In this quiet market, my goal has been to boost my education, re-check my systems, update my marketing, and perfect my listing/buyers presentations. I am a true believer in "Back To the Basics" in Real Estate. Touching our clients with hand written notes, newsletters, market updates, and/or drop-by's, 2 times a month helps future leads. I have almost met my goals except for one major pitfall, my Listing Presentation Close.
I haven't quite learned how to close a listng presentation! After two hours of spending time with potential clients tonight, discussing all their issues, the market, my market plans etc., I failed to walk away with a signed listing agreeement. I did set a time to get back with them in two days. I know agents are great at building relationships, and making clients feel warm and fuzzy, but not always the best "Sales People. After all, isn't this why we are in the business? To make the close? I think I met all the criteria for getting them to the 95% point of signing with me, but it's that last 5% I haven't perfected. I am in need of the "Close" that doesn't sound too much like a sales pitch. So all in all, I am not sure my two hours (three including commute) was a success. My goal was to close the door, after a grand hand-shake of Partners, with a signed listing in hand. Starbucks didn't make my drive home much better either.
Agent in need of a Great Close!