listing presentation: The Key to Winning a Seller's Confidence - 11/30/18 03:39 PM

The Key to Winning a Seller's Confidence
When I was a new agent - and I mean a brand new agent in my very early 20s - I was called to go out on a  listing presentation. I had not met the seller before nor been on his property. I got to the house and briefcase in hand, began walking up to the front door when my potential seller opened the door, looked me up and down, and asked, "Where is Denise?"
Since I had heard the "You're so young!" statement a number of times already, I knew what … (1 comments)

listing presentation: Pricing It Right - 11/02/18 12:41 PM

Pricing It Right

One of the hardest parts of your job as a real estate agent is the ability to price a seller's home correctly. There are so many variables that go along with accurate pricing and if agents do not consider all of these, they may be costing their sellers thousands of dollars in lost potential sales revenue. More often however, because of the inability to price correctly agents walk away empty-handed without ever having the opportunity to sell the home because the price the agent came up with is not consistent with the seller's expectations. Agents can … (3 comments)

listing presentation: 7 Must-Have's for Listing Presentations - 10/27/17 09:36 AM

7 Must-Have's for Listing Presentations
Gone are the days when you can just saunter into a listing presentation and hope your big smile and sunny personality will win over the potential sellers. The challenge today is that there are too many agents competing for the same listings because there are too few listings and too many agents. With listings being the hottest commodity out there you can bet you are not the only agent that is competing for the seller's business. Sellers need to be wowed and you need to show your worth and why they would be making … (20 comments)

listing presentation: A Day in The Life of a Realtor - Jack of All Trades - 10/05/17 04:44 PM

A Day in The Life of a Realtor - Jack of All Trades
The one incredible benefit of being a real estate agent is that you get to set your own schedule. Imagine the freedom to work when you want and to be able to sleep in when you want. Sounds good, right? That is a fantasy that many real estate agents like to believe but in reality, the business of selling real estate can overcome your life.
The challenge for so many of my clients has been how to juggle it all. Being a real estate agent in today's … (6 comments)

listing presentation: Pricing in a Hot Market - 09/11/15 05:56 AM

Pricing in a Hot Market
Sellers can be very unrealistic about the price they want you to list their home for, especially when the market is moving quickly and in their favor. Many agents get caught up with their seller’s optimism because, to some degree, they feel the seller has a point. After all, homes are selling like hotcakes and maybe this home could get swept up in the sales frenzy too! It’s very tempting to think, “Why not at least try it?”
Wait! Not so fast! This will come back to bite you. If the property that you … (13 comments)

listing presentation: The Questions Potential Clients Should Be Asking Real Estate Agents - 09/04/15 07:40 AM

The Questions Potential Clients Should Be Asking Real Estate Agents
Buying or selling a home is one of the most important decisions your clients will ever make in their lives and choosing an agent that will be a strong advocate and educator about the process is critical. All too often, buyers or sellers choose to work with an agent who is a friend, relative, or cousin of their ex-roommate because it is convenient or because there may be perceived loyalty. But all too often, I see these types of relationships implode because the people doing the buying or selling … (0 comments)

listing presentation: The Elephant in the Room - 04/24/15 04:53 AM

The Elephant in the Room
Have you ever been sitting with a client and your gut told you to ask something, but you just couldn't quite get the words out?
This often the case when you are afraid a question will make someone uncomfortable. However, those uncomfortable questions are critical to get at the heart of the matter. You can't start to solve a problem if you don't actually know the full scope of the situation. If you know something isn't right and you are afraid to address it, then it is the quintessential elephant in the room.
For … (14 comments)

listing presentation: Scripts Are Out - 02/26/13 07:15 AM

Scripts Are Out
Five Tips for Effective Communication with Sellers
I want to take a moment to discuss the importance of learning how to instill calm communication and conflict resolution at a listing presentation, especially when it comes to talking about price and handling objections.
Too many agents make the mistake of rushing to present all their research and show all their marketing that they forget how important it is to communicate. They forget to ask questions, make eye contact, and slow down when providing information. And this is absolutely critical in building rapport and helping the seller(s) understand … (9 comments)

listing presentation: The Power of Research - 02/22/13 05:18 AM

The Power of Research
When I was a new agent - and I mean a brand new agent in my very early 20s - I was called to go out on a  listing presentation. I had not met the seller before nor been on his property. I got to the house and briefcase in hand, began walking up to the front door when my potential seller opened the door, looked me up and down, and asked, "Where is Denise?"
Since I had heard the "You're so young!" statement a number of times already, I knew what was going through … (5 comments)

listing presentation: Converting Leads: Closing When You're a Controller - 10/05/12 02:18 AM
Converting Leads: Remember Your Personality Style!
Part 2: Closing When You're a Controller
Last week I presented an overview on personality styles, and presented the idea that the way you close should vary based on the personality of the client.
Seems simple, right?
The truth is many agents are taught to close the same way - by using a formula that's supposedly "foolproof." I'm here to tell you there's no such thing as a one-size-fits-all closing formula. As I said last week, if you try to convert, and "close" with the same message, and in the same style for each and … (1 comments)

listing presentation: Prequalifying Clients... It’s Not Just for Buyers! - 09/04/12 07:14 AM
Prequalifying Clients... It’s Not Just for Buyers!
Last week we hosted an event completely focused on listing presentations, and helping agents understand how they can win at the listing presentation.
I was thrilled at the response (we were completely sold out and had to turn people away at the door!) because it confirmed two suspicions I had: 1) agents are struggling at listing presentations, and 2) agents aren't getting great training on this critical topic.
Based on the questions we had at the event, it was clear to me that most agents don't do much (if any) prequalification of sellers. … (24 comments)

 
Denise Lones, CSP, MIRM, CDEI - Real Estate Coaching & Branding (The Lones Group, Inc.) Rainmaker large

Denise Lones

CSP, MIRM, CDEI - Real Estate Coaching & Branding

Bellingham, WA

More about me…

The Lones Group, Inc.

Address: 2200 Cornwall Ave., Bellingham, WA, 98225

Office: (360) 527-8904

Email Me

Join Denise Lones each week as she looks at the world of real estate and the world at large from customer service to the importance of listing presentations in a one-on-one style. Denise has more than 20 years of experience as a successful agent, broker, trainer and coach. Denise is someone in the know when it comes to real estate.


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