Interesting situation, one of my Clients, an Agent in New Jersey went on a listing presentation. He was one of four Agents interviewing, competing for the listing. He was third. There was still one more agent after him.
He got the listing. He asked why? The Seller told him. You weren’t pushy. You listened. You were comfortable. We trusted you.
When he got there they were insistent on a price. The two Agents that preceded him had agreed with the Seller on their price. He listed the house $30,000 below, that’s right thirty thousand dollars lower than the price they had in mind.
This is the power of good communication and sales skills; leading with questions, active listening, being present, and staying focused on their needs.
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