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!”