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How to Handle Resistance during a Listing Presentation
Real estate agents, you go to a listing presentation and you give it your best, you think you have done a very good job and then something happens, you get a little bit of resistance, not much feedback and a few days later you see the house listed with another agent. Does that sound familiar? Has that happened to you?
What is the best way to handle this type of situation?
Lets' start from the beginning and walk through a scenario you've probably encountered many times during listing presentations:
You're wrapping up and heading for the close. The husband looks ready – even eager – to give his go-ahead. But, you can tell his wife is resistant. Something is holding her back. In fact, you suspect she may not be entirely sold on you.
Here is how to handle resistance during a listing presentation:
1. Ask specific questions about their Concerns. Find out if the wife has a question or concern that has not yet been addressed. How? Simply ask. Politely say something like, "Samantha, is there anything specific you need to know in order to feel comfortable moving forward with the listing?" In most cases, she'll open up and tell you her question or concern.
2. Ask if ... more

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