Everyone wants more listings, but only 5% of Realtors get 50+ listings a year and dominate their local market.
I see plenty of new licensees coming into our industry when the market is booming and the sun in shining, but most of them (85%) fail.
Because most of them are not disciplined to do the mundane tasks that lead to improving sales and communication skills. It's ALL about what you say and more importantly HOW you say it.
Top producers (only 5% of Realtors) tend to have superior communications skills (I explained more in the video above 👆) because they take the time to actually practice their communication skills by role playing with different partners and do it daily!
If you deliberately put yourself in a situation to handle objections and you practice how to handle these objections, you will get WAY BETTER results in action.
Home sellers seek competence, self confidence, energy, knowledge, the ability to communicate and build trust, professionalism, being able to handle their objections, marketing skills, customer service and most of all your ability to get the house sold.
Every seller wants to know 3 main things:
How much can I get for my house?
How long will it take to get it sold?
How much commission do I need to Pay?
The challenge of most agents is they assume they're the only ones being consider for the job, but in reality, since its so easy to find information these days, most sellers contact at least 3-5 agent's.
So how can an agent make sure they get more listings?
It's all about preparation!
Practicing the listing presentation and the most common objections sellers give during the presentation, asking many qualifying questions, listening to signs of motivation (or lack of), being able to determine the sellers personality style (DISC) and presenting to that specific style, knowing the market inside and out and being able to present the right information to the seller.
How many steps do you take before you actually presenting to the seller?
What do you do when they first contact you?
Which questions do you ask?
Do you qualify the seller before you book a presentation? if so, how do you do it?
Do you send a pre-listing package?
Do you even have a pre-listing package? and if so, what's in it?
Do you call to make sure the seller received your package and went over it?
Do you verify if there are any concerns or questions before you go meet them?
How you answer to these 👆 questions is crucial. It will give you clues (or facts) about why you do or don't get enough listings.
Stay tuned to my next episode on my YouTube Channel. Click here if you haven't subscribe to it yet.
See you in a few days!