Kinney is a KW agent, that more isn't communicated regarding the importance of Internet marketing. I see KW making a greater effort to do that but still push the old school ways of selling real estate. I have learned more from ActiveRain in the last year than all my training put together at KW. I stay for other reasons now but hope to branch out on my own one day.