Home : Blogs : Monica Hubert : Monica's Blog

Listing appointments....

Okay, this is not my first Rodeo. I have been on Listing appointments before but this time, it is all ME.

Let me explain, When I began in Real Estate 3 years ago, I started out as a member of a "Team" as their Assistant. I had my license but was not active. My Job was mainly support and servicing their listings.

Then several months ago I decided it was time for me to go active again, I went to another Team and mainly worked with Buyers. I did go to 3 listing appointments for the Team Leader and I got all three listings. When I got those listings though, they didn't really feel like they were mine because I was the Co-Lister.

Fast forward to Today. I have my first listing appointment all by myself. I am excited and a bit nervous. I want to be the best Listing agent I can be.

My Question is, what do you do on your listing appointments? What makes you stand out above all others? Do you have an action plan? Do you Pull comps and bring them with you? How do you respond to the Sellers who feel their homes are worth more then the market will support?

Any other advice you could give me about Listing appointments would be greatly appreciated.

Posted by Monica Hubert on 11/07/2008 08:14 AM

Comments (9)

Listing Appointments in the Training Channel

ocala homes for sale, buying ocala real estate, realtors, listing appointments

This post has been included in Florida Information Marion County, FL Information Ocala, FL Information
Post is included in group: Real Estate Rookie
Post is included in group: Realtors®
Post is included in group: RE/MAX Active Rain Bloggers

9 Comments on Listing appointments....

NOV

2008

First thing to do is ask the right questions, and then listen to what they are saying. Then decided if you want to move foreward. You are the interviewer. Only take the listing if it is on your terms.

Hey, Monica -

Everybody's style is different - but I do less flash (fancy powerpoint presentations, good-looking bound CMA's, etc.) and get right down to business. Here's a summary of how I work - note the ORDER of things is critical here -

1. Break the ice by paying them a GENUINE compliment as you walk in.

2. Sit down at THE KITCHEN or DINING ROOM table - not the Family Room couch with the TV on. Eliminate all distractions - insist on that!

3. Put your clients, as Real Estate Trainer Floyd Wickman might say, on a Safe Island. Remember when you were in school, and on the first day of class, the instructor would tell you what you will have learned by the end of the semester. He or she might have also passed out a Course Outline. Do something similar here - so YOU control the appointment.

One big question, "If we can agree on my system, and on price and terms - would you be ready to LIST WITH ME TODAY?"

4. Pull out a BLANK YELLOW LEGAL PAD, and ask your prospective clients what SPECIFIC QUESTIONS they want answered. Write them down, but DO NOT ANSWER THEM RIGHT AWAY. Promise to answer all of their questions by the end of your meeting.

5. NOW . . . ask to be shown the house. (NOT EARLIER! - Most agents, that's the first thing they do, and it's WRONG, WRONG, WRONG!) Dwell on the details, and NOTE ANY FLAWS (squeaky floors, water stain on ceiling, strange cracks in walls, etc.)

6. Go back to the kitchen or dining room table and answer their questions. But before you do anything else - re-ask the question: "If we can agree on my system, and on price and terms - would you be ready to LIST WITH ME TODAY?"

7. A couple of important rules here: a. NEVER give them your proposed listing price until the prospective clients are sold on YOU; b. NEVER tell them what your Professional Services Fee (NEVER SAY "COMMISSION!") until they are sold on the price, and; c. NEVER give them free staging advice, take interior photos UNTIL YOU ACTUALLY HAVE THE LISTING SIGNED.

8. Provide them a NET SHEET showing their WALK-AWAY MONEY. NO other agent will do this, and it will set you apart. I use and Excel Spreadsheet for this - easy to create for your market.

9. TRIAL CLOSE for agreement, answer any objections, and try to CLOSE THREE TIMES for the listing.

10. If they resist or provide objections - try to handle them. As you know, the likelyhood of getting the listing a few days after you leave the appointment, especially if they might be interviewing other agents - is two-fold - SLIM, and NONE!

Hope this helps - comes fairly straight from my Floyd Wickman Training and Mentorship.

Call or write me if you'd like to further discuss - anytime!

DEAN & DEAN'S TEAM CHICAGO

Monica - Each of us have a different style and method when attempting to earn the business. What works for me may not work for you. I can offer the following suggestions.

Listen, listen, listen - as you ask the pertinent questions, the owner will fill in the blanks and tell the story - you will know if you can truly meet or exceed their expectations. Confidence - be confident as you discuss and offer an initial strategy - guide the owners to a comfortable area of the home to sit down and talk (kitchen table, dining room, grouping of chairs). Tell your story - tell the owner of your background and what makes You special then follow up with the strengths of your company. Knowledge of the area - Yes, pull the comps but do not present to the owners. This information is to educate you in evaluating the area, pricing range and to see where the property falls in line. Ask for the business - when all is said and done, don't be shy, ask for their business. Good luck!

Monica,

My advice would be to try to get to know them a little. Build rapport. Listen to them, and their concerns. That is how I'd like to be treated, and I believe my clients feel the same way.

I always get so nervous before I go and I am always afraid that I will not no what to say to their question. Everytime I have thought they would ask a certain question, they never do. I think the comment you had earlier from someone is right on the mark on what to do when you go on a listing appointment. I have been on many listing appointments where all they really want is the price and shove you out the door. It sounds easy to do those things she said in your earlier comments but once you get there it doesn't always go the way you plan.

I think you should just be yourself and make sure you listen....listen......listen.....and answer any questions yes, pull comps but don't give your price away too soon. Good luck.

Dean,

Thanks for a great post on listing appointments!

NOV

2008

Dang Dean did you cover it all or what, I was ready for this one and saw your reply and forgot about mine. Anyway Honey just do what Dean said.

NOV

2008

All good suggestions. I do a couple of things that I feel are different and hopefully set me apart from others.

1. I am always on time for the appointment. My car clock is set 10 minutes fast to make sure I am not late.

2. When it is time to see the house, unless it is raining, I ask if we can start with a walk around the outside because streetscape is critical. I say, "People may not buy your home because of the steetscape, but they will develop an opinion that could lead them not to buy it."

3. I ask to see the attic. I want to see storage space, and look for any potential problems.

4. I take several of our agents over to the house prior to my appointment to let them see the home and give me an independent price suggestion. This works well in that it shows the sellers our office is involved and wants their listing, it gives the seller the advantage of having several prices rather than just yours and it shows you have the support of your office.

5. I take a very positive approach with sellers. I ask them if they are prepared to what is necessary to get their home sold. Things like moving furniture, adding mulch, painting a room etc. I tell them for US to get their home sold WE need to really focus on making their home the best in their price point and for that to happen I will need their support.

5. Sellers and buyers all listen to WIFM, WHATS IN IT FOR ME. You must constantly show them how working with you is an advantage to them.

6. The most important thing you have to find out is the "Why". Why are they selling? Anyone wanting to sell now has a monkey and that monkey is firmly on their back. Once you know the "why", you are all but home free. The "why" is the goal not selling the home. Selling the home is a step toward the goal. Once you know the "why" you must keep reminding them of how you are going to help them reach the "why". The "why" could be to get nearer the grandchildren, financial reasons, downsizing, moving to a retirement community, health, new job, divorce, death etc. There are 8,000,000 stories in the naked city as the old tv show use to say. You have to find theirs.

With all the good suggestions people have sent you, you should be able to develope a listing presentation that will work. Make it fit you. Much success.

Bill Brannon

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?