Listings made easy

By
Real Estate Agent with Exit IH 10 Realty

I trained a class this morning on listing objections. The contents have always been easy, but I have not taught the class for 2 months now. I forget what people don't know. It is just that simple.

We laid out the objections that the agents would be hearing. That was easy enough, but when we role played how to get through the objections, I found myself hearing agents the got caught up in what people could not do without them. Don't win a battle to lose a war.

If it is not a closing objection we need to affirm that we heard and and move around it. The conversion was mostly centered on fsbo's. Man I need to do this class more often, I am justing wondering how many of my agents have gotten shut down because of language and not gone on to the next listing. My fault, that won't happen again.

 

Rick Frey

Comments (5)

Elite Home Sales Team
Elite Home Sales Team OC - Corona del Mar, CA
A Tenacious and Skilled Real Estate Team

I have been a trainer used in my offices for over 20 yrs.  We learn as much as the students.  But we know more and can help them by pointing out the errors in there natural desire to win.

Sep 24, 2009 05:29 PM
Mark Velasco
Sharpstone Commercial - Whittier, CA
Top Producing COMMERCIAL Team 30+ years experience

Yeah Rick. Confidence and body language are Key. People WANT to believe in us.

Sep 24, 2009 05:41 PM
Diane Donnelly
Keller Williams Flagship - Annapolis, MD
Anne Arundel County, MD Real Estate

Hi Rick,

I was a sales trainer with a national builder for years.  One of the common problems salespeople face is not asking the customer what the concern is specifically and why it is a concern.  Here is an example:

A customer comes into a new community and says I am not interested in this community because of the powerlines.  The sales rep, proud to have the appropriate proof source, shares the data collected that there is less threat of getting cancer due to powerlines than previously thought.  The prospect says, Oh gosh, I didn't know cancer was possible, I just thought they were ugly.  Ooops, prospect gone!

If the sales folks can ask the quesition first, solve the objection next, they would sell more!

Best,

Diane

Sep 24, 2009 05:55 PM
Harry F. D'Elia III
RentVest - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

There are times you will need five contacts or more to get the listing. The seller wants to sell the house. Patience and open communication will always win. Great basics

Sep 24, 2009 06:18 PM
Johnny Morrow
Track The Lead - San Antonio, TX
Simple CRM Development

Rick,

I am just getting back into serious production, and it is much more difficult then I thought.  I am so out of practice I realize that on the phone with prospects when I say things, then hang up and say to myself" did I just say that".  Your earlier blog on sense of urgency is weighing on me aswell.  A great sense of urgency will propel my actions.... 

 

Sep 26, 2009 10:35 AM