BB, I think it is too. But how many started out with bending the truth or streching it? Thanks for a good way to handle this.

TLW- :{) 

Listen to Bryant. 

But, I would suggest to not be interviewed.  Take control from the beginning and talk about the property.  Ask a thousand questions about the house, the neighborhood, the systems, repairs, warranties, etc.  Talk real estate.  If all they care about is how many homes you've sold or how long you've been in the business, they can simply hire by stats.

Most people hire on personality.  WOW them. 

Good luck.

Lenn

Thanks for the tips Lenn, they say great minds think alike.

Michael...

Lenn stated that very well... WOW .... Them !!!!!

.......And get them off the STATS :})

Great comment Lenn.

TLW...ROAR!

Hi TLW, I see you have added some wax to your mustache.

Always honesty,  if you don't it always come back to bite you in your 'Real' Estate.   Let them know you are honestly all about helping them.  Use your company, learn to market the best possible way using your company's strengths. Then get busy learning as much as you can about internet marketing. Learn ways to emphasize your strengths.  I like what Lenn & Bryant said.  Good Luck.

Nancy Lohman   www.nancylohman.com  

Thanks for your advice Nancy, I am trying to learn more about the internet and web sites, I am a little slow with computers, but I'm learning more everyday right here on the Rain.

Michael so far no one has commited about your name. Wow..

Ok you need to polish your self up; polish your presentation (know what you present) and then always be prepared for outside the box questions before you go on any presentation. Practice if necessary. Always be confident (experianced or not). Remember you are a salesmanBut above, sell yourself. But be honest and frank at all times. It far outweighs any thing else you could do.

If your still a little gun shy perhaps your broker or a more experianced co-worker wouldn't mind accompnaing you to the first few listing presentations to help fill in the questions you don't feel at ease answering.

Thank You for the tips Danny, I recently found out that my copany has a mentor program, and I am in the thought process of choosing my mentor.

Broker Byrant and Lenn will never give you bad advise Michael. I agree with them..The interview is always about them- focus them on what you will do...forward motion...

 I can't agree with you more, but I do wonder if anybody was told to fib a little about their experience from their company?

I agree wiht Lenn.  All too often we assume it is all about us, it isn't! Ask questions about the sellers, their needs,  their home.  Then spell out what you, and your company can do for them!  Like Lenn said!  "Wow them!"  And above all... Honesty!  No one can ever come back to you for being honest.  You will do well!

Best wishes!

Jim Crawford

Thanks for weighing in Jim, and thanks for the well wishes!

Michael,

Just be yourself and "act like you've done it before."  If you are confident in the company you chose to hang your license and in your ability to do more than anybody else, your customers will see it and want to associate with a winner and feed off your enthusiasm.  I'm new myself, and don't volunteer it, but also don't like if asked. 

Thanks for the comments Rick, I'll take it to heart. Good luck to you too!

Michael...

This is the Queen of Hijacking talking to you now :)

Nice work :)

Make sure you leave their boxes checked after you hijack their comments :)

Okay. I'll lose the mustache...Too bad I liked it :)

TLW...ROAR!

ARRRRRGGGHHH, Santa on internet porn. You can keep the mustache, BB might even like the way it tickles! :{0

I would tell them who cares how many homes I've sold - I have 6 NBA championship rings! All jokes aside, when I was new and asked that question I would reply that I have training/education, backed by my broker / office manager, and as a new agent I am willing to work hard to prove myself, hungry like a tiger - etc. A lot of the top producers are very busy, as a new agent you can provide them a deeper level of customer service.. etc etc. Hope this helps!

Thanks Carl, I might try the ring joke, I like it. Is that your high school grad picture you're using on you rain bio? JK, you look about as old as my oldest son,23. Thats my number!

Two thoughts.  1 - honesty.  2 - what Bryant says (not inferring that Bryant is dishonest, by any means!).  Mix the two together...may be a perfect combination!

Dr. Sirkar, I'm honored, your bio is very impressive! Do you still work in the engineering field?

Michael:

I think no matter what, honesty is always the best policy.  I would just use the advice of senior members of the industry and incorporate those responses that are not lies and let the client fill in the spaces. 

Ken

Thanks for adding your input Ken, how do you like living in Phoenix, instead of Hawaii?

Michael- My first Listing Presentation was scary.... Fortunately that question did not come up....I did my homework and even worked up a net sheet to the Seller to talk about their closing costs...

I had all sorts of information that must have looked overwhelming and the Seller didn't ask a lot of questions. 

Hi Lauren, you can read about my first listing experience here. Thanks for the comments!

I have heard someone suggest that the experienced people are trying to juggle 20-30 sellers and you will have just one house to get sold.  So you will be able to give them plenty of time and plenty of effortMake

Make your weakness your strength.  Talk about how your broker is going to be coaching your every step of the way to make sure everything is done right, (if that is in fact true).

And don't hide anything. 

Thanks Marty for the wisdom, I see your top banana in Alaska! And yes my company gives great support and training to the new agents!

Tell them the truth in a way that makes you look good. The truth is, there are a lot of very experienced agents who won't work as hard as you. Sell your enthusiam. If you have experience or background from another industry, stress that. Sell your company, not you as an individual. Make sure they know you are not flying solo, and that you have x years of experience standing beind you.

If people like you, they'll hire you as long as they think you can do the job.

Finally, this might sound corny, be optimistic. Know that you're going to get the listing and that you're the best agent for the job. Believe that and be confident.

Thanks Steve, these are all good points. I use to live up north of you, in the DFW area. My folks still live there. Can't say I miss the weather though.

ever wonder if you were a doctors first patient?

Now that you planted that seed I will.

Listen to Lenn.

I still do it that way.  Talk about the house and the things they need to do to get it ready, get them talking about anything they have put into the house, make lots of notes at that time.  Write anything down they say about the house, what they think is important is REALLY important.  Even read it back to them.

The more time you spend before you sit down to go through the CMA with them, the more they will want to be a the end and the less likely the question sill come up.  Reading glasses help when you get to the table...makes you look too old to be new :)

I had a book of all of the homes sold by our company and would bring up comparable sales.  "This one WE sold down the street a few months back..."  Learn to use "The Queen's We".  Tell real estate stories as you can fit them into the conversation as you are walking through the house.  The more you talk about homes that have sold or homes that "we"/your office sold, the less likely the queston will be asked.

If they ask...truth is the only answer.  I am newer and haven't sold any yet, that is why I'm glad our office has sold so many and will be here the first week at the office tour.

Thanks for the tips, I like the one about writing everything they say about the house. I use to live in Seattle untill I moved back down to SoCa. Lived just north of the Sea-Tac Airport, could count the rivets on the planes as they flew over.

I believe in the honesty is the best policy answer. It will come through and pay off in the end.  

Thats my thinking too. You need to get a picture up, you don't have one on your web site either. 

Honesty-that old line 'it feels like forever' is SO tired.  Answer the question if it comes up and then go into seller questions.  Remember that it's all about them.  I have a three page listing presentation that's basically all questions.  If you'd like me to email you a copy, shoot me a note and i'll send over to you.  If the sellers are that hung up on how long you've had a license, remind them that you've got the most recent, cutting edge knowledge out there and have a broker with x years in the business who is available and just a phone call away, and that a lot of times the younger newer ones work harder because they have nothing else.  then SMILE.  they'll love ya. =)

Thanks Leigh, I will take you up on the offer.  

Always, always, ALWAYS tell the truth.  The trust required be a client to put their most expensive possession in your hands is no small deal. 

That said, most people will never think to ask how long you've been in business.  By the next time you're asked that question, you'll have a long list of sales behind you and you'll smile when you answer. 

Form your lips to God's ears! 

Michael...

You are cracking me up with this. LOL.

Now it's a featured post and you're still hijacking their comments.   ROFLM (butt) O 

Thanks for the 'good morning world' laugh. This really is funny... I can hardly type I'm laughing so hard.

TLW...ROAR!

,{)

Hi Michael -
If that question ever comes us, I always tell them that although I'm relatively new to the industry, I have a very strong team of agents and brokers behind me who are always just a phone call away. I think it makes them feel like I'm not going it alone!

Thanks Michelle, you have much snow there in N.H.? 

Michael,

Tell the truth.  Everyone had to start somewhere. My first listing came form a parent of student and dauhter's school. Which led to my second listing because they referred me.

Seems like a lot of the new agents get their first chance from someone they know. 

Michael,

Lots of great advice and recommendations here. While your experience may be perceived to be adverse to their interests you just have to do a good job of turning it into an advantage for them.

Ron, thanks for the input, I will try to do it! 

Michael,

Honesty is the best policy always  Having said that, I think you should spend a few thoughtful moments focusing on how to best frame an answer to those sensitive questions.  Once you have the right response memorized, it will just roll off your tongue.  Good luck to you.  Soon, you'll have a lot of accolades to discuss.

I appreciate your comments Diane, Thanks for weighing in!

Michael, honesty always.  My first listing presentation turned into a 5 hour stint.  The woman wouldn't let me leave!  I'm down to 3 now.... rofl  gotta work on that still. 

Wow, I hope you got to take a lunch break. 3 hours still seems long.

You got some great advice. Honesty is always the way to go. Like Bryant...I always just came out with it before they had a chance to ask. I also tried to keep control of the interview process and promoted my office as a team...how much experience we all have...what we sold...we...we...and then plus being new I was going to make or break my career based on the service I gave them. Service being the key word and I told them so.

Thanks Monika, yes I did get a Bunch of great advice, I'm over whelmed. 

Honesty. You handled the presentation very well. Good job.

Thank You Chris.

Honesty.  When I first started in the real estate business over 20 years ago I was 18 years old with no actual experience.  I worked a ton of buyers, took floor time and became very active in the community which created many opportunities for me.  One thing I would do if I was you would be to put together a top notch prelisting book.  Design a book that shows specifically what you do for your listing clients...this will eliminate many questions about your experience.   This also allows you to focus your time on the listing to learning about why they want to sell and how you can help them. Good luck...and I can relate to your obstacle because I can still remember sitting across from the sellers who thought I shouldn't be selling real estate...I should be flipping burgers somewhere.  If you work hard, are honest and you bring value to your clients you will make it!

Thanks for the tips Sam, congratulations on being successful at the early age of 18.

Being honest is how I conduct business; I was also able to used the company information to wow the seller since the company had the largest market share etc.  real estate was not my first job, so I do talk a little about my background.  I then set out to build report; I can't do the hard sell so I talk about something we might have in common.  Half the battle is getting seller to like you and for them to recognise your commitment to marketing their property with their best interest in mind.  Worked for me.You

You might also consider sending the potential seller a pre-listing package to they will have some of the information you need ready to hand to you when you arrive, this makes you look more professional.

Thanks for the comments Jennifer, and I want to add what a beautiful county you live in.

Michael - thanks for sharing this experience. We ALL started out with our first listing presentation at one time or another, AND our first buyer. No exceptions. I think Bryant and Lenn, in particular, make good points but there is some great info here. Taking control early on is important. If they are more interested in how many homes you have listed then they are going to hire the mega producer - who may not necessarily be the best agent and who doesn't have PERSONAL time for them. That is another thing you can emphasize - you work on your own, not with an assistant, and you will get my FULL attention and not be dealing with my assistant (I beat out a very seasoned agent on a listing for this very reasons). Plus since you are not overwhelmed with listings you can really work hard for them and devote the time needed to market THEIR home.

Good luck. We have all been there (and some of us are still in the newer agent phase).

Jeff

Thanks for stopping by Jeff, I have read your blogs before, I bet you don't miss the snow.  

I agree that honesty is the way, but look forward to a listing presentation when you don't get asked how many homes you've sold!  On the other hand, use your energy and motivation to your advantage, some people are tired of the same old real estate agents.

Thanks Mike, love the victorian home on youe web site! And the home on the ocean is stunning too!

I agree with Mike Morgenstern.....

Hi Phylena, did you get your great name from the girl in Marty Robbins song "El Paso"?

I think honest is the best policy. People will respect you more in the long run. We have been asked many times if we have sold any homes in a certain area and several times we have said no and the people have listed with us because they appreciated our honesty.

Thanks for your insight, I like your logo, cute!

I have found that honesty is always the best policy.  Just like when you don't know the answer to a question.  Say you don't but say you will find out and get the answer to them immediately.  Then Do what you Say.

Thats how I feel, thanks for the input Michael.

I agree that you should be honest.

Thanks Ava, that is my way of doing business.

Michael...

I'm going to throw another one in here just to make you work harder. LOL... 

TLW...ROAR!

Thanks TLW, it is taking me hours to reply to everyone!

Michael Jordan,  I like your name! 

I'm also pretty new to my business.  Remember the six month rule.  Whatever you do today will impact your business in six months. 

Here's how I answer the experience questions:

Because I am new, I will work ten times harder than anyone else to make sure that this is a great transaction for you!..... I have a wonderful team of experts with 30 years of experience in my office that I work closely with to ensure that all the bases are covered....

And just finally a note on Realtors.  I go to  open houses all the time to introduce myself and  be visible out there.  I actually keep a rolodex file on them for two reasons:  so I can follow up with them, and so I can choose the one I want to represent me when we sell our house.   So if I walked in on you in an Open House, would you be the one I'd choose? 

Hey just food for thought here and I'm sure you'll do really well!!!!

Renee, thanks for the tips, and I hope I would be one of your choices. I plan on always being honest and to give my clients the best service and communication as I can.

Michael, I think that honesty is best.  When you make a habit of telling your clients the truth it will always benefit you in the long run. I believe in answering questions with a straightforward answer.  And you can always follow up with your professional advice and knowledge.  When you show your clients that you know what you are talking about by taking it upon yourself to: research the market today in their neighborhood and surrounding, real estate news and trends, even home improvement and remodeling information; they may not even care how long you have been an agent or how many homes you have sold.  Focus your attention to their needs.  Ask them questions and always maintain control of the conversation. 

 Take care and wishing you all of you well!!!

 Pierrette

Thank you Pierrette, Hope you get your picture up soon, I like to see who I'm conversing with. Best wishes to you.

Michael,

I agree that honesty is the best policy. But focus on what you do the best and you'll be amazed at what happens. I posted a while back about my second listing and how I thought the ineptness of their replacement and new agent had killed my chances.

Well I got the listing.

How did I do it? I had established my credibility earlier in the conversation. It was until I was replaying the discussion in my head that I realized the seller ACTUALLY WAS DEFENDING my inexperience for me.

I don't like the canned answers. Nor do I really like bringing the weaknesses right to the forefront -- especially when you are not sure it is a weakness. I wouldn't "fear" the question, but rather have a candid response. For me it was "I spent the past eight years trying to get parents to drop the price of your house in tuition to college, I think I can get them to buy a house." You will focus on the reasons you think your the best agent -- regardless of time on the job.

Thanks for stopping by Toby, give Sadie a rub for me.

So, Michael, I bet you have a great Logo with that name... if not get one.. we have an agent here in Lewiston named Christy Brinkley.. her logo is " Christy Brinkley, your model agent".............

As for being a new agent, I know it is hard to interview without having a lot of listing behind you.  In the beginning, if you are going to compete for a listing, get a partner that has a lot of experiance and share it.  In the mean time, pound the streets, pick up every fsbo, or vacant property you can, list it and get some sales behind you.  After that, it becomes easy.

Hi Shari, she had a cute logo! I am using at this moment "I'll Jump through hoops for You", what do you think?

Michael,

I once worked for a fabulous salesperson, and she always said "Never Lie, but don't tell the Complete truth either!"  When someone asks the dreaded ...how long... question, they can tell you're a tenderfoot. You are wearing it like a jacket. So what?

They can tell you don't believe in what you're selling, they can sense your discomfort, your lack of confidence.  It sounds like you're not really fantastic at thinking on your feet, and you're not alone, I'm not good at all. What I can tell you is to get comfortable with your listing presentation and have some prepared answers you're comfortable with and you'll do just fine. Next thing you know you'll have some experience and won't need them.

When I first started, people would ask me the ...how long... question and I'd say something like: "You're my first seller interview ... this week." (truth but not complete truth) Then I'd remind them that 50% of the doctors that graduated from Harvard graduated in the bottom half of their class, and while they were scratching their heads on that one I'd get the focus back on them, where it belongs.

Thanks for your input Mike, wondering if you are Mike Hunter the House hunter from Sudbury, Ma?

"Fake it till ya make it", thats what I did in the begining!

Thanks Jennifer, how many TV's did you give away last year? Nice web site too.

Michael:

When I was new, I answered that question one of two ways.  I have very little, that's why I will work harder for you or with little inventory, I have lots of time to devote exclusively to you,

You can also say that you have the entire office, trainer, manager behind you helping you & guiding you through this period. 

Hi Elaine, thanks for weighing in, guessing your from Parkland, Fl. 

Hi Michael -- you are on the right track.   However, rather than start listing all the features and benefits of you and your firm, it is best to start asking questions of the prospect.  This give you a wealth of information -- then you can draw from you own experiences and/or the firm your work for - and demonstrate how you can meet the clients expectations.  Ask what types of things the prospect is looking for in the real estate agent.   Then match your assets to these responses.   Research has shown that when it comes right down to it, people like to work with people who they perceive "are like them" -- who think like them.   Show the prospect how you can fit with what the prospect is looking for.  If there is not a fit -- then move on.

Thanks Joan,  I think that was the one thing I didn't do. I spent more time on the numbers than on them, know better now.

Honesty is always the best policy. If like BB say you take control of the interview, the question will never come up.

Wow them with your knowledge,impress them with stats like absorption rate, DOM( graphs are a plus) your listening skills, your confidence, and your printed marketing materails.

Sell your company and the support and training they give you.

MAke it so the thought won;t even cross their mind to ask! But if they do..

Sell your company and the support and training they give you.

Thanks Ginger & Roger, all good tips. Your part of the country does look like paradise.

Honesty and ethics - that's the answer.  Sure, folks want the most experienced Realtor on the block, but that doesn't always mean the best.  If your broker will be available to support you in the listing and sale process use that in your answer, "Well, I'm pretty new at this but I'm backed by a broker and a team of professionals that want me to succeed and are committed to helping me to sell your house."

No lie - just reality and "No brag - just fact."  (I hear Walter Brennan saying that in a TV show about gunfighters, but can't remember the show.)

Thanks  for  the feedback, I appreciate it!  The name of the show was "The Guns of Will Sonnett". I love that show, watched it all the time. In fact I use that line all the time too!

Michael...

No one is getting your responses.

Did you leave the boxes checked?

Don't hijack this. Let's see what the problem is first :)

TLW...ROAR!

TLW, I have no clue what you are talking about? What is hi-jacking?

I'll have to read through the comments to see what everyone else said because I, myself am curious.  I am also fairly new to the business and haven't been so sure how to answer this question Michael.  Undoubtedly it is important to be honest.  I have been told to say: even though I'm in my first year I have a great team that is available to help me at my office (mentor, co-workers, etc...)  I think what matters the most is how you carry yourself and the way you interact with your prospective client. 

Hi Patricia, that is a great comment, I think I'll borrow it, it thats ok with you. You guys dug out from all that snow yet?

Thanks for dropping by LLoyd, appreciate the input.

Sharon thanks for your thoughts, and I hope to see your beautiful part of the country someday.