Everybody says they are, until we get down to the moment of truth where we carefully look at our production, which is the name of the game. If you think about it for a minute … if you’re listing less than 70% of the appointments you go on, you’re probably not quite as good as you think you are, or you thought you were.
In today’s market, we know that listings have incredible value to the agent, or as I’ve said time and time again … “It’s almost a guaranteed commission check within 60 days.” A great listing agent is listing 70% of the people that they make a full presentation to. A great listing agent prequalifies every seller 100% … in depth … looking for their motivation. A great listing agent goes into the presentation with high levels of intensity and enthusiasm. A great listing agent is going to follow a very exact script or canned presentation. A great listing agent knows the objections before the seller gives them because they discover the objections during the prequalifying process. A great listing agent closes time and time again to get a contract signed. A great listing agent is not afraid to stand up and walk out if they can’t get the price and the terms they want.
We study thousands of agents that are doing high levels of productivity every day. We study great listing agents. What we’ve discovered is this is the makeup of these types of producers. Ask yourself … “are you a great listing agent?”
We’re going to spend all of next week at the Superstar Retreat discussing and teaching the thousands of attendees how to become a great listing agent … are you going to be there?
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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