Are 100 Listing Appointments Better than 10 Listing Appointments?

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Education & Training with Sell with Soul

AppointmentsI was listening to some ho-hum non-real estate-specific sales training seminar a few weeks ago – don’t know why I was listening to it, considering it was as ho-hum as they come; maybe I was subconsciously looking for material to blog about!


And voila! I found something!


During the seminar, the speaker was spouting traditional numbers game fluff. Basically, the same old “The more people you touch with your sales pitch, the more you’ll sell of whatever it is you’re pitching.”

One of the examples he used was actually from the world of real estate. He was talking about real estate agents procuring listings and made the statement that: “If you could go on 10 listing appointments this month, that would be good, wouldn’t it? But what if you could go on 100 listing appointments, wouldn’t that be even better?”

Hmmmmmmmm.

Really? 100 listing appointments this month?

Oh, I get his point and since he’s not a real estate agent, perhaps he doesn’t realize that going on 100 listing appointments in one month would be nearly impossible for a normal human being. But he seemed to know enough about the real estate industry to understand what a listing appointment entails and the reason for doing them, so I’m going to assume that, practical considerations aside, he believes that MORE is always BETTER when it comes to prospecting for business.

I disagree.

Here’s the thing. Regardless of the number of appointments you shoot for, if your primary goal is one of QUANTITY over QUALITY, I personally think you’re wasting an awful lot of time and energy. I mean, think about it. Let’s say that it’s possible to do 50 listing appointments a month – that’s about 2.5 appointments every week day. Now, I’m assuming that if you’re going on 2.5 appointments a day, you’re doing very little preparation for each appointment and basically going in with your well-rehearsed presentation followed by an expedient pitch for signature.

Hold that thought.

The speaker who was espousing the quantity over quality approach proclaimed that one of the great things about his approach was that when (not if) you get turned down, you won’t really care that much because you have plenty more fish in the kettle – that is – another listing appointment or two later that day, and 2.5 more tomorrow.

Hmmmmmmmm.

That sounds exhausting.

But how about the other approach – the one the speaker implied was “just okay?” Where you “only” have ten listing appointments a month; therefore every one of those appointments is going to be far more important to you and much more disappointing to you if you don’t get the listing?

BINGO!!!

D’ya see where I’m going with this?

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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Winston Heverly 11/17/2012 12:03 AM
  2. Praful Thakkar 11/10/2016 12:00 AM
  3. Bob Crane 11/12/2016 03:38 PM
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Rainmaker
902,376
Kay Van Kampen
RE/MAX Broker, RE/MAX - Springfield, MO
Realtor®, Springfield Mo Real Estate

I believe quality is key to this business.  If I have someone call in to have me market their home, much of the work is already completed.  I show them how I work and our results.  But with a cold call, I have to convince them I'm as good as I say I am..........they don't want me as much as I want them.

Jun 21, 2012 09:15 AM #98
Rainer
66,457
Valarie Swanson
CENTURY 21 Award - San Diego, CA
San Diego Real Estate

In this market, if you're going on anywhere NEAR 100 listing appointments then you are probably wasting a lot of time on unqualified sellers.

Jun 21, 2012 09:29 AM #99
Rainer
143,795
Sylvia Jonathan
Coldwell Banker Platinum Properties - Irvine, CA
Broker Associate, SFR

I'll take the 10 quality listing appointments behind door # 2. Thank you.

Jun 21, 2012 12:20 PM #100
Rainmaker
300,136
Marti Steele Kilby, CRS
Steele Group Realty - La Mesa, CA
Broker/Owner, San Diego, CA

Are you kidding me?   In my book taking a listing is a HUGE responsibility.  I would never over book on what I can professionally deliver.

Jun 21, 2012 02:36 PM #101
Ambassador
2,008,627
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M

Jennifer - 100 listings appointments in a month!  I'd need to have a serious staff to do that, and even then, I'd probably go crazy.

Jun 21, 2012 03:22 PM #102
Rainer
477,039
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

100 suspects, 20 prospects, 4 listings and 3 sales. All good stuff, isn't it?

Jun 21, 2012 03:54 PM #103
Rainmaker
187,291
Allyson Hoffman
RE/MAX Villager (Chicago North and North Suburbs Real Estate) - Northbrook, IL
Making Today's Dreams Tomorrow's Reality!

Put me in the quality camp ... one has to know their limitations whether functioning as a single agent or a team.  If quality is sacrificed for quantity, quantity will inevitably suffer in the long run.

Jun 21, 2012 03:58 PM #104
Rainer
132,918
Roseanne Campagna
John L. Scott RE Maple Valley, WA - Maple Valley, WA
Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA

Being in the business for only a couple years has taught me one thing - that is quality is sooooo much better than quantity. Just listening to all the coaching sessions and what not is exhausting all by itself... it is getting savvy enough to recognize quality when you see it. ;o)

Jun 22, 2012 01:57 AM #105
Rainmaker
840,682
Bob Miller
Keller Williams Cornerstone Realty - Ocala, FL
The Ocala Dream Team

Hi Jennifer, we must have heard the same ho-hum webinar!  And I came away with the same thought.  I don't want to go on a list appointment unless I have at least a 50% chance of taking it.

Jun 22, 2012 04:42 AM #106
Rainer
28,436
David Herren
Best Atlanta Properties, LLC - Atlanta, GA

I cannot imagine how boring that pitch is going to be after, oh say, the 20th time you have given it in one week!  You get what you sell.  I want to be a quality agent who works with quality clients to sell quality homes for a quality commisson so I can have some quality time off.

Jun 22, 2012 06:32 AM #107
Rainmaker
484,257
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

David -now THAT's a great point! What a boring way to make a living - just doing the same pitch over and over and over and over.... 

One thing I'd like to point out that may have gotten kind of lost in the numbers here is that... if you do 100 ho-hum, rush-rush, cheesy, pitchy listing presentations, you may end up with the exact same number of listings that the person who only does 10 high quality ones gets... So, would you rather do 100 presentations... or ten... if at the end of the day you end up with the same number of new clients?

Jun 22, 2012 07:08 AM #108
Ambassador
674,645
John DL Arendsen
CREST BACKYARD HOMES, ON THE LEVEL GENERAL & FACTORY BUILT HOME CONTRACTOR, TAG REAL ESTATE SALES & INVESTMENTS - Leucadia, CA
Crest Backyard Homes "ADU" dealer & Contractor

No matter what I've ever done I've always been about quality vs quantity.

Jun 23, 2012 01:47 AM #109
Rainmaker
1,607,599
Charles Stallions Real Estate Services
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

It is all in the numbers, the more shots the more hits I think

Jun 23, 2012 02:56 PM #110
Rainer
299,204
Steven Pahl
Keller Williams Tampa Properties - Tampa, FL
Real Estate Consultant Tampa, FL 813-319-6423

Jennifer, what ever the Speaker espoused, "NO ONE" in our industry is going on 3.33 listing appointments a day, 7 days a week, for 30 straight days.  Or, 5 appoinments a day, 5 days a week for four weeks.  There isn't the time to prepare, travel, and present or the mental/physical capability for a single person to maintain that pace (Ok, maybe someone on Meth)!

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Jul 23, 2012 12:27 PM #111
Rainmaker
771,107
Kasey & John Boles
Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

I am exhausted thinking about that!  I think you are absolutely correct, as usual. -Kasey

Oct 18, 2012 01:03 PM #112
Rainmaker
273,520
Wayne B. Pruner
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI

There is no way you could do that many in a month. Ten would be great.

Nov 07, 2012 02:06 PM #113
Rainmaker
254,410
Pam Jank
Coldwell Banker Schneidmiller Realty - Coeur d'Alene, ID
Your Coeur d'Alene & North Idaho Real Estate Pro

I think I'll keep doing it my way.  I receive the listing from at least  9 out of 10 "QUALITY" listing appointments.  I'd rather be a "Quality" agent vs. a "Quantity" agent.  It must work since I am #1 in the State of Idaho adjusted gross income..... just saying :-)

Nov 10, 2012 12:01 PM #114
Rainmaker
1,217,820
Sheri Sperry - MCNE®
Coldwell Banker Residential Brokerage - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

QUALITY is always more important to me than quantity.  One more thought.... If you had a pipeline for 100 potential client listings a month, I would QUALIFY each first. I would then refer a great agent for the ones I could not handle. 

Nov 09, 2016 11:39 PM #115
Ambassador
3,100,863
Paul S. Henderson, REALTOR®, CRS
RE/MAX Northwest. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

I sometimes feel like I have lost the magic that makes real estate fun Jennifer Allan-Hagedorn. Since I am the proud owner of  your first 2 books. I will have to go back and find the joy once again  

Nov 10, 2016 04:17 AM #116
Ambassador
4,214,223
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Though sales is a numbers game we must remember that the only appmts that really matter are those that lead to a sale, the rest are just wasting time.

Nov 11, 2016 02:23 PM #117
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Jennifer Allan-Hagedorn

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