Stop Losing Listings

Is the title “Listing Leader” on your business plan for this year? You can make it happen. Here are some considerations to help you, if you’re willing to deviate from the usual course.

Crime #1 Doing the Same Thing, Expecting Different Results

Are you disappointed with the number of listings you gain? Have you improved your presentation after each failed listing appointment? If you say “no”, you may have fallen victim to what most of us call the “hamster wheel chase.” You do the same things when connecting with clients, expecting to end up with different results. The first step is to improve your listing appointments, then, debrief with yourself (or team) after each listing appointment, good and bad.

The following are questions to guide you through refining your listing presentations:

[if !supportLists]· [endif]What do you typically include in your listing presentations?

[if !supportLists]· [endif]Does your presentation include strong answers for typical objections?

[if !supportLists]· [endif]What do you think is needed for a captivating presentation?

[if !supportLists]· [endif]What changes can you make to be more memorable? Do you need to find help to achieve this?

Crime #2 Not Deviating From The Usual Listing Marketing Plan

Sadly, many people think all a residential real estate agent does is take a few photos for online sites and put a lawn sign in the yard. This creates a great opportunity for you to stand out.

The following questions will help you study your current marketing strategy and ways you can make improvements.

[if !supportLists]· [endif]How do you promote your listings? Does this meet the needs of a seller?

[if !supportLists]· [endif]Do you have a visual tool that intensifies your marketing strategy without giving away the “secret sauce” (your trade secret)

[if !supportLists]· [endif]Have you included five-star testimonies in your presentation that speak of your marketing expertise?

Crime #3 Not Asking for a Decision

You wait a few days to give the seller time to think. You call back and hear, “I thought your presentation was great, and you’re my second choice, but I have listed my home with…”

You calmly respond, “No problem, feel free to call me if it doesn’t work out,” never to hear from that seller again.

Often, agents just do not ask for a decision AND follow-up. Days go by without a peep from the seller — OR you. That gives Sally Sales-A-Lot an opportunity to win the listing instead of you. It’s time for you to change that.

[if !supportLists]· [endif]If seller is not ready to commit during the listing presentation, do you immediately schedule a follow-up? You should!

[if !supportLists]· [endif]Do you know the seller’s timeframe to list and sell? Once you have this information, mark that on your calendar to give yourself a deadline for following up within the timeframe that they are open to entertaining salespeople.

[if !supportLists]· [endif]Have you asked sellers how and when they prefer communication?

[if !supportLists]· [endif]Are you using an app or software system (aka CRM) that helps you to automate follow-up?

[if !supportLists]· [endif]If CRMs are too complicated or pricey for you, do you have someone who can help you with follow-up? This would include interns, family, realty office staff, virtual assistants, and the like.