Selling Starts With The First No

By
Real Estate Broker/Owner with HomeRome Realty 410-530-2400 311291
https://activerain.com/droplet/577r

 You have heard the statement...

"Selling doesn't start until you hear the word no. 

If you only get positive responses and a yes every time, you would be more an order taker than a sales professional.  This happens sometimes in a real seller's market. More buyers fewer homes...they go fast.

 

Remember my  first client hung up on me and that was a big NO in my first week in real estate.

 

When I go on a listing appointment, I go to see if I want the listing...not to see if I can get it. If they are interviewing other agents, I request being the last agent in.

 

Everybody loves a winner and they hate a sore loser.  I am a good winner and never a sore loser.

 Think about giving  the sellers a way out by saying...

'I will not be upset if you go with another agent. My business is good and I have people on my waiting list.

But I would be honored to represent you and your property.'

 

I come out a winner every time.

Selling starts with the first no!

 

margaret rome 410 530 2400

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Topic:
Real Estate Best Practices
Location:
Maryland Baltimore County
Groups:
Cosmic Cow Pie...The Rome Way
Bananatude
Bartender, Make it a Double
Old Farts Club
Tags:
waiting list
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homerome
selling starts with the word no
first client hung up

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Rainmaker
983,106
Margaret Goss
Baird & Warner Real Estate - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

I'm going to remember the "waiting list" line.  The truth is, we all have clients in the pipeline somewhere down the road.  They are the waiting list.

Sep 16, 2017 09:39 AM #25
Rainmaker
2,664,660
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

I love being the last agent in, i too like to see if it is a listing i want to even list and if yes, my goal is to leave there with a signed listing Margaret Rome, Baltimore Maryland. Sometimes i do walk away as the seller is unreasonable or the home unsaleable at the price they insist at.  I LOVE the line about your waiting list, i need to adopt that 

Sep 16, 2017 10:26 AM #26
Rainer
425,839
Sham Reddy
H E R Realty, Dayton, OH - Dayton, OH
CRS

Thanks for sharing!!!

If you only get positive responses and a yes every time, you would be more an order taker than a sales professional.  This happens sometimes in a real seller's market. More buyers fewer homes...they go fast.

Sep 16, 2017 11:13 AM #27
Rainmaker
1,131,258
Jane Peters
Home Jane Realty - Los Angeles, CA
Connecting you to the L.A. real estate market

I read the story about your first client. That was very brave of you and it panned out. Great job.

Sep 16, 2017 11:55 AM #28
Ambassador
2,712,601
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Always good to see you , my friend!

Sep 16, 2017 12:02 PM #29
Ambassador
1,695,260
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

So glad this was Feature  I don't know how I missed it .. I love reading your posts I hear your voice when I read them Margaret Rome, Baltimore Maryland 

Sep 16, 2017 01:05 PM #30
Ambassador
2,712,601
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Hannah Williams What a sweet thing to say. Enjoy the weekend.

Sep 16, 2017 01:16 PM #31
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Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi Margaret

That's certainly the right attitude to have, isn't it? I also read the story, again, of your first client! Loved it!

Jeff

Sep 16, 2017 04:19 PM #32
Ambassador
2,712,601
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Jeff Dowler It is hard to pass up a dare !

Sep 16, 2017 07:33 PM #33
Rainmaker
1,189,874
Kat Palmiotti
Grand Lux Realty, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

I love your attitude about listing discussions. Both the agent and the seller need to be happy with each other; we interview them as well. I've learned important things with some of the listings I've taken as a new agent and now have some "I'm sorry but I can't help you"s under my belt.

Sep 17, 2017 04:38 AM #34
Rainer
298,406
Raymond Denton
Academy Mortgage Corporation - Irvine, CA
Simple Man

I can't image you not winning every listing appointment you go on, Margaret.  Minimally, I'd bet you're in the 90%+ sucess range.

Sep 17, 2017 10:41 AM #35
Ambassador
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Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Kat Palmiotti Love this..."as a new agent ... now have some "I'm sorry but I can't help you"s under my belt."

Sep 17, 2017 07:48 PM #36
Rainer
105,743
Mega Team Real Estate
Realty ONE Group Alliance - San Mateo, CA
San Francisco and Peninsula Real Estate Concierge

I love reading your feature. Thanks for sharing. 

Sep 18, 2017 10:47 AM #37
Rainmaker
552,477
Tim Maitski
Atlanta Communities Real Estate Brokerage - Atlanta, GA
Truth, Excellence and a Good Deal

Chris Voss of "Never Split the Difference" says that once they say no it frees them up to say yes.  If you get them to keep saying yes they feel like they are being sold and no one likes to be sold.

But one thing I'd be careful about is sounding too arrogant.  People like "confidence" but not "arrogance".  It's kind of a fine line.

Sep 19, 2017 12:51 PM #38
Ambassador
2,712,601
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

@Tim Maitski  I like what Chris Voss says. Your comment would make a good blog.

Sep 19, 2017 06:03 PM #39
Rainmaker
125,551
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

My business is good and I have people on my waiting listMargaret Rome, Baltimore Maryland Doesn't that sometimes turn the seller off? Do they ask how long they have to wait until you can get their home on the market?

Sep 20, 2017 09:16 PM #40
Rainer
407,124
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Margaret,

So true. If you have trouble hearing no, maybe you are not cut out for this field.

Dec 08, 2017 07:50 AM #41
Ambassador
2,712,601
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

Cute comment Dörte Engel 

Dec 08, 2017 09:51 AM #42
Rainmaker
350,543
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL Real Estate GRI, SRES,GREEN,PSA

Going into a listing appointment with a "must have this listing" attitude does not put the agent in a good position.

I have walked out without asking for the listing because the seller was not reasonable. Yes they quickly got an agent to take their listing. Now 6 months later it is still on the market.

Great post that should spark some agents to rethink their strategy.

May 11, 2018 12:46 PM #43
Ambassador
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Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

 

John Wiley  So good to see you. When on a listing appointment, you have to be ready to walk away. You don't want or need every listing. When you do choose the "right" people who appreciate you...there is no better way to run a business.

May 11, 2018 07:49 PM #44
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