"List To Last" Is Trite But Oh So True | Understand The Psychology

By
Services for Real Estate Pros with RE/MAX Executive Realty - Retired 104763
https://activerain.com/droplet/5nZW

 

 

Listing agents are marketing agents. Yes, I say this continually, and it’s meant to be redundant. The more we hear it, the easier it will be to remember it.  

 

Listing agents must market their inventory, and that enables them to secure more listings. Buyers are Sellers, too! 

 

 

The psychology of listing should be a course requirement to satisfy the “continuing education” prerequisite hours to renew a state real estate license every two years, as we do in MA.

 

Since listings are the name of the game we play every day, we must understand the psychology of listing. Every homeowner is different. A listing agent is also a chameleon.

 

 

Listing agents must think as a homeowner thinks. Understanding how that homeowner functions mentally and emotionally will greatly assist the potential listing agent to mirror the homeowner.

 

 

Listing property is a 90% psychological function and a 10% real estate task. This is the major reason most real estate agents focus on working as a buyers’ agent rather than listing agents.

 

Mirroring and becoming a chameleon are functions that must be determined quickly when meeting a new potential client. Listing is a learned skill. Understanding the psychology of listing becomes second nature with practice!!

 

Listing agents face new challenges with every new appointment, and it’s all of those new encounters that sharpen the skills and develop confidence within every listing agent.

Remember the old adage, “list to last!”

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Barbara Todaro, Great Grandmother to Aiden, Gianni and Caleb       

Todaro Team - Retired

508-918-9148

 

             Copyright © 2009 - 2020 Barbara Todaro

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Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Kat Palmiotti listings get more listings.... period.... it's a follow the leader game....the agent who has the most listings will get more just because that agent has so many.... safety in numbers falls into play here....

 

Sep 22, 2020 06:35 AM #31
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Shirley Coomer thank you.... and I believe it's true....

Sep 22, 2020 06:36 AM #32
Rainmaker
4,449,263
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Barbara, I have calls out to several past clients that have lived in their homes for 10+ years, and hoping they will want to move!  

Sep 22, 2020 06:43 AM #33
Ambassador
2,380,159
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate - St. George, UT
So Utah Residential, Referral & Relocation REALTOR

Fantastic post as usual Barbara, I always get something out of your blog! Yes, we are in a very desirable area where people want to live and inventory is dwindling. Getting ready to send out a mailer to let past clients know what their home is worth on the market today, just in case they are thinking of selling.

Sep 22, 2020 07:05 AM #34
Rainmaker
552,583
Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

In my area, you don't get listings out of the blue.  It is so incredibly competitive. There is so much money involved. Teams have formed around certain agents whose names are on yard signs everywhere.  The way to market here to get listings, is to get to know potential sellers personally.  And I don't mean door knocking.  You need to impress them with something you have done. I got one listing because I had just found the buyer for a $4.55M house a couple of houses down from this seller.  This owner had thought about hiring that listing agent but then decided to hire me, who had found the buyer. And how did I get to meet the seller in the first place?  I walked up to him and asked when trash day is--and I did that on the day we closed on his (almost) neighbor's house.  The point here is, it's not black and white, there's no formula that guarantees success.  

Sep 22, 2020 08:46 AM #35
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Hella M. Rothwell, Broker/Realtor® I think your lesson was "timing is everything" and you timed it perfectly.....

you had the "juice" behind you with a sale within hours, and you were there before they listed.... 

no guarantees.... you keep on working and it all falls into place....

Sep 22, 2020 09:37 AM #36
Rainer
90,796
Ken Jones
Kenneth J. Jones, Inc., REALTORS® - Springfield, NJ
Real Estate Broker, Appraiser, Educator, Speaker

Barbara Todaro Having been a listing agent throughout my career, I truly appreciate this post.

The analogy to a chameleon is one I've also used to try to explain the need to be able to make an instant analysis of a seller. Find out which is the dominant partner in a marriage. Learn to spot the telltale signs of their need and desire to sell even when they tell you, "I'm really not in a rush to sell."

The game of listing is one that, in my opinion, is more fun than anything else I've ever done in my career.

To wit - One time in my more youthful days, after I canceled a date with a very lovely woman, another agent in my office observed, "Jones, you're the only guy I know who would rather get a listing than get . . .(well, you can fill in the blank).  And, he was right.

Great post. Thanks so much.

Sep 22, 2020 12:45 PM #37
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Ken Jones you're a very funny guy!  LOL... I can imagine some of the stories you could come up with.... 

Sep 22, 2020 01:27 PM #38
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Joan Cox you never know when that will happen.....that's why consistent contacting is so important....

Wanda Kubat-Nerdin - Wanda Can! quite often, that postcard triggers a thought that was not taken too seriously .... then the market analysis happens so they CAN think seriously about it.

Sep 22, 2020 01:34 PM #39
Rainmaker
1,080,353
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
& Host of Postcards From Success Podcast

💯‼ great post, totally agree!!!

Sep 22, 2020 07:50 PM #40
Ambassador
936,746
Kathy Schowe
California Lifestyle Realty - La Quinta, CA
La Quinta, California 760-333-8886

I'm becoming a listing agent- and it's something I never really aspired to be.  But you are spot on- it brings in more business when you have those signs in the ground!!  Great post!  

Sep 22, 2020 08:21 PM #41
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets when you have listings, especially the majority of them in your area, everyone comes to you.....you don't need to chase.... you control the market with those listings.... it's actually a very big responsibility....

Sep 23, 2020 02:01 AM #42
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Listings beget listings Kathy Schowe once you are branded as a Listing Agent, homeowners will find you....they will hunt you down to list their homes....

Sep 23, 2020 02:02 AM #43
Rainmaker
589,242
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

One of the advantage of having many listings is name recognition--people driving around neighborhoods see your name, that makes an impression!

Sep 23, 2020 10:25 AM #44
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Mary Hutchison, SRES, ABR yes, visibility results in more business and strong branding...

 

Sep 23, 2020 10:51 AM #45
Rainmaker
2,766,891
Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

Wise words from a wise woman..I mean a wise marketer.  I love how the home becomes the marketing vehicle for the next.  Double duty

Sep 24, 2020 08:43 AM #46
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

that's how we keep those wheels moving..... Debbie Gartner 

Sep 24, 2020 08:57 AM #47
Rainmaker
135,146
Kris Collis, Associate Broker
Smart Way America Realty - East Stroudsburg, PA
Professional Results you Expect 702-574-8102

Barbara, you used an important word we don't hear often, "mirroring."  The psychological impact cannot be underestimated of sellers feeling they resonate with you because you paid attention to what they were saying and reinforced it in your presentation.  People feel safe and connected with those who think like them.  I think it's tied to the survival instinct.  Mirroring can lead seller to conclude you must be smart and competent to handle their sale because you agree with them and approach it as they do.  The "customer is always right" motto.  And even when they're not right, objections can always be addressed in the context of mirroring so sellers still feel in the right.  I love how your posts always hit home as reminders ot best practices.

Sep 24, 2020 10:13 AM #49
Rainmaker
5,445,448
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

Hi Kris Collis, Associate Broker the one thing I know about listing property and dealing with the homeowner is "to use common sense".... keep it simple and make sure you blend with that seller...mirroring is the easiest way.....

 

Sep 24, 2020 10:53 AM #50
Rainmaker
482,356
Matthew Klinowski, PA
Downing-Frye - Naples, FL
Golf Community Real Estate Specialist

Good morning Barbara, there is no doubt being a chameleon is essential to secure listings. Similar to every property, every seller is unique in their motivations and concerns. Adapting to their needs sets you apart from other agents. Enjoy your Friday.

Sep 25, 2020 07:18 AM #51
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