Who Is Doing Who A Favor? The Agent Who Asks or The Seller Who Lists?

Managing Real Estate Broker with RE/MAX Executive Realty 104763

The most basic of all methods of securing business is to “Ask for the Business.” It’s a simple enough task that produces great results. Why is it so difficult for so many to execute that task?


 For some reason, real estate agents feel like the potential client is doing them a favor!!  When an agent asks a homeowner for his/her listing, the agent is doing the Homeowner the Favor.


The agent who asks for the business is an agent who knows how to do business. When you think about the reason agents feel insecure about asking for business, you’ll realize they feel uncomfortable because they are not confident. When an agent lacks confidence in his/her ability to succeed at marketing and selling the client’s home, the agent becomes hesitant to be assertive.


It’s actually more difficult for the potential client to say “NO” than it is for an agent to ask the question. “Fear of Rejection” is another reason for not asking for business. When lack of confidence complements fear of rejection, the end result is horrifying.



One who is confident not only steps up to the plate but takes a big swing and watches the business fly out of the park. Once those listings start flying, the listing agent’s feet come off the ground and the agent begins to soar with the eagles. 



Nothing trumps confidence. Even “false confidence” will carry an agent from point A to point B, and no one will know the agent is terrified. Understand that you are not the only one who feels this state of panic. Once we understand and believe we are not alone with these weak moments, victory will reign.



Just another thought for the moment….



Posted by


Barbara Todaro, sales manager of RE/MAX Executive Realty 

Marketing Agent for The Todaro Team

308 W. Central St...suite E

Franklin, MA 02038



Exclusive Marketing Agent for The Todaro Team


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Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

William Feela most of what we do is a game of knowing how people think...

Sharon Tara I think most of us have had horrifying moments....it's not unique to anyone in this business.... but many won't admit it... after 39 years, I have my moments of anxiety!!!  

Oct 10, 2017 10:38 AM #7
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
your real estate writer

I agree with you for the most part, Barbara, but...

In my past life I knew two agents who weren't a bit afraid to ask for the listings - and then to "do their sellers wrong."

These were not nice people, but they had plenty of confidence in their abiity to manipulate people to their own devious ends. One of our local attorneys had a nickname for one of them: "Jack Use-em-all."

Oct 10, 2017 02:00 PM #8
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Marte Cliff that's the debri in our industry.... every profession has that element.... this is assuming the agent is an honest agent ..... just one without confidence... 

Oct 10, 2017 02:13 PM #9
Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

Those are great thoughts on this topic, Barbara!  Confidence is an important component to being a good agent.  

Oct 10, 2017 03:54 PM #10
marti garaughty
garaughty.com - Montreal, QC
a highly caffeinated creative type...

marti garaughty, abstract art, graphic design, marketing, WordPress consultant

Oct 10, 2017 04:04 PM #11
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Confidence is significant.... lack of confidence is what  prevents many agents from asking for the business, Myrl Jeffcoat 

Oct 10, 2017 04:12 PM #12
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

marti garaughty you're showing up every day!!! we need to stop seeing each other this way....  but thanks for feature!!

Oct 10, 2017 04:13 PM #13
Michelle Carr-Crowe-Top 1% Diamond Certified Real Estate Team Sells Cupertino San Jose Homes-Just Call 408-252-8900
Get Results Team...Just Call (408) 252-8900! - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

Barbara, again great advice. Too often agents forget to ask for the business.

Oct 10, 2017 04:59 PM #14
Marie-Denise Kratsios
Daniel Gale Sotheby's International Realty - Huntington, NY

Barbara, great advice for new agents as well as seasoned agents.  Ask and you shall receive....well, maybe  not always, but probably a lot more than if you didn't ask.

Oct 10, 2017 05:47 PM #15
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

BarbaraT- people want to do business with people who are confident (not arrogant) in their skills. We want to work with someone who knows what they can do and who will get the job done for us. 

Oct 10, 2017 06:23 PM #16
Paul S. Henderson, REALTOR®,CRS,
RE/MAX Professionals. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

You are always my voice of reason and discipline Barbara Todaro 

Oct 10, 2017 10:41 PM #17
James Dray
Fathom Realty AR LLC - Bentonville, AR
Exceptional Agents, Outstanding Results

Good morning Barbara.

I know on my first listing appointment I was terrified.  My cop mode went into action and I won the day.  That's all it took and I was off.

Oct 11, 2017 01:29 AM #18
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

This is excellent advice to share and very good reading for agents who want to be successful.

Oct 11, 2017 03:03 AM #19
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

Asking for business is "an art" a skill either born with or learned. How to ask, when to ask and  when to push and when not to Barbara Todaro. It is so true that both asking for and reminding those who we know, see or meet what we do and what we can do for them. The easiest way is asking 

Oct 11, 2017 05:31 AM #20
Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

“Fear of Rejection” is another reason for not asking for business. "   Says it all.....

Oct 11, 2017 06:00 AM #21
Brian England
Arizona Focus Realty - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

When I know that someone is wanting to sell their home, I definitely believe that I am doing them a favor by listing it, as they will certainly get top dollar!

Oct 11, 2017 08:07 AM #22
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

thanks, Roy...

Scott Godzyk it's learned and if the agent is confident, it's continually improved...

Sally.... most are fearful... 


Oct 11, 2017 08:12 AM #23
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

Brian.... you are doing them a great favor.... 

Oct 11, 2017 08:12 AM #24
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Barbara, I have no problem asking, there is this neighborhood website called Nextdoor, I always send a private message when someone ask a Real Estate related question and most people are gracious... one was a jerk not bad... and one got me a listing...all good, Endre

Oct 12, 2017 11:44 PM #25
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

If you dont ask for the business... you wont get the business. You really need to have the know how to know when to ask and how to ask! Great Post as Always!

Nov 09, 2017 11:06 AM #26
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