Listing presentations can be very invigorating, to say the least. We are contacted by the proposed seller, which prompts us to ask all the right questions, followed up by researching the market, scheduling an appointment and ultimately viewing the property. My typical pre-game routine involves compiling all the available information, organizing it into a format the prospect can understand and try to focus on keeping it simple. The key is to offer information that is not easily accessible by the average person. "Information that is specific to being in the industry, living, eating breathing and sleeping in the industry, somthing pertinent they would never know, thats how we becomes experts "*. I have my bag of ammunition (Market analysis, etc.) in hand and I leap into my car. Before I throw it in Drive, i click on the "go factor button", yes I said the go factor button. This happens to be the play button on my CD player, quick to follow is the "Enter SandMan" album by Metallica. The hair on my arms stand on end as I pull out of the parking lot. Scouring through traffic to the beat of the drums and belting out the lyrics to "Wherever I May Roam" I feel the anticipation, the adrenaline and a bit of the jitters. This is all immediately erased as I perform my air drum solo at each traffic light (I'm pretty good, although I had to remove the door magnets from my car so I would not be known as a crazy Realtor. There are a lot of traffic lights in Naples). I will warn you to keep the drum solos to a minimum, showing up to the listing in a sweat can be misconstrued. Music has such an impact on my mood and motivation in everythin I do. I found this to re-activate my excitement as to why I am in this business, and why I love what I do. The drive to the appointment is too late to second guess your preparation. Its time to put on your game face, or helmet depending on who your dealing with and GET PSYCHED!!
I must admit the return trip is much more subdued and usually consists of Neil Diamond as I am usually whooped and need to recoup.
*I have to disclose this tid bit (which is highly effective) was passed on to my by my cohort Shannon Lefevre.
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