marketing and networking to be the one chosen to do a listing presentation.

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Mary Ann’s dentist had a Real Estate need.  His mother moved to an independent living residence and he, the dentist, needed to sell her house. 

He told Mary Ann that he had forty Real Estate Agents who were patients of his.  She was one of three that he chose to interview for the listing.  Mary Ann has been in Real Estate three years.  The other two Agents he chose to interview had fourteen and twenty three years of experience.  Both sell more than Mary Ann.  One sells a lot more with a team of administrative and selling staff. 

The dentist told Mary Ann that he wanted to choose her except the high producing Agent with the team was offering one percent lower commission. 

Mary Ann told the dentist to ask the other Agent how quickly she or someone on the team will get back to interested Buyers or back to him for that matter.  He said that she asked an interesting question because he had called her office the previous day and hadn’t heard back yet.

He asked about the one percent lower commission and if Mary Ann would match that.  Mary Ann said to ask the other Agent what services she provided and what the other Agent does for her commission; and then compare the services of the two.  He said he didn’t need to do that because he had seen what both Agents offer. 

There is more but that’s enough.  The point is that Mary Ann obviously did a good job marketing and networking to be one of the three out of forty that were chosen to do a listing presentation.

It is clear that she has personal credibility or the Client would not have given so believed her so quickly when she contrasted her work with the top producing team.  Mary Ann obviously does a good job of marketing a listing and presenting her marketing plan. 

Mary Ann is a coaching Client of mine.  Each of the last three years her business grown; this year it has nearly doubled.  She does things right.  To be fair she has a background in negotiating.  But the integrity, follow through, attention to detail, and commitment to continuous improvement; those things that define the character of her work, are the reason she got this business and will continue to grow and succeed.  

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