We're Different Folks With The Same Challenges!!

Barbara,

Different people have different criterias. Some go for an agent with the most advertisements. Some prefer agent with a warm approach that makes them feel at ease. Some go for the highest price that the agent is willing to list at. I just make sure that I come prepared with the comps, marketing package and ask questions, questions, questions.

I think many times it boils down to the personality and the connection.  Of course, the best appointments are those where a past client has recommended YOU.... it is much easier because there is a much higher level of trust.

Going up against a new agent is sometimes a lot harder.  But with the technology and experience, landing a new listing just seems to be easier in our market.

You know I find what always works is if I really don't want the listing, those are the ones I always get.  You know, those people who are your last appointment of the day at maybe 7 or 8 PM, you are tired, you have shown all day, no supper and you just want to go home, they bond with you and want you to list it right then and there,  So maybe if you don't want the listing that is a way to get it!!!  HA~!!

For us as sellers, a big reason for why we chose who we did was because of the chemistry we have with them. Mel also questions them pretty strenuously so we've always gone with the one who seems to answer the most.

Gretchen

Barbara, I'm going to trot out my favorite Floyd Wickman quote, "It's better to be the first born, the second wife, and the third listing agent!" Some sellers aren't worth our time until they get real. But there are different hot buttons for different people for sure. We can't be all things to all people.

Sharon

Barbara

Well one could dwell on this for quite some time. I still believe that a big issue is chemistry and trust, most other things being equal. But I suspect the true answer is that there are as many answers as there are sellers. And one could spend a heckuva lot of time trying to analyze this and not have a definitive answer.

Jeff

I apply the KISS method when at listing appointments. I focus on them and their needs and what we have to do so they can fulfill those.

Hi Barbara - Every seller is different and will focus on different elements of the potential relationship, presentation, external pressures and more.

I connect with them via  confidence without arrogance, my marketing samples and validation are the supporting casts. . .if that do not win it over for me, I 'll go to the next one.

  In addition to the marketing and technology....the question becomes...can you work with US...this business is about relationships....and if you and the Seller don't feel you can have a team approach to the sale...not the right fit for either one.

Barbara, an honest approach with all the facts and a good marketing plan seems to work. You've also got to know when to walk away from the sellers who are only interested in two things - listing at their price and reducing the fee.

That is why knowing how to work with a lot of different personalities is so key in this business.  For me, being a teacher before this career totally prepared me with working with a lot of different people.  Great training.

I wish there was a "best tip" but it mostly amounts to human connection, how comfortable the sellers feel with us, how we present ourselves and our work. Thanks for the post.

Barbara: I go to the listng appointment very prepared. The conversation flows from the hot buttons the homeowner presents. There is only so much time to begin a relationship. Sometimes we review all of the material, sometimes not. The sellers can always read my leave behind for the information about my company. Price, marketing and establishing that rapport are critical. Do I get them all? Sadly no, but I do tend to get them when the first listing has expired with no sale.

Barbara - Listing presentations are always interesting.  While they are prequalifying us, we're prequalifying them.  I've had listing presentations where at the end they are ready to sign on the dotted line and I'm not.  It's a hard concept for sellers to realize that we won't take every listing, especially overpriced listings or ones where they want a lot of print advertising or an Open House every weekend.  We're in business and have to think about ROI for every listing we take.